Cisco Security Practice Lead - Digital Resilience
Cisco Security Practice Lead - Digital Resilience
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Comstor Australia is seeking a highly capable and strategic Cisco Practice Lead – Digital Resilience to own and drive our national engagement for Cisco’s most important cross-architecture priority.
This role will carry dual responsibilities:
* Primary focus (70%): Own and execute the national go-to-market plan for Cisco’s Digital Resilience pillar – an integrated solution strategy spanning Cisco XDR, ThousandEyes, Secure Access, Cisco Secure Firewall, and Splunk Observability. Your remit is to make Comstor the distributor of choice for Australian partners delivering resilience through visibility, automation, and threat response.
* Secondary focus (30%): Design and lead a national strategy to recruit and activate net new Cisco partners into Comstor – across any Cisco architecture – including security, networking, collaboration, or data center.
You will lead cross-functional virtual teams across sales, product, technical, and marketing disciplines to deliver a cohesive execution plan that aligns with Cisco’s own Business Units and field strategy. In a competitive distribution environment, your ability to differentiate Comstor and deliver measurable business outcomes will be the key to success.
Duties & Responsibilities
Digital Resilience GTM Leadership
* Own and execute the national business plan for Cisco’s Digital Resilience architecture – encompassing security, observability, automation, and assurance.
* Align Comstor’s sales and enablement efforts to Cisco’s portfolio roadmap across XDR, Splunk, ThousandEyes, Secure Access, and Hybrid Cloud Security.
* Develop solution use cases, messaging, competitive positioning, and partner sales plays tailored to the Australian market.
* Act as the go-to person for all things Digital Resilience within Comstor and with Cisco stakeholders.
* Identify and segment partners aligned to the Digital Resilience portfolio and drive capability building through training, business planning, and sales support.
* Drive partner pipeline growth through co-selling, marketing campaigns, and sales enablement.
* Lead virtual teams of Comstor BDMs, product managers, technical leads, and inside sales reps to execute against the GTM plan.
* Support bid development and field sales engagement across strategic partner opportunities.
* Forecasting internally and externally to Cisco.
* Managing opportunities for unmanaged accounts.
* Establish strong relationships with Cisco Business Units, distribution leaders, and security/observability field specialists.
* Influence Cisco’s joint business planning activities, proposal development, and investment strategies (MDF, incentives).
* Actively participate in Cisco’s Digital Resilience enablement forums, cross-architecture planning sessions, and distributor councils.
Net New Partner Recruitment
* Develop and own a national plan to identify, engage, and recruit high-potential new Cisco partners to Comstor.
* Focus on emerging partner types, including security boutiques, cloud MSPs, compliance-led integrators, and sector specialists.
* Guide these new partners through onboarding, enablement, and first-time billing milestones in collaboration with Comstor’s sales and operations teams.
* Track and report on partner recruitment KPIs, including time-to-first-deal and architecture alignment.
Internal Enablement & Best Practice
* Work with the internal sales teams to ensure ongoing education and readiness around Cisco programs, tools, and solution strategy.
* Create internal playbooks, cheat sheets, pitch decks, and quick reference guides to support the sales cycle.
* Recommend internal initiatives to accelerate velocity in how Comstor sells Digital Resilience and activates new partners.
Candidate Specification
Essential Experience & Skills
* 7+ years in channel leadership, vendor alliances, or technology distribution.
* Deep understanding of Cisco’s solution architecture, particularly in security, observability, and automation domains.
* Experience launching a new architecture, GTM strategy, or vendor practice area.
* Proven ability to recruit, onboard, and grow new partner accounts.
* Comfortable engaging with both senior technical and commercial stakeholders.
* Strong analytical and planning capability – able to build plans and measure outcomes.
Selling & Commercial Acumen
* Results-oriented and commercially minded, with a strong track record of exceeding targets.
* Ability to articulate the value of Cisco’s integrated portfolio across XDR, Splunk, ThousandEyes, and Secure Access.
* Confident in high-level partner meetings and internal leadership forums.
Customer Focus
* Outstanding communication skills (written and verbal).
* Empathy and responsiveness in both partner and vendor-facing engagements.
* Attention to detail and solution-oriented mindset.
* Highly proactive and resourceful with minimal supervision.
* Able to manage ambiguity and drive clarity in multi-vendor/channel settings.
* Strong collaborator who thrives in virtual team environments.
Qualifications
* Background in IT sales, technical pre-sales, or partner/channel management.
* Cisco sales certifications or vendor enablement credentials are advantageous.
Measures of Success
* Achievement of Digital Resilience revenue and gross profit targets.
* Growth of Digital Resilience partner count and activation rate.
* Recruitment of new Cisco partners into Comstor and first-time billing milestones.
* Comstor brand recognition and preference for Digital Resilience solutions in the channel.
* Consistent contribution to Cisco joint planning, MDF execution, and strategic feedback loops.
* Positive feedback from Cisco architecture teams and field sellers.
* Achievement of KPIs as set by the Director – Cisco Business and Comstor Executive Leadership.
Why Join Comstor?
Comstor is not just a distributor - we are Cisco’s strategic growth partner. As the Practice Leader for Digital Resilience, you will be at the forefront of helping Australian organisations build secure, visible, and adaptive digital environments through our partner ecosystem.
With full support from executive leadership, global resources, and strong Cisco alignment, this is your opportunity to shape how one of Cisco’s most critical solution pillars lands and scales in the Australian market.
Seniority level
* Seniority level
Associate
Employment type
* Employment type
Full-time
Job function
* Job function
Product Management, Sales, and Strategy/Planning
* Industries
IT Services and IT Consulting
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