Client Services Account Manager Melbourne 1220656

  • Location:
    Melbourne, Victoria, Australia
  • Additional Location(s)
    Adelaide, Hobart
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    Service Provider
  • Job Id
    1220656
New

What You'll Do:

Cisco Services Sales ANZ seeks a Client Services Manager (CSM) based in Melbourne for Services sales within the Public Sector Victoria & South Australia sector. The ideal candidate has a strong background in IT, IT sales (preferably with a strong background in services and services sales) and knowledge of Public sector in terms of their strategy, needs, key buying agencies and procurement processes preferred.

 Who You'll Work With:

This sales account management position centres on relationship-management, strategic selling and managing the Services sales pipeline focusing on the Public Sector marketplace. The goal for this role is to manage and drive services sales by establishing trusted, advisory relationships with various customer executives and internal stakeholders as well as establishing relationships with key partners who are influential in the public sector space across VIC & SA.

 Who You Are: 

This role requires an understanding the customer’s strategy, their service needs and their business requirements in order to recommend the appropriate solution and to close complex services deals.

This role also requires the achievement of revenue goals; forecasting accurately on a weekly, monthly, and quarterly schedule; maintaining a pipeline of Services opportunities and creating service sales plans for key customers.

 

Approximately 50% of this salesperson’s time is customer facing.

 

Role Responsibilities:

 

1.      Managing the Services Sales Pipeline:

  •        Managing the public sector marketplace in terms of key opportunities broadly divide into (but not limited to) three categories: (1) Services Renewals, (2) product and services attach and (3) Advanced Services (Consulting);

  •        Working with account teams and other business segments to align to and contribute to the overall account strategy with a view to ensuring Services is a key part of any strategy and account plans contain a Services strategy that will support account team and customer objectives;
  •       Using knowledge to identify and cultivate future sales opportunities to build a strong Services pipeline across all categories;
  •       Record, analyse, report and administer according to systems and management requirements including detail and timing requirements.

 2.      Customer Management:

  • Manage all aspects of the customer account with respect to Services transactions;
  • Drive the execution of customer facing activities to conclusion in a quality, timely, and correct manner;
  • Manage service pricing and margins according to agreed aims.

 3.      Business Plan:

  • Build a solid Services sales plan aligned to account team strategy for Public Sector, outlining the strategy in relation to the following:

o   Customer;

o   Proposition (the unique selling proposition);

o   III .Fiscal (the revenue plan).

 

4.      Facilitate Sales Transactions:

 

§  Understanding customer and if required partner procurement process;

§  Building relationships with customers and in positions within the procurement

    process;

§  Navigating customer and partner procurement process;

§  Navigating and escalating effectively within Cisco;

§  Understanding and working to Cisco’s booking processes and timeframes.

 

5.      Relationships:

 

§       Build and maintain relationships with executives at the customer via meetings, telephone calls and email.

§       Proactively engage with the customer executives to sustain and build deep relationships to become a trusted advisor;

§       Create relationship maps for the customer and internal;

§        Attend and present at external customer meetings and internal meetings with other company functions necessary to perform duties and aid business development.

 

6.      Business Drivers/Strategy:

  • Identify near term customer business issues, challenges, pain points and business imperatives related to annuity services, which Cisco can improve, enhance or remedy the situation;
  • Articulate trends and strategies where other Theatres have successfully realized.
  • Gain a clear understanding of customer’s business portfolio and requirements;
  • Communicate issues and solutions to executives in a way that is thought provoking, insightful and considered a burning platform;
  • Prepare and present comprehensive business cases (includes a customer problem/challenge) describing how Cisco’s Servicessolutions align with the customer’s strategy and deliver value;
  • As needed, calculate the customer’s positive return on investment demonstrating the value of the Cisco’s proposed solution
7.      Marketing Activities:

  •  Plan/carry out/support local marketing activities to agreed budgets and   timescales;
  •  Integrate sales efforts with other organized marketing activities, e.g. product/service launches, promotions, advertising, exhibitions and tradeshows.

8.      One Cisco:

  • Collaborate cross functionally (product sales, inside sales, channels, delivery, partners) to build credibility and earn trust and provide a single customer facing solution and view.

 

9.      Negotiations:

  • Structure complex financial deals at an executive level
  • Negotiate the terms of agreements and close sales
  • Negotiate variations in price, delivery and specifications with the customer
  • Articulate future buying trends and service requirements back to necessary business units.
  • Follow standardized and optimized sales processes, e.g., renewals process

 Required Competency:


           CXO Relevancy:

  •        Adding value by proactively identifying business opportunities (expand) for the customer, conveying a firm understanding of the customer’s business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs.
  •       Consulting and Partnering:
  •        Working with account teams, help the customer to understand their business needs, offering advice and solutions, and operating from a position of expertise balanced with a collaborative approac

Strategic Business Planning:

a)      Demonstrating significant knowledge of Cisco and the industry; developing strategies that leverage core strengths of the Services group and Cisco.

 

       Business & Financial Acumen:

a)      Understanding basic business mathematics, financial strategies, and performance indicators, and applying that knowledge to client’s economic and buying environment.

b)      Negotiation:

c)      Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support a proposal

 

Preferable to have local Victorian Public Sector knowledge and experience in the Cisco services GTM

 

Why Cisco

At Cisco, each person brings their unique talents to work as a team and make a differenc Yes, our technology changes the way the world works, lives, plays and learns, but our edge comes from our people.We connect everything – people, process, data and things – and we use those connections to change our world for the better.

We innovate everywhere - From launching a new era of networking that adapts, learns and protects, to building Cisco Services that accelerate businesses and business results. Our technology powers entertainment, retail, healthcare, education and more – from Smart Cities to your everyday devices.

We benefit everyone - We do all of this while striving for a culture that empowers every person to be the difference, at work and in our communities.

Colourful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool. Pop culture geek? Many of us are. Be you, with us! #WeAreCisco

 

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