Destroy me, I am a VAR Salesman for Cisco Networking - Help?

I need some advice from the Networking Gods of Reddit. I am new to tech sales and I am specifically asked to target service providers and we’re primarily a Cisco partner. I am NOT looking for handouts, just some information about how the community prefers to be sold to. Not a Sales “Engineer,” I am the much dumber Account Executive.

Here’s some things I’ve picked up so far:

1. I have no idea what I am talking about

2. I have a 2% chance of telling you something you don’t already know

3. Of that 2% I have an 80% chance of being wrong

4. Cisco is more expensive than most and there’s a big love/hate relationship

5. Most don’t like VARs because the community believes they don’t really offer value

6. You don’t want to talk to me, you want to talk to my engineers

7. You’d like a quick response, quicker quotes

8. Most importantly – LISTEN

I am not asking you how to do my job just merely trying to understand what you want from a VAR and how we could provide that to you specific to networking. If someone was reaching out to provide you a service, what would you like to see and how would you prefer to be contacted?

Mods delete as you wish, I didn’t see any rules specifically against this and looked through past posts and didn’t see too many posts on this topic in the last year.