Partner Ecosystem - OT Supplier SBDM

Cisco Systems, Inc.
United States, D.C., Washington
Sep 04, 2025
The application window is expected to close on: Sept 15th 2025 Job posting may be removed earlier if the position is filled or if a sufficient number of applications are received. Meet the Team Join a dynamic team dedicated to expanding Cisco's Operational Technology Supplier Program across the U.S. and Canada. We are focused on building relationships with new operational technology (OT) suppliers and partners, driving innovation in industrial networking, physical security, and connected building solutions. Our team collaborates with a broad range of internal stakeholders-including channel sales, architecture specialists, distribution, and technical enablement-to ensure successful partner recruitment and development. Your Impact As the Partner Ecosystem Business Development Manager - Operational Technology Supplier Program, you will play a pivotal role in driving Cisco's expansion into new routes to market and architectures. You will identify, recruit, and onboard new operational technology (OT) suppliers and partners across the US and Canada, especially those outside the current Cisco channel ecosystem. You will develop and execute strategies to penetrate new markets in operational technology, physical security (Meraki IoT), OT security (including secure firewalls), and connected buildings (UPOE+ Catalyst switching), while building relationships with prospective partners and suppliers to align their capabilities with Cisco's industrial networking and security portfolios. Your responsibilities will also include assisting in onboarding and enabling OT Supplier channel partners, developing and managing executive-level OT Supplier relationships, and leading comprehensive partner enablement and onboarding activities to ensure long-term partner success. Additionally, you will collaborate closely with internal teams-such as channel sales, architecture specialists, distribution, and technical enablement-to support partner recruitment and development, track recruitment progress and partner performance, represent Cisco at industry events and with key OT supplier organizations, support forecasting and inventory management, and ensure compliance with Cisco's operational standards, channel program requirements, and industry best practices. Minimum Qualifications 5+ year's experience working with OT suppliers, channel partners, or distributors in operational technology, physical security, connected buildings, and/or OT security. Experience with partner recruitment, onboarding, and enablement-especially with partners new to the Cisco ecosystem. Knowledge of Cisco channel programs, distribution models, partner enablement, and multi-architecture solutions. Understanding of industrial networking, Meraki IoT for physical security, OT firewalls, and UPOE+ Catalyst switching for connected buildings. Preferred Qualifications Experience launching or scaling new channel programs in the US and Canada. Background in OT supplier business development or channel management in North America. Familiarity with Cisco's industrial, OT security, Connected Building, and Meraki IOT portfolios. Excellent communication, stakeholder management, and relationship-building skills. Ability to work both independently and as part of a distributed, cross-functional team. Background in channel sales operations, partner enablement, or business development Excellent intellectual and analytical skills-ability to structure problem statements and be the catalyst for uncovering new ways to solve problems; prior management consulting, business development, or strategy & planning experience is desired Experience in field sales roles (e.g., direct, channels) A keen understanding of relationship development and influence in highly matrixed environments Financial aptitude with Excel business case modeling and/or budget development Experience in designing/driving complex projects, programs and processes at scale An understanding of strategy, industry, and market concepts (e.g., TAM, Competition) Comfortable in a remote team working environment; self-motivated and results-oriented Strong communication and presentation skills-an ability to graphically represent new ideas and concepts to executive leaders Subject matter and technical expertise in relevant Cisco solutions Education BS/BA or equivalent in a related field MBA is strongly preferred Excellent organizational, problem-solving, and communication skills Ability to work effectively in a fast-paced, dynamic environment Why Cisco? At Cisco, we're revolutionizing how data and infrastructure connect and protect organizations in the AI era - and beyond. We've been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint. Simply put - we power the future. Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you'll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere. We are Cisco, and our power starts with you.