Partner Account Executive – Architecture

Cisco Systems; Mumbai; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Cisco Systems in Mumbai seeks a senior Partner Engagement Manager to own and grow strategic partner relationships, guiding joint GTM initiatives and co-selling opportunities. You will align Cisco strategies with partner capabilities, leading demand generation and business planning with executive partners.

The role emphasizes data-driven decisions, enterprise-level engagement, and development of differentiated partner programs to accelerate growth across its Cisco technologies.

Qualifications

• Bachelor’s degree or higher with relevant experience in partner management.
• Strong track record in managing partner ecosystems and co-sell opportunities.

Responsibilities

• Manage a portfolio of large partners or multiple partners with high complexity.
• Develop multi-year partner strategy and roadmaps with internal executives and partner leadership.
• Plan go-to-market initiatives with partners and track KPIs to adapt strategy.

Skills

Partner relationship management

Strategic planning

Executive stakeholder engagement

Education

Bachelor’s degree

Master’s degree

Tools

CRM systems

Job description

Overview

Owns the Partner business relationship. Establishes, develops and maintains trusted advisor relationships with Partners and understands their business models, strategy and capabilities. Guides partner business strategies towards Cisco, encouraging the adoption and expansion of Cisco technologies and business practices and driving Cisco preference. Leverages market trends and insights to position Partners as preferred providers of Cisco technologies, expanding their practices to align with key products, services, and segments. Develops and executes strategic partner account plans, identifying priorities for performance optimization and transformation, while enabling capability development. Builds and/or strengthens Partner capabilities & practices and develops differentiated GTM strategies to drive growth across each practice. Orchestrates Partner ecosystems to align with the company’s technology portfolio, driving innovation, market expansion, and competitive differentiation. Engages sales teams early to align Partner capabilities with Cisco strategies, exposing and building upon services to enhance partner profitability and co-sell opportunities. Advocates for Partners within internal teams, integrating their capabilities into account plans and engaging specialists (e.g., solution engineers, practice sellers) to support Partner readiness and solution development. Plans and drives demand generation activities aligning Partner offerings and customer needs to create pipeline. Manages and maximizes business performance. Maximizes Partner programs and incentives, leverages and drives Partner investments, and drives operational excellence through integrated planning, forecasting, and performance monitoring (e.g., QBRs). Monitors and optimizes Partner performance through data-driven insights, utilizing profitability programs and methodologies to strengthen Partner success.

Partner Engagement Parameters

• Specialization and Focus – Guide and influence Partners to align with the full portfolio of Cisco products and services with Partner’s strategic priorities; and fully utilize Cisco's programs, promotions and resources.
• Customer Engagement and Accountability – Strong/primary influencer in Partner’s decision to make an investment, 80% of time spent on relationship orchestration, strategy & planning, practice development and business development with assigned Partner(s).
• The Internal Sales Process – All stages of the deal.
• Corporate Interlock – Low to medium corporate interlock (interaction with BE, region leaders).
• Typical Sales Cycle – Sales cycle varies, Deal complexity varies (may be high complexity if the Partner is moving toward more complex deals as solution selling becomes more prevalent, or involve ecosystem, software and/or architecture).
• Success Measures – Annual Business Plan with Key Initiatives and Revenue Goals ($ Target), Partner’s Cisco business growth (% Y/Y), Partner’s Value Index Score across the Portfolios (#), ROI on investments and Demand Generation activities (%).

What You’ll Do

• Typically manage a few large Partners or multiple smaller Partner relationships.
• Book of Business: Responsible for a substantial book of business.
• Partner Profile: Partners may sell advanced solutions within an architecture, requiring deep integration and co-development, and occasionally products/services from other related architectures.
• Use competitive intelligence and business data to develop multi‑year strategy and roadmaps, gaining internal executive reviews and alignment as well as Partner leadership.
• Plan complex initiatives for market differentiation with Partners, developing business case for Partner executives and internal leaders.
• Guide go‑to‑market plans for new solutions, tracking advanced KPIs (e.g., market share) to adjust strategies dynamically.
• Share predictive market analyses (e.g., emerging tech shifts) in forums, summits, cementing trust as a strategic partner.
• Advise on high‑impact opportunities (e.g., global expansions), co‑developing strategies.
• Mitigate strategic risks (e.g., competitive threats) with scenario planning, reinforcing trust with senior leaders.
• Build long‑term loyalty by advocating for Partner needs internally, securing resources to amplify joint success.
• Co‑develop technical roadmaps with Partners and SMEs, ensuring strategies address systemic challenges impacting multiple Partners or Partner types.
• Suggest changes to Partner programs to align with industry or geopolitical shifts.
• Help drive new, enhanced functionality in Cisco products by gathering Partner feedback and collaborating with product teams to align with market needs.
• Modify Partner governance frameworks.
• Focus on enablement with Partners to develop sales talent, skills and capabilities.
• Develop and implement advanced Partner engagement frameworks that become standard practices across the Partner organization.
• Influence C‑level executives at Partner organizations through compelling business narratives.
• Drive profitability and differentiation moving beyond standard program utilization.
• Mentor other PAEs across teams at differing seniority levels and share success stories.

Minimum Qualifications

Bachelor’s + 7 years of related experience, or Master’s + 4 years of related experience, or Ph.D. + 1 year of related experience.

Preferred Qualifications

Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications.

THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS.

Cisco is an affirmative action and equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.

Cisco will consider for employment, on a case by case basis, qualified applicants with arrest and conviction records.