Program Manager – Cisco Security

Description

Section 1: Identifying Information
Position Title: Program Manager – Cisco Security
Job code: 61393
Grade: L5
Date Prepared: May 1 2023
Reports to: Business Manager
Prepared by: Business Manager and HR
Department: Cisco
Business line: IMTS
Positions reporting to this position: NA
Target team size: NA
Country/City: Australia, Sydney

Section 2: Position Summary
The Cisco Program Manager (PM) has the responsibility to ensure all aspects of the vendor partnership are managed for Ingram Micro whilst achieving vendor sales targets profitably. The PM is also responsible for driving profitable growth for assigned portfolios with relevant reseller marketing programs to increase mindshare of sales teams.
The portfolios assigned to the advertised role are.
Cisco Security and SASE
The above is subject to change.

Section 3: Responsibilities, Supporting Actions & End-Results

Major Responsibility:
The PM has the overall responsibility of leading and managing the assigned portfolios for profitable growth.
Supporting Actions:
• Setting the strategic direction of assigned portfolios in alignment with technology domain trends, business objectives and go-to-market strategies
• Identify target vertical markets and industries, develop solutions to address the requirements, and drive execution of the GTM strategies
• Conceptualize marketing programs, developing channel and end customer demand generation campaigns
• Initiate marketing programs and activities. Coordinate with marketing team to create campaigns and communicate them to sales teams and resellers
• Engage and cooperate with other business units to develop multi-vendor GTM strategies for incremental growth
• Work closely with sales teams, solution architect teams and cross functional teams to execute and track GTM strategies to maintain sustainable profitable growth of the assigned portfolios

Job Description Template
• Identify market opportunities, build business cases to address market opportunities and drive execution of approved business cases
• Work with sales teams to build partner journey pathways for key resellers.
• Engage and cultivate a strong rapport with resellers and vendors
• Be the evangelist for the assigned portfolios
• Organize product and solution training and enablement for both internal teams and resellers
• Ensure all relevant products are correctly published on IM Online, catalogues, SAP and on other relevant systems, tools, platforms and sites for sales teams and resellers to easily access

End Results:
• Steady growth of assigned portfolios across revenue, margin and vendor rebate
• Increase reseller yield and reseller counts.
• ROI for marketing activities to be measured and reviewed at the end of each vendor quarter.
Percentage: 80%

Major Responsibility:
The PM is responsible for optimizing the gross margin (GM$ and GM%) for assigned portfolios and for the integrity of the pricing strategies and inventory planning.
Supporting Actions:
• Formulate and maintain pricing and margin strategies for assigned portfolios
• Provide revenue, GM$, GM%, vendor rebate and inventory forecasts weekly
• Work with sales teams to ensure reseller pricing is competitive and aligns with internal metrics
• Support sales teams with large pricing bids
• Adopt inventory planning disciplines to support the growth of assigned portfolios
• Review aged inventory on a regular basis and take action to ensure aged inventory is sold or returned to the vendor
• Maximize vendor rebate earnings

End Results:
• Achievement of monthly GM$ and GM% target per assigned portfolio
• Ensure inventory metrics are met (DIO, ending inventory target, etc.)
• Ensure inventory older than 90 days is < 5% per assigned portfolio
• Ensure there is no obsolete inventory
• Ensue vendor targets are met and overachieved to maximize vendor rebates
• Ensure all non-financial vendor rebate conditions are met where applicable
Percentage: 20%

Section 6: Job Qualifications and Educational Requirement
• Experience in IT product marketing, program management or partner sales
• Experience liaising with key stakeholders at the decision-making level
• Works well under pressure
• Experience in inventory management and pricing strategies
• Advanced Excel skills
• Ability to write business and marketing plans and proposals
• A good understanding of finance matters (i.e., finance for non-financial managers)
• Contract management and negotiating skills
• Advanced presentation skills
• Prefer a business degree majoring in business and or marketing
• Good organizational skills and the ability to meet deadlines
• A good customer service approach
• Excellent communication skills

Section 7: IM Competencies
• Professionalism
• Attention to detail
• Problem solving and Goal oriented
• Working with others (teamwork)
• Effective communicate