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 industries such as corporate, entertainment, sports, retail, and government. Our team partners with organizations around the world to create environments that connect people through technology.

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. If you’re ready to grow, create, and make an impact, Diversified is the place to do it.
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.

What We Offer:

We believe great people deserve great benefits. In addition to competitive compensation, we offer a comprehensive benefits package designed to support your health, financial wellbeing, and work-life balance:

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

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