Although this is not a currently live vacancy, we anticipate to be recruiting for this position and these skills and experiences around February / March 2010.
Position: Senior Commercial Business Manager Location: Germany (German speaking)
Summary:
The senior commercial business manager is responsible to generate breakthrough growth opportunities for Cisco and our Cisco’s customers by providing innovative commercial frameworks that engender trust and deliver an optimal balance of relevance, differentiation and value for both parties. He/she is responsible for the delivery of commercial solutions through the successful negotiation of favorable prices, terms and conditions of major deals while ensuring compliance with company policy and all applicable laws and regulations. He/she is responsible to supervise a team of commercial managers/associates
Major responsibilities:
Examples of typical activities would generally include several of the following:
• Responsible for the development and review of complex, multifaceted long-term and/or blanket commercial arrangements. • Works with the Sales and internal organizations to help structure the commercial proposition to be made to the customer to ensure proper utilization of commercial, legal and financial terms and conditions. • Manages and coordinates the engagement of sales, legal, finance and all other cross-functional stakeholders and drives all internal negotiations required to successfully conclude a deal. • Reviews the commercial structure, consulting with Legal and other applicable organizations, to ensure appropriate terms and conditions are included. • Leads and plan the customer negotiation process, which includes obtaining input from application organizations and planning the negotiation strategy. • Leads commercial negotiations with customers and attorneys and act as lead negotiator. • Evaluates and ensures contract profitability throughout the negotiation process and any subsequent contract changes. • Negotiates contract changes and contract disputes, working with the applicable internal organizations, to resolve issues with the customer. • Ensures timely communication of contract details to all applicable organizations through development of negotiation plans, risk assessments. • Acts as company and commercial management representative regarding commercial requirements (which may include legal, pricing and finance issues), customer specifications and government regulations. • Problems/decisions involve analytical, interpretive thinking; defines and resolves issues requiring variable, diverse and deductive thinking. • Applies advanced principles, theories and concepts to achieve objectives in creative and effective ways. Contributes to the development of innovative principles and ideas. • Objectives are reviewed by senior management to determine success of operation.
Skills and experience required:
• In depth knowledge of the Service Provider market landscape or IT market landscape within the assigned area of responsibility. • Capable to anticipate and identify business needs; develop recommendations and solutions • Strong business acumen in planning and organizing, information integration, decision-making and ability to achieve results while focusing on customer requirements and business success • Thought leader with a track record of developing and delivering creative solutions to unique requirements. Balances company interests with customer needs using creativity and innovation. • Excellent communication skills and good judgment • Able to resolve contracts and pricing issues • Able to seamlessly deal with the basic financial (US GAAP) and legal principles (mainly case and civil law) • Works independently toward predetermined long-range targets. Determines and pursues courses of action essential in obtaining desired outcomes. • Ability to manage multiple priorities within a time-pressured environment demanding precise, effective, quick decision-making. • Interfaces with customer senior managers requiring tact, diplomacy and effective persuasion capability. • Considers wider geographic, frequently global, impact of decision-making and action. • Advanced university degree or equivalent experience. • Provides leadership for a work group that consists of team leaders focused on one specialized area or discipline.
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