Partner Ecosystem – OT Supplier SBDM Apply (https://jobs.cisco.com/jobs/Login?projectId=1448459) + Location:Offsite, Washington, District of Columbia, US + Alternate LocationEast Coast + Area of InterestBusiness Development + Compensation Range190000 USD - 239400 USD + Job TypeProfessional + Technology Interest*None + Job Id1448459 **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. **Message to applicants applying to work in the U.S. and/or Canada:** When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process. U.S. employees haveaccess (https://www.cisco.com/c/en/us/about/careers/we-are-cisco/benefits-and-perks.html) to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings. Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday (for non-exempt employees), plus a day off for their birthday. Non-Exempt new hires accrue up to 16 days of vacation time off each year, at a rate of 4.92 hours per pay period. Exempt new hires participate in Cisco’s flexible Vacation Time Off policy, which does not place a defined limit on how much vacation time eligible employees may use, but is subject to availability and some business limitations. All new hires are eligible for Sick Time Off subject to Cisco’s Sick Time Off Policy and will have eighty (80) hours of sick time off provided on their hire date and on January 1st of each year thereafter. Up to 80 hours of unused sick time will be carried forward from one calendar year to the next such that the maximum number of sick time hours an employee may have available is 160 hours. Employees in Illinois have a unique time off program designed specifically with local requirements in mind. All employees also have access to paid time away to deal with critical or emergency issues. We offer additional paid time to volunteer and give back to the community. Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco typically pays as follows: .75% of incentive target for each 1% of revenue attainment up to 50% of quota; 1.5% of incentive target for each 1% of attainment between 50% and 75%; 1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation. For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid. 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.