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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.
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.
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
◦ 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
▪ Standardize what we sell ▪ Industrialize how we sell ▪ Monetize lifecycle (LAER) ▪ Expand through product solution adjacencies
▪ 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
▪ Top 50 strategic account plans ▪ Whitespace account campaigns ▪ Expansion within installed base
▪ Cisco is treated as a sales force multiplier (not just a supplier) ▪ High participation from Cisco sellers in active deals
◦ Sales Industrialization ▪ Transform Cisco selling into a repeatable system:
◦ ≥ 90% deal registration early in cycle ◦ ≥ 3.5x pipeline coverage ◦ Trigger-based plays (refresh, RTO, M&A, policy shifts)
◦ Structured pipeline governance ◦ Regional consistency in deal execution ◦ Factory rollout models for enterprise programs ◦ Standardization of Offer Portfolio
▪ Standardized Cisco solution bundles ▪ Repeatable “room + platform” offers
▪ Pre-configured BOMs ▪ Pricing models ▪ Deployment playbooks
▪ Reduced sales cycle time ▪ Predictable margins ▪ Scalable delivery ◦ Lifecycle Monetization (LAER Ownership) ▪ Drive transformation from hardware sales → recurring lifecycle revenue:
▪ Services attach rates (target ~90%+) ▪ Rooms under management (target ~70%+) ▪ Renewal and adoption tracking
▪ 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
▪ Architectures per account ▪ Multi-offer penetration
▪ Position full Cisco ecosystem ▪ Sell bundles vs. individual SKUs ▪ Drive lifecycle and adjacency conversations
▪ Playbooks ▪ Campaigns ◦ Training programs
▪ ABM programs ▪ Campaigns (standardization, refresh, modernization) ▪ Events and executive engagement
▪ MDF utilization ▪ Pipeline generation ROI
▪ Pricing strategy ▪ Quoting efficiency ▪ Procurement alignment
◦ Establish a single source of truth for Cisco performance
▪ Revenue & pipeline ▪ Attach rates ▪ Lifecycle revenue ▪ Co-sell engagement ▪ Deal registration
▪ QBRs with Cisco ▪ Internal executive reviews
◦ 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
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.
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:
Company-paid benefits ◦ Basic Life, AD&D ◦ Short-Term and Long-Term Disability insurance ◦ Employee Assistance Program (EAP)
Originally posted on Himalayas