Cisco Alliance Manager

About Diversified

Diversified is a global leader in audiovisual and media technology. We design and build innovative spaces and experiences for clients across various industries.

What To Expect At Diversified

You’ll work on exciting and complex projects with opportunities to grow your career. We offer a collaborative and flexible work environment, competitive pay and benefits, and a culture that values diversity, inclusion, and innovation.

How You’ll Contribute

• 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
• 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
• 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
• Expand within installed base
• 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, Lead: QBRs with Cisco, Internal executive reviews

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
• Able 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
• Direct experience with collaboration voice/video/network/meeting experience solutions is strongly preferred

What We Offer

• Multiple medical plan options to fit you and your family’s needs
• HSA & HRA company contributions
• Dental coverage, including orthodontic benefits, and vision plans
• Company-paid Benefits Basic Life, AD&D, Short-Term and Long-Term Disability insurance, Employee Assistance Program (EAP)
• Generous paid time off — 3 weeks PTO plus company holidays and floating holidays
• 401k with company match
• Paid maternity leave
• Healthcare and Dependent Care Flexible Spending Accounts (FSA)
• A wide range of voluntary benefits including Critical Illness, Hospital Indemnity, Accident Insurance, Pet Insurance, Homeowners and Auto Insurance, Supplemental Life and AD&D coverage, and Legal Services
• Commuter benefits
• And much more