Americas Software Sales Regional Manage-US Commercial Theater

  • Location:
    Richardson, Texas, US
  • Additional Location(s)
    Open to Any City in the US
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    Cloud and Data Center
  • Job Id
    1220262
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Americas Software Sales Regional Manage-US Commercial Theater

What You'll Do

Cisco has begun a multi-year transformation to recurring offers (software and subscription) while maintaining focus on hardware/system sales.  Cisco is making this transition to meet customer requirements and market dynamics for recurring offers.  In addition, software and subscription based business drives greater predictability, smoother cash flow, and higher margins for Cisco.  Cisco Strategy is to increase recurring offer revenue to 40% of total revenue by FY2021, however US Commercial Strategy is to achieve this a year earlier (FY2020).  In order to achieve this goal, we are aligning Recurring Offer Sales roles to drive this transformation in the form of an Enterprise Agreement (EA) Specialists that will be led by this Regional Manager open position.

Who You'll Work With

A quota carrying High Performance Sales leader who is chartered with accelerating the sales and adoption of EAs will be required in this Regional Manager position leading the EA/SW Specialist (PSS) resources focused in US Commercial Select and Territory.  This role is focused on driving Security, Collab, Flex, and Cisco ONE EAs.  The Regional Manager position will be responsible for motivating and developing and leading a US Commercial team of direct and indirect reports including Account Managers, Systems Engineers, Business Transformation teams, Services sellers and delivery teams, Cisco Capital, Advanced Technology teams (Product Sales Specialists and Consulting Systems Engineers), Partner resources, Flexible consumption team, Legal and Marketing

Who You Are

Specific Responsibilities:

This RM will report directly to the Americas Software Sales leader and will be responsible for the EA and RO number, delivery of QBRs to both the Americas SW leader and the Commercial SVP, leading 9 EA Specialists (1 Per Select OP, and 1 for all of US Commercial Territory), along with tight alignment with AVPs and the archictecture ODs (Collaboration, DC, EN, and Security).

Drive the EA/SW Specialists team around Security EA 1.0 and 2.0 deals, Cisco Collab EA and Flex EAs, and Cisco ONE EAs including prospecting, working with pricing teams and legal tools, customer proposals and booking support.  This includes working with the Security AMs, Collab PSSs, Account Teams to drive sales of EAs

o Work with Services teams to prospect EAs through SWSS, Subscription, and SmartNet Renewals

o Work closely with Customer and Partner Services (CPS), Value Management Office (VMO), and the Product BE(s) on pricing and Install Base (IB) crediting to provide EA pricing

o Serve as leader of financials EA deals guiding the EA Specialists, working with the Account and Architecture teams supporting DSA/discount structures, Cisco Capital integration, ROI/TCO analysis for customer proposal

o Work with Deal Management Organization (DMO) in order to book EAs properly which includes RNSD support for HW sales post EA booking

o Work with the Partners to construct the EA proposal along with customer sale of EA, inclusive of Partner Adoption Services and Cisco Services as appropriate

Lead the enablement of the Americas sales field (AM/PSS/CSE) to drive EA sales to end customers

Formation and consistent communication of US Commercial EA pipeline and forecast

Tight alignment with the APO team to engage Partners SW Practice development around EA and adoption.

Work with GCS to ensure adoption resources are aligned to EAs that are sold.

Team Development - Attracting, developing and retaining high performance Account Team talent (career development, coaching, performance management and hiring). 

Experience & Skills Required

Highly persuasive, able to sell cross architecture licensing in Enterprise agreements and able to drive executive level conversations with customers, procurement, finance, legal, partners, and Cisco teams that translate into orders

Minimum 10 years successfully selling technology solutions (Example: Security, Collab, Enterprise Networking)

o Preferred: 5 years’ experience in selling Software, Subscriptions, licensing, etc

o Preferred: US Commercial sales experience and sales leadership relationships

Excellent written, Excel spreadsheets, and verbal communications skills as well as good listening and strong presentation skills

Proven ability to work cross functionally leveraging indirect leadership to gain support and investmen

Travel 

Candidate should expect travel within the US as required.  Travel not to exceed 40%

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 aren’t 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. 

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