People focused technical sales leader who provides strategic business direction and technical vision. Drives market change through industry exposure, relationships with Cisco’s development organization and customer and partner interactions. Extensively leverages his/her internal and external network of business relationships to drive collaboration and achieve a broad range of business goals and corporate initiatives, including continued improvement in customer satisfaction, increased skill of Cisco technical field organization and key customer wins. Provides mentorship within his/her span of control by acting as a sales leader and business partner, including direct and matrix management of SE leaders globally.
Identify Opportunities • Identify new disruptive trends in the market, either customer driven, new technology, new business models and ensure re-alignment if necessary • Development of architecture blue prints • Development of competitive sales strategies • Assist in qualified partner identification where appropriate • Lead team to technical account strategies that align to customer business requirements and goals; assign resources appropriately • Compile SE feedback and provide input on local market demand in determining territory (region, operation and area) capacity and resource needs • Optimize technical resource plan for territory or operation • Expertly maintain an active program for building capacity and achieving high team performance based on customer resource needs.
Qualify Opportunities • Monitor and approve requests for customer-focused pre-sales resources • Assist in determining domain/solution-focused resources and approving requests for these resources Close Business • Provide input into appropriate metrics for tracking and reporting team success
Personal and Organizational Development • Expert in monitoring and measure team progress against business plan and recommending changes as needed • Develop senior management-level relationships with Customers, Vendors, Partners and Service organizations • Engage in the long term planning for vertical market products and BU roadmaps to ensure representation of the respective area requirements. • Actively drive use of Cisco technology to encourage reports to stay connected with team members, customers, and peers around the world • Lead cross functional projects and initiatives beyond immediate area of responsibility, and in complex multi-national environments. • Initiate and facilitate Expert communications and expert understanding of customer requirements between customers, corporate, and the field. • Actively initiate programs to improve customer experience to increase brand loyalty for Cisco
Business Acumen • Provide leadership and direction based on broad knowledge of the business economics and trends of various industries and vertical markets, and how Cisco solutions add financial and strategic value. • Establish collaborative relationships built on trust and commitment and develop relationships at multiple levels within customer accounts. Establish credibility and relevancy in relationship with customer • Provide thought leadership and account direction to customer and partner based on short and long-term business and industry drivers • Expert understanding of customer's business models and helps the team identify an architecture and/or solution that provides ROI • Creation of outbound messaging for the Field and Customers
Technical Acumen • Proven technology thought leadership • Advanced understanding of internetworking industry trends, including new products and solutions • Advanced understanding of competitive product and solution landscape and can articulate trade-offs between Cisco and competitor products • Excellent knowledge in IPT, UC, Web 2.0 and Video
Leadership Ability • Recruit and develop team members’ capabilities in support of individual career goals and team objectives. • Understand the value of best practices and apply best practices and other tools to drive business results. • Communicate a clear vision and strategy for the team that inspires and empowers the team to execute within a common framework • Able to get things done without direct line authority; able to exercise personal influence, resolve conflict, and bring about required behaviors • Translate Cisco's vision for the future into a compelling value proposition for the team • Build the capabilities needed to deliver on the team's short and long term goal, including identification and development of a strong pipeline of the best talent from both internal and external candidate pools • Support team members by providing transparency and information during organizational changes • Clearly and succinctly convey information and ideas, including expert executive communication and presentation skills
Education and Experience • 15+ years related experience. 10+ years management experience. S/W skills a requirement.. Global experience desired. Cisco experience desired. Pre-Sales experience required. Typically requires BS/BA (EE/CS) or equivalent. MBA or equivalent highly desirable.
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