思科Partner Account Executive
任职要求
You have at least 5 years of experience working with Partners in the Technology Industry. You have a business background that enables engagement with Business Decision Makers along with a sales background that will enable teamwork within Cisco and our Partner community. You have the required skills to develop a Business Plan that combines the Partner’s key initiatives and Cisco’s priorities for mutual success in the marketplace. Demonstrate Cisco’s guiding principles throughout everyday interaction and decision making Deep understanding of Cisco’s product portfolio and the ability to convey the “One Cisco Story” effectively Strong relationship management skills to build trust and drive results with partners and the Mid-Market and SMB Pod members as well as the inside sales Pod managers Preferred Qualifications: A flexible personality to work within a matrix environment. You can develop and clearly articulate objectives using both analytical thinking, reference to facts and standard methodologies. You have passion, energy, excitement and intensity to represent the best channel partners internally. Oral English communication. #WeAreCisco#WeAreCisco where every individual brings their unique skills and perspectives together to pursue our purpose of powering an inclusive future for all.Our passion is connection—we celebrate our employees’ diverse set of backgrounds and focus on unlocking potential. Cisconians often experience one company, many careers where learning and development are encouraged and supported at every stage. Our technology, tools, and culture pioneered hybrid work trends, allowing all to not only give their best, but be their best.We understand our outstanding opportunity to bring communities together and at the heart of that is our people. One-third of Cisconians collaborate in our 30 employee resource organizations, called Inclusive Communities, to connect, foster belonging, learn to be informed allies, and make a difference. Dedicated paid time off to volunteer—80 hours each year—allows us to give back to causes we are passionate about, and nearly 86% do!Our purpose, driven by our people, is what makes us the worldwide leader in technology that powers the internet. Helping our customers reimagine their applications, secure their enterprise, transform their infrastructure, and meet their sustainability goals is what we do best. We ensure that every step we take is a step towards a more inclusive future for all. Take your next step and be you, with us!
工作职责
The Partner Account Executive – SMB and Mid-Market plays a critical role driving partner activation and scaling efforts across both SMB and Mid-Market in the field. The PAE, SMB & Mid-Market helps build mindshare across both SMB and Mid-Market customers with partners in local territories, executes joint demand generation and business development activities across both SMB and Mid-Market, and partners with the Scale theater leaders to define and activate focus partner/ RTM list across both SMB and Mid-Market in their aligned territory. They work closely with the iAE Mid-Market Pod, and iAE SMB aligned to their territory who are managing the individual opportunities with customers and partners.Your ImpactWe are seeking a dynamic individual to help drive Cisco's partner community, our #1 route to market. Achieve assigned quota targets for the designated Small & Medium Business and Mid-Market territory (and/or Focus Partners). Lead quarterly territory planning and reviews in collaboration with the Mid-Market Pod, and the SMB Pod Lead monthly CCW and SFDC pipeline deep-dives with the Mid-Market Pod and the SMB Pod Own full responsibility for managing SMB opportunities through the entire sales cycle Primarily partner facing, could attend a customer meeting with a partner if local presence needed. Maintain a comprehensive understanding of Cisco’s full product portfolio to deliver the “One Cisco Story” Stay updated on industry trends, market dynamics, and competitive insights to inform strategy and execution Responsible for strategic SMB and Mid-Market engagements with Channel Partners and Distributors Executing joint demand gen activities focused on SMB and Mid-Market: events, call out days, contests, education on new offers, basic enablement
Lead Customer Engagements: Act as the Azure sales lead, guiding customers through cloud transformation across infrastructure, data, and AI platforms. Address business and technical needs with demos, whiteboarding, and solution storytelling. Own and Convert Pipeline: Manage forecast and pipeline from early-stage to close. Use tools like Industry Account Plans (IAP), Landing Experience Plans (LXP), and checklists to execute territory strategies and drive revenue. Orchestrate Across Teams: Partner with Account Executives, Solution Engineers, Cloud Solution Architects, and partners to co-sell, validate solutions, and ensure successful deployment through the Azure Marketplace. Accelerate Decisions: Engage decision-makers with clear business cases using Azure Pricing Calculator, ROI, and TCO tools. Scope proofs of concept and lead customers from commitment to consumption. Inspire and Influence: Bring technical fluency and inclusive leadership to virtual teams. Solve challenges with expertise in virtualization, cloud-native tech, data modernization, and AI.
1.通过高效预约与上门拜访，寻找愿与美团 Keeta 合作的餐饮商户并达成合作协议。 2.协助合作餐厅在平台开设外卖网店，并且能为商户提供线上业务管理培训。 3.为商家的外卖业务运营提供专业方案，帮助商家提升营业额，与keeta一起合作共赢。 4.定期回访合作餐厅，维护客户关系，协同各部门处理解决日常疑问。 1.Identify and secure partnerships with restaurants willing to collaborate with Meituan Keeta through efficient scheduling and in-person visits, negotiating cooperation agreements. 2.Assist partner restaurants in setting up online delivery stores on the platform and provide training for managing their online business operations . 3.Offer professional solutions for merchants' takeout business operations, assist merchants in increasing their turnover, and achieve win - win cooperation with Keeta. 4.Conduct regular follow-ups with partner restaurants to maintain strong customer relationships and coordinate with various departments to resolve daily inquiries.
Account Planning / Management• Demonstrates a deep understanding of the client's business model and marketing strategies. Helps lay foundations for marketing and business strategies aimed at growing opportunities among current and new clients. Shares customer feedback via appropriate feedback channels to enhance team capabilities and adapt Microsoft's messaging to clients. Guides peers and internal partners in contact with clients on proper communication strategies that articulate Microsoft's offerings.• Proactively expands strategic network of internal key internal and external partners and other business decision makers for clients to ensure execution of core tasks and account transactions, and to provide seamless account management experience. Grows sales and partner impact. Leads efforts with key internal partners and business and technical decision makers to develop and share long-range, comprehensive, tailored account plans that meet Microsoft and client needs. Formulates marketing strategies based on partner and Microsoft needs, scaling business across regions/segments or globally.• Ensures timely and proactive customer escalations and resolutions (e.g., with Ad Support, Billing, Advertiser Trust and Safety), when needed. Leverages internal partner network to resolve day-to-day escalations and revenue blockers. Sales Focus• Accountable to own revenue target from managed book of business. Drives revenue through direct engagement and influencing with clients key budget decision makers.• Positions oneself as a thought leader and trusted, technical advisor to the executive-level business decision makers at the client's/agency's business. Identifies and engages decision makers and stakeholders to expand the relationship with clients/agency and leverages best-in-class sales and communication strategies and tools to accelerate sales.• Leverages Client Relationship Management (CRM) directed tactics and other tools (e.g., customized performance dashboards, data
The Account Executive (AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes the following key aspects: Account & Customer Relationship Management: Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer. Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets. Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment. Demand Generation, Pipeline, and Opportunity Management: Maintain pipeline management, ensuring a healthy and advancing sales funnel. Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities. Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs. Sales Excellence: Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts. Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach. Stay informed about SAP’s competition and position SAP solutions effectively against them. Maintain accurate customer and pipeline information within CRM systems. Leading a (Virtual) Account Team: Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives. Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions. Maximize the value derived from SAP’s extensive sales support ecosystem.