1+ months

Business Development Manager

Cisco Systems Inc.
Herndon, VA 20170
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What You'll Do:

At Cisco, we are building the world's best Customer Experience (CX) Team to accelerate the companys transition to a recurring revenue software-centric model.

Do you like living on the cutting Edge? We're looking for an amazing individual to help transform the CX Security business for Service Provider (SP) Customers. The Business Development Managers (BDM) Team is responsible for driving Cisco CX SP business. BDMs perform a critical role in assuring Cisco Services business offers are aligned with Customers needs, fulfill their requirements, and positively impact Cisco's financial performance.

The Security Architecture BDM (ABDM) role requires direct interactions with CX, Sales and Delivery teams to understand Customers critical pain points and assist in the development of complex and effective end to end Security solutions utilizing Cisco Security Services Portfolio.

This role will give you the opportunity to accelerate Ciscos Annual Recurring Revenue (ARR) growth, and ensure customers Choose, Use and Love Cisco. You will be highly visible as the potential lead Security consultant in sales endeavors, to support the development of proposals, scope engagements, and draft statements of work, effectively translating customer Security requirements into Security engagement to meet those needs. 

In this role, you will:

  • Lead the Security Services business development function and focus primarily on deals of high complexity, with a focus on the development of service opportunities for SP Customers in Americas.
  • Be responsible for the development and support of Security sales offers which align deliverables and outcomes to the customer realization of appropriate value.
  • Contribute to maximizing Cisco's bookings, revenue and margin performance.
  • Work with customers to capture Security requirements for project based solution rollouts and translate these requirements for development of Scope of Works (SOW) outlining roles and responsibilities of the parties, project based deliverables, as well as estimate level of effort (LOE) required.
  • Support the SOW drafting, effort and margin analysis, legal reviews, deal-desk reviews, and delivery planning.
  • Apply an extensive knowledge of Cisco Security solutions to develop effective and competitive offers that result in booked business.
  • Develop the Security Services GTM strategy jointly with the Product Sales Specialists, Cisco Professional Services and Global Security Teams, including joint sales opportunities review.
  • Continually gather service requirements and submit findings to Cisco Services Product Management & Marketing to drive product and service portfolio development
  • Develop and maintain relationships across the internal Cisco Services organizations to develop Services Solutions expertise.
  • Lead and enable Solution Business Development Managers to identify and address Security opportunities and in particular their ability to perform scoping (the latter, also with the DAT).
  • Support ongoing field & market enablement on Security Professional Services offers and solutions, develop customer mindset and work with you relevant stakeholders to seed & develop new opportunities
  • You'll provide frequent customer-facing Services and solutions expertise in creating, documenting, and validating the offer detailed requirements. You'll articulate the value of Cisco services to the customer by aligning Services' skills, efforts, and deliverables associated with qualified sales opportunities.
  • As a Security ABDM, you'll work closely to validate the value proposition with Sales, Services teams, and the Customer during the offer construction. Frequently assisting in direct customer communication on validating and refining their requirements and expectations.


Who You'll Work With:

You'll work with a highly diverse cross-functional team, including CX, Sales, and Delivery, while being part of the well-respected CX SP Americas BDM Team. You'll work directly with the CX and sales organizations supporting the way CX and Sales interact with each other, partners and the end customers. You will build trusted relationships.. As you grow in this role, you'll have the opportunity to facilitate critical decisions within the Security transformation program. You'll be a key member on a high-performing team which exists to help Cisco grow profitably. We work hard and pride ourselves on the quality and speed of our deliverables. We take our work/responsibilities seriously but together. We share strong values: Curiosity Learning, Integrity, Creativity and Courage. We think deeply and speak simply. We develop strong relationships across the business and we get things done!  


Who You Are

The ideal candidate will have skills in Cisco Security offers, sharp business acumen, knowledge of Cisco operations, as well as being a highly organized self-starter. This highly visible position requires an individual with outstanding oral and written communication skills and the ability to work with different Cisco and Customer organization. In addition, the individual must be extremely organized, yet comfortable in a rapidly changing, dynamic Security Architecture environment. High energy, "roll-up your sleeves" attitude and commitment to success are absolutely imperative. You must be able to manage multiple priorities across complex projects and convey complex concepts in the simplest of terms. You thrive in a fast-paced, dynamic and multi-cultural business environment and you can work with a range of sensitive and confidential issues. 

 At minimum, we require:

  • 5 + years in Technical Sales/Pre-sales related position with extensive (3+ years) technical & security related product and services sales experience in either large Enterprise, Government or Service Provider.
  • Undergraduate degree in business, economics, engineering, IT, math, marketing, or related disciplines with Security certifications
  • MBA Highly Preferred

Knowledge and Skills

  • Strong experience and knowledge of Security, Enterprise Networking and Data Centre Networking/SDN. This includes Risk Assessment,Incident response planning, Security Compliance management, Identify and access management, SOC operations. In addition, knowledge of Public/Private /Hybrid Cloud architectures and solutions, networking,  orchestration and automation solutions are highly desirable.
  • Proven ability to build relationships at all levels within an organization
  • Outstanding written and verbal communication skills
  • Proven skills in writing compelling storylines, both in slide and text formats
  • Ability to handle multi-tasking environment, meet deadlines, and work with a wide range of sensitive and confidential issues
  • Experience in working within fast-paced, complex, dynamic, multi-cultural business environment
  • Ability to travel periodically as necessary 


Why Cisco

We connect everything: people, processes, data, and things. We innovate everywhere, taking bold risks to shape the technologies that give us smart cities, connected cars, and handheld hospitals. And we do it in style with unique personalities who arent afraid to change the way the world works, lives, plays and learns. 

We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers.

We Are Cisco.

Posted: 2019-09-06 Expires: 2019-11-07

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Business Development Manager

Cisco Systems Inc.
Herndon, VA 20170
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