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Americas COE Sales Development Manager - West

Company: Cisco Systems, Inc.
Location: San Jose
Posted on: June 9, 2021

Job Description:

What You'll Do

Cisco seeks an expert Sales Specialist Business Development Manager to drive growth within Service Sales for the Americas. The Sales Business Development Manager is responsible for driving new sales of Technical Support Services in connection with Attach and Cover (A&C) programs, support the analysis of Install Base via Cisco Ready and other tools to help Service Sellers prioritize and develop their sales strategy to pursue opportunities, and align with the account team, partners, CX IBM, Asset Managers, Renewals Team, among others to ensure visibility and success of the A&C programs.

Success is directly associated to increase sales of Cisco Services, particularly growth of Technical Support Services. For this you will require a strong understanding of the Cisco business and a detailed understanding of our operational model and processes. You will engage a virtual integration team across the broader field sales organization - Geo's, Segments, and Channels. You'll also work with integration teams in other functions and will be an extended team member Services Sales Team.

Additional responsibilities will include the following:

  • Work closely with analysts and develop a deep understanding of installed base data (large excel reports), that includes hardware and software products, service SKUs and technology roadmaps. Be able to manipulate, understand and explain large amount of information to add value on the overall sales process
  • Drive the A&C methodology through deep knowledge of the process, tools, roles and responsibilities of each group.
  • Accountable for the success of the A&C program metrics.
  • Work closely with the SSS to drive and facilitate the A&C programs by acting as single point contact, subject matter expert, trusted advisor on all aspects of the program. This includes gaps identification and coverage, data insights, TSS service recommendation and positioning, assisting the customer with the IB presentation & acceptance.
  • Work closely with the account team and partners to ensure visibility of the program and provide enablement as needed.
  • Work closely with CX IBM to benefit from existing methodology, IBA/IBC resources and tools to execute the A&C programs. Work with the IBA to execute the 3 C's and fix IB as required.
  • Be an expert in the use of Cisco Ready, Customer Data Repository, Compass among others, to be able to generate reports, assist the field with its use and customize reports as required for the best positioning with the customer.
  • Work closely with CXPM and marketing to adopt and execute campaigns and initiatives launched in connection to the A&C programs.
  • Collaborate with our direct sellers to understand their challenges and come up with solutions.
  • Engage joint sales teams to identify immediate and medium-term revenue opportunities.
  • Balance Sales functional requirements with the needs of Cisco's business.
  • Use your deep & validated project leadership skills in a multidisciplinary and virtual team environment

Who You'll Work With

The Americas TSS COE is a dedicated and experienced sales team focused on the growth of new Technical Support Services sales. Under the Americas Software and Services Organization, the goal is to provide specialized sales expertise which has a broad impact on the Cisco sales organization by accelerating software and service sales while enabling customers and partners to be successful. The team influences innovation, tools, best practices and enablement to assist Cisco as it continues to evolve as a market leader, preserve top-line margins and offer industry-leading customer solutions with differentiated advantages over the competition.

You will also have to be aligned and work closely with the account team, service sellers, CX IB Methodology, Asset Managers, Renewals team, SNTC Adoption, and Offer Advisors.

Who You Are

A sales professional with demonstrated sales experience in IT, strong drive to get results and very motivated to exceed sales goals. You're familiar with Cisco's routes to market, go to market capabilities, sales operations processes & systems. You are detailed oriented, organized, able to analyze and provide insights working with large amounts of data . We require:

  • 3+ years of sales experience in IT
  • 1+ years of experience in the IT service industry
  • BA/BS degree in technology related fields or marketing/management
  • Some travel may be required

Critical Skills:

  • Superb communication and presentation skills, experience working with multi/cross-functional teams.
  • A high degree of creative ability and curiosity, analytical thinking, and general eye for business
  • Must be able to operate in a dynamic, fast paced, high stress environment and handle ambiguity
  • Excellent proficiency in Excel

A plus:

  • Good understanding of Cisco Technical Services offerings and portfolio
  • Experience selling Cisco Technical Services portfolio
  • Understanding of Cisco's CRM tools and service sales processes
  • Understanding of Cisco product Bill of materials and/or product offerings and portfolio
  • Fluent in the English language
  • Advanced Excel knowledge

We Are Cisco

#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference. Here's how we do it.

We embrace digital, and help our customers implement change in their digital businesses. Some may think we're "old" (30 years strong!) and only about hardware, but we're also a software company. And a security company. An AI/Machine Learning company. We even invented an intuitive network that adapts, predicts, learns and protects. No other company can do what we do - you can't put us in a box!

But "Digital Transformation" is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)

Day to day, we focus on the give and take. We give our best, we give our egos a break and we give of ourselves (because giving back is built into our DNA.) We take accountability, we take bold steps, and we take difference to heart. Because without diversity of thought and a commitment to equality for all, there is no moving forward.

So, you have colorful hair? Don't care. Tattoos? Show off your ink. Like polka dots? That's cool.

Keywords: Cisco Systems, Inc., San Jose , Americas COE Sales Development Manager - West, Other , San Jose, California

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