Friday, October 21, 2011

Job Openings for SP Segment Lead - Grow Services @ Cisco Careers

Requisition #: R906976
Job Title: SP Segment Lead - Grow Services
Area of Interest: Business Development
Level of Experience: Experienced - Non Manager
Flexible Work Option: Yes

Job Description:
Summary: The Global Grow Services Field Support organization drives field readiness and adoption of efforts related to Attach Rate, Cover, Refresh, Renewals, and Smart Services. These efforts are integrated into the business priorities of the Services and Product Field Sales organizations. This job description is for the Service Provider Segment Sales Leader, whose strategy is to grow the product and service business as a change agent and facilitator of our programs. The objective is to partner with the sales teams to achieve:
•Best-in-class attach rates.
•Increase product and service bookings related to migration opportunities.
•Drive Know the Network / Cover opportunities.
•Ensure on-time renewals and change the conversation to a network lifecycle management discussion.
•Accelerate the adoption of Smart Services.

Overall responsibilities include ensuring successful execution of established best practices; driving continuous knowledge transfer; obtaining field feedback and alignment; and working with the Global Grow Services Field Support Team to continue to improve business intelligence, systems, and tools. This will be accomplished through cross-functional leadership with Marketing, Finance, Sales Operations, etc.

Overall Objectives and Responsibilities:
•Develop sales strategy and go to market for Global Grow Services initiatives with Product and Services Sales Leaders.
•Facilitate development and execution of business plans related to the Grow Programs.
•The Service Provider Segment Leader will be a subject matter expert on the Cisco Services Portfolio, field best practices and work with the Product and Services Sales organizations to identify and address field sales needs, and ensure alignment and integration with their business priorities.
•Segment Leader will act as a liaison to the Service Provider Segment Product and Services Sales Organization in order to drive our Service and Product (refresh) business growth and bookings.
•Educate the Field Sales Teams on Cisco's Services to increase attach rates, services coverage, accelerate the adoption of Smart Services; engage in the Installed Base Lifecycle Management Powered by Get Refreshed program and associated marketing programs e.g., Borderless Networks and Core Acceleration; and assist with driving the Renewals Competency Center in SP.
•Assume a leadership role utilizing field and customer experiences to assist in developing positioning, new collateral and sales tools for the sales teams.
•Understand the common Customer and Partner objections related to service portfolio and offerings, and assist with crafting answers that will help to overcome the objections.
•Develop and communicate Services best practices to the field sales Teams on a regular basis.
•Cross-functionally align with the Finance, Sales Operations, Systems and Tools Teams, etc., to ensure alignment and awareness of field requirements. This will also include ensuring the field is up-to-date on new enablement systems and tools that will increase productivity.
•Align with Marketing to provide feedback between field requirements and our current offerings to allow for early recognition of changing business climates and customer needs. Provide feedback for continuous improvement or refinement of Cisco Service offerings. Assume a leadership role utilizing field and customer experiences to assist in developing new collateral and sales tools for the sales teams.
•Work with the Finance Team to ensure AR, IBLM/Get Refreshed, Renewals Competency Center and Smart business intelligence and dashboards are automated and incorporated into the sales tools utilized by the SP Sales Teams, e.g.,
•Lead the Team to develop and deliver Training: programs, selling, tools, processes
•Facilitate Opportunity/sales planning: account, product, Partners.

The ability to travel up to 25% is required.

Preferred work location is Boxborough, MA but will consider candidates in other US locations

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