Own the EA growth strategy across assigned regions or accounts
Identify and prioritize high-potential EA targets (new logos, conversions, expansions)
Develop structured EA attack plans in partnership with Managing Directors and Cisco Account Managers
Lead EA white-space analysis across existing Cisco customers
Drive conversion from transactional buying to Enterprise Agreement models
Build and maintain a strong EA pipeline aligned to revenue targets
Partner with sales teams to structure EA proposals that maximize customer value and margin
Lead EA deal strategy sessions and executive alignment calls
Support competitive positioning against alternative vendors and buying models
Assist in negotiation strategy and financial modeling of EA structures
Educate and enable sales teams on EA value propositions and program benefits
Support technical teams in aligning architecture strategies to EA constructs
Collaborate with Customer Success to ensure EA adoption and renewal readiness
Engage C-level stakeholders to position EAs as strategic business enablers
Track EA pipeline, bookings, conversion rates, expansion opportunities, and renewals

5+ years in Cisco-focused sales, alliance management, or enterprise software business development
Direct experience structuring or selling Cisco Enterprise Agreements
Strong understanding of Cisco buying programs, subscription models, and lifecycle incentives
Experience navigating large, complex enterprise sales cycles
Ability to influence and lead without direct authority
Strong financial acumen and deal modeling capability
Excellent presentation and executive communication skills

Business Development Manager

Key skills