Cisco Alliance Manager

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…