1+ months

SERVICE SALES SPECIALIST - CGEM (formerly known as SAM/CSE/CSM)

Cisco Systems Inc.
Rose Hill, NC 28458
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Service Sales Specialist, formerly known as Client Service Manager

 

What You'll Do

The Client Service Manager within Global Enterprise Segment is a customer-facing sales professional who drives the overall success of Cisco Service business at some of the largest Enterprise Accounts on a Global level. You will position Professional, Support, and Managed Services to your clients.

Specialization and Focus:

       Provide excellent knowledge and competency of the full services portfolio

       Sell solutions aggressively, proactively and consultatively, based on current and new portfolio of both TS and AS service offerings

       Utilize strong account relationship skills at multiple levels within the organization where you are proactively engaged with the customer; potentially within multiple accounts

       Manage all aspects of the customer account proactively, with respect to Services deal transactions

Customer Engagement and Accountability:

       Create large and complex deals with ability to sell Services capabilities for out-tasking and managed services.

       Use creativity and determination to build strong relationships with customers and partners in positions that directly or indirectly influence the procurement process, including direct relationships with IT and business executives up through the C-level

       Use consultative skills and conversations to uncover and solve customer needs; articulate the benefits of the solution

       Gain a clear understanding of customers' business portfolio and requirements

       Proactively manage all aspects of the customer account with respect to services transactions

       Spend 60%- 70% of your time in customer facing and impacting scenarios, while exhibiting executive presence.

The Internal Sales Process

       Utilize extended services teams based on defined engagement models, throughout the sales cycle, including SSAs, Proposal and SOW teams, Cisco Consulting, and Field and Practice Delivery.

       Manage the creation and collection of services scoping and pricing, as well as setting margins

       Create tight integration and trusted relationship with Account Team (AM/CE, SE, PSS, etc) to penetrate customer opportunities early in the sales cycle.

       Create and manage account plans (IAPs) using all relevant data (strategic initiatives, renewals, new product funnel, potential upgrades and end-of-support situations).

       Provide Acct Teams with Services training, insight, and knowledge of solutions and processes.

Corporate Interlock:

       Monitor and report on market and competitor activities for the benefit of our customers and our solution development teams.

       Attend and present at external customer and internal Cisco meetings to aid business development and move the Services opportunities through the sales cycle.

 

 

Typical Sales Cycle:

       Maintain and develop existing and new customers through appropriate and ethical sales methods.

       Optimize quality of service, business growth, and customer satisfaction.

       Uncover and qualify opportunities to ensure maximum value to the client in the solution proposed

       Present a transformational business case and articulate how Ciscos solutions align to the customers strategy while always looking at the entire Cisco solution portfolio to upsell and cross-sell across the spectrum of solutions

       Tie all solutions back to the value they are creating for the customer

       Negotiate variations in price, delivery, and terms of agreement with customers

       Analyze and build and defend case for ROIs

Success Measurements:

       Attainment of Quota

       C-level Relationships

       EBCs delivered

       Transformational growth within the account

       Renewal Rate, Attach Rate, Multi-Year Conversion, Discounts/Margin

       Specific Offer/Portfolio targets

Who You'll Work With

You will spend 60%-70% of your time in customer facing and impacting scenarios, while exhibiting executive presence either face-to-face or via collaborative tools and technology such as WebEx, Telepresence, etc. It will be necessary to work cross-functionally, including, but not limited to Operations, Delivery, Product Sales, Finance, Legal, Architecture teams, and Partners. This will ensure alignment with the global account strategy and consistent local implementation.  

Who You Are

  • BS / BA degree or equivalent
  • 5+ years of experience in service sales with a very deep understanding of IT Service Management
  • Experience in creating stakeholder interlocks and also communicating analysis and business outcomes in a concise and precise way
  • Track Record in successful orchestrating and leveraging cross-functional Sales Teams
  • Ability to coordinate multiple related initiatives effectively, track record of successfully negotiating contracts in tight coordination with a cross-functional teams.
  • Ability to influence decisions related to Cisco Services and Cisco technologies across customers IT and Lines of business
  • Detailed understanding of all back office systems leveraged in support of the business, Partnering with senior management to establish operational objectives and assignments;
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Posted: 2020-02-26 Expires: 2020-06-27
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SERVICE SALES SPECIALIST - CGEM (formerly known as SAM/CSE/CSM)

Cisco Systems Inc.
Rose Hill, NC 28458

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