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How You’ll Contribute:

The role of the Diversified Cisco Alliance Manager (DCAM) is focused on driving strategic growth and partnership initiatives within the Cisco Alliance ecosystem and portfolio.  It is the DCAM’s primary responsibility to develop and foster collaborative relationships with Cisco and its partners, maximize Cisco incentives, conduct pipeline-generating activities, promote sales motions to expedite the sales cycle, and lead account mapping sessions between sales teams.  These responsibilities are to be performed to foster growth within the workplace collaboration and media business lines.  The DCAM will work in tandem with the Cisco Partner teams to develop successful customer-facing material and events to drive awareness, increase overall sales, and contribute to the overall success of the business.

Location: US - Virtual 

What You’ll Do:

• Alliance Ownership & Strategic Leadership
  • Serve as the primary manager liaison between Diversified and Cisco across global and regional teams
  • Establish multi-level relationships across Cisco (field sales, specialist teams, partner org, executives)
  • Align Cisco partnership to Diversified’s global business plan, revenue targets, and growth motions
  • Drive executive-level governance, cadence, and accountability frameworks
• Global Growth Strategy & Business Planning
  • Own and operationalize the Cisco growth plan across all regions:
    • Build and execute joint business plans with Cisco
    • Translate strategy into regional execution plans and KPIs
    • Align to the 4 growth levers:
      • Standardize what we sell
      • Industrialize how we sell
      • Monetize lifecycle (LAER)
      • Expand through product solution adjacencies
    • Ensure alignment to:
      • Revenue targets
      • Services attach and lifecycle revenue
      • Pipeline coverage and conversion metrics
• Co-Sell Execution & Account Alignment
  • Lead formal co-sell motion with Cisco across geographies
  • Enforce AE-to-CAM alignment and structured account mapping cadence
  • Drive:
    • Top 50 strategic account plans
    • Whitespace account campaigns
    • Expansion within installed base
  • Ensure:
    • Cisco is treated as a sales force multiplier (not just a supplier)
    • High participation from Cisco sellers in active deals
• Execute Growth Plan
  • Sales Industrialization
    • Transform Cisco selling into a repeatable system:
      • Enforce:
        • ≥ 90% deal registration early in cycle
        • ≥ 3.5x pipeline coverage
        • Trigger-based plays (refresh, RTO, M&A, policy shifts)
      • Build:
        • Structured pipeline governance
        • Regional consistency in deal execution
        • Factory rollout models for enterprise programs
  • Standardization of Offer Portfolio
    • Define and drive adoption of:
      • Standardized Cisco solution bundles
      • Repeatable “room + platform” offers
    • Align Sales, Engineering, and Delivery on:
      • Pre-configured BOMs
      • Pricing models
      • Deployment playbooks
    • Ensure:
      • Reduced sales cycle time
      • Predictable margins
      • Scalable delivery
  • Lifecycle Monetization (LAER Ownership)
    • Drive transformation from hardware sales → recurring lifecycle revenue:
    • Enforce:
      • Services attach rates (target ~90%+)
      • Rooms under management (target ~70%+)
      • Renewal and adoption tracking
    • Establish lifecycle model:
      • Land → Adopt → Expand → Renew
    • Build partnerships across:
      • Managed services
      • Customer success
      • Renewals teams
  • Adjacency Expansion Strategy
    • Define and operationalize selling motions inside Cisco footprint:
      • AV networking
      • Software & licensing
      • Workplace analytics
      • Media networks
      • Meeting experience
    • Track:
      • Architectures per account
      • Multi-offer penetration
• Sales & Field Enablement:
  • Enable Diversified sales teams to:
    • Position full Cisco ecosystem
    • Sell bundles vs. individual SKUs
    • Drive lifecycle and adjacency conversations
  • Deliver:
    • Playbooks
    • Campaigns
  • Training programs
• Marketing & Demand Generation Alignment
  • Co-own joint GTM with Cisco marketing:
    • ABM programs
    • Campaigns (standardization, refresh, modernization)
    • Events and executive engagement
  • Optimize:
    • MDF utilization
    • Pipeline generation ROI
• Incentives, Programs, & Commercial Optimization:
  • Maximize Cisco:
    • Rebates
    • Incentives
    • Specializations
  • Align internal teams on:
    • Pricing strategy
    • Quoting efficiency
    • Procurement alignment
• Governance, KPI Management, & Reporting:
  • Establish a single source of truth for Cisco performance
  • Drive KPI tracking across:
    • Revenue & pipeline
    • Attach rates
    • Lifecycle revenue
    • Co-sell engagement
    • Deal registration
  • Lead:
    • QBRs with Cisco
    • Internal executive reviews

What You’ll Bring:

Required Skills/Qualifications:

• 10+ years of related Cisco partner sales or technical experience required
  • Cisco Partner Alliance and Ecosystem expertise 
    • PXP, CCW, Self-Service & Digital Partner Tools, MDF, MoU, Program Incentives and Specializations, Co-Sell, and Deal Registrations
    • Preference for video, voice, communication, collaboration & AV, and demonstrated ability to scale through partner sales in a partner-led or partner co-sell motion
• Experience working with members of the Cisco sales field, Partner Admin Network, and OEM sales partners
• Strong, collaborative leadership skills; ability to work independently as well as in a team environment; proactive, driven, and positive work attitude; excellent follow-up skills, with a focus on task completion; excellent organizational and time management skills

• Ability to participate in and facilitate group meetings to motivate and educate to produce results
• Trusted Advisor & Executive Relationship Builder.
• Demonstrated experience establishing and expanding executive-level relationships with partners
• Excellent communication & presentation skills with a high degree of comfort at all levels of an

Organization

• Inclusive and collaborative – driving teamwork and cross-team alignment
• Experience with cloud technology platforms and solutions with a 200-300 level of technical proficiency.
• Direct experience with collaboration voice/video/network/meeting experience solutions is strongly preferred

Education

Bachelor's degree or equivalent professional experience.

The goal is to expedite profitable revenue growth by helping account teams identify and engaging potential customers with a competitive advantage, understanding customers unique needs, and presenting Cisco and Cisco ecosystem as a solution that addresses their collaboration and communication challenges effectively.