Practice Lead, Cisco

Description

Company Overview:

When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there’s really only one: Zones – First Choice for IT.TM
Zones is a Global Solution Provider of end-to-end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones, a Minority Business Enterprise (MBE) in business for over 35 years, specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed/Professional/Staffing services. Operating in more than 120 countries, leveraging a robust portfolio, and utilizing the highest certification levels from key partners, including Microsoft, Apple, Cisco, Lenovo, Adobe, and more, Zones has mastered the science of building digital infrastructures that change the way business does business ensuring whatever they need, they can Consider IT Done. Follow Zones, LLC on Twitter @Zones, and LinkedIn and Facebook.

Position Overview:

The Cisco Practice Lead position is a rewarding opportunity to work with one of the leading IT companies in the world. You will be responsible for leading a team and building the comprehensive Go-to-Market strategy for the Cisco Practice at Zones. The Cisco Practice Lead drives revenue and gross margin attainment and develops strategic growth plans for each Zones sales segment and Cisco Architecture through a Services-led approach to Product & Program Management.
You will be tasked with achieving aggregate revenue and margin growth, profitability objectives, and effectively managing all key financial metrics. You will ensure your practice team members can perform the same tasks and drive your team to execute key strategies. Along the way, you will support your team by providing leadership, coaching, and development opportunities, as well as building a career path for your Partner & Product Management team.

This role requires up to 10% travel

What you’ll do as the Cisco Practice Lead:

The requirements below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This job description is not intended to be a comprehensive list of the duties and responsibilities of the position, and the duties and responsibilities may change without notice.

• Set the overall direction and guide the go-to-market strategies for all Cisco Architectures and ensure alignment across all categories by ensuring that Category Managers execute the following:
• • Establish best-in-class go-to-market strategy for the Cisco brand to include certification and accreditations, Marketing, Sales Enablement, and achievement of key financial metrics.
  • Develop strong channel relationships and executive engagement
  • Work across various Zones Practices and Cisco architectures to maximize vendor exposure and growth/profitability
• Achieve aggregate revenue and profitability growth objectives for all categories of responsibility:
• • Ensure Category Managers promote and manage high-velocity SKUs on a daily basis
  • Utilize Zones Marketing vehicles to create a broad awareness campaign to drive customer acquisition and development through Zones sales segments (Small Business, Mid-Market, Enterprise, Healthcare, Public Sector, and Retail)
  • Drive utilization of margin-enhancing programs within the Sales organization (Deal Registration, Promotional offers/discounts, and Bid Pricing programs.)
  • Serve as an escalation point for any communication and execution challenges
• Achieve aggregate Partner Contribution (PC) goals for the Cisco Brand.
• • Ensure that Category Managers and PMM Marketing plans support category growth strategies (by sales segment / vertical market / Architecture)
  • Facilitate presentation of Marketing plans to partners to secure Sales-enabling investments
  • Work with the Category & Marketing Managers to proactively develop gap plans as necessary to achieve PC targets when/if shortfalls are projected
• Serve as an escalation point for management of key financial metrics and category assets; ensure that Category Managers demonstrate competency regarding key financial metrics and category assets
• • Understand and articulate YTD, QTD and MTD financial results for the Cisco Brand
  • Maintain discipline pertaining to management of marketing projects and activities as part of the revenue recognition cycle
  • Ensure timely and proper processing of MDF Claims pertaining to Aged Partner Contribution Receivables
  • Foster alignment with Supply Chain team for Strategic Sourcing, Inventory Management and reduced aging
  • Demonstrate ability to apply incentives to the business across categories consistent with Zones strategy
• Be a leader in the PPM organization; provide coaching and development for team members
• • Evaluate talent and make hiring decisions to support Zones growth initiatives and culture
  • Establish/Improve cross-departmental relationships to drive efficiency and collaboration
• Serve as a thought leader for all Cisco categories of responsibility
• • Leverage expertise to ensure Category Managers continue to enhance their knowledge of industry trends and respond appropriately to changing industry dynamics
  • Lead development of new Zones strategies in response to industry evolution
  • Understand Zones’ competitors’ capabilities and be able to articulate those capabilities pertaining to tools, automation, services, pricing, and solutions

What will you bring to the team:

EDUCATION/CERTIFICATION:

• BA/BS degree in business administration, information technology, marketing or related field or 4 years of relevant experience. Advanced degree preferred

REQUIRED SKILLS:

• 5 years required of experience in product management or product marketing of IT products and services to small, medium, and large organizations
• 5 years required of experience in hiring, inspiring, and managing employees
• Knowledge about the IT Solution Provider environment and familiarity with mechanics of OEM partner programs: Certifications / Authorizations, Market Development Funds (MDF), rebates, special pricing; deal registration, etc.
• A solid understanding of IT solutions and a history of creating and executing highly successful business plans
• A working knowledge of sales processes and selling techniques for the SMB, mid-market, Enterprise, and public-sector segments – esp. as it relates to selling Cisco.
• Demonstrated ability to develop and nurture relationships across all levels of an organization
• Exceptional verbal and written communication skills with the ability to address large and diverse audiences

Qualified Candidates can expect a salary range of $100,000-120,000 Bonus
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Zones offers a comprehensive Benefits package

While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our team members enjoy a variety of comprehensive benefits, including medical, dental and vision coverage, life insurance, disability insurance, a 401(k) plan with matching provision, and many more. Generally, Zones currently offers paid time off and personal sick leave in compliance to individual state requirements.
At Zones, work is more than a job – it is an exciting career on a global team that is client centric, has a passion for technology, embraces change and lifelong learning in a collaborative culture. And as a Minority Business Enterprise, a Corporate Plus member of the Northwest Minority Supplier Development Council, and an Equal Employment Opportunity Employer, our community is just as diverse. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you!
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status or on the basis of disability.

Zones participates in E-Verify. E-Verify is a system that compares information from a team member’s Form I-9 to federal records to confirm their eligibility to work in the United States.