Global Sales Scaling Engines (GSSE) Acquisition Strategy + Execution Program Manager

  • Location:
    San Jose, California, US
  • Additional Location(s)
    Up to 3 times zones ahead or behind San Jose, California, maximum
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    *None
  • Job Id
    1223691
New

The Global Sales Scaling Engines (GSSE) Acquisition Strategy + Execution Program Manager is an individual contributor position reporting to the Cisco GSSE Director of Acquisitions & Divestitures, within Cisco Sales. The position drives the global integration or separation of acquired or divested customer success (adopt, expand, renew) and partner go-to-market (GTM) functions.

 

This work is performed as an extended member of the organization, using the integration & divestiture established by Cisco. During each integration or separation, the position speaks and represents the interests of GSSE in whole, as well as Cisco Geo Partner sales leadership and Cisco’s ecosystem partners, while working cross-functionally with his/her peer functional program managers from Cisco Legal, Marketing, Product & Technology Introduction, Operations, Human Resources, etc.

 

This position has 2 separate and distinct roles and associated responsibilities. The program manager will lead multiple programs (deals), in both roles, concurrently.

 

Common to both roles is how the program manager works; what the program manager’s work accomplishes varies by role. The “how”: The program manager teams with his/her identified business sponsor and business lead to build the integration or divestiture strategy: establish the desired end-state goal and how it will be accomplished, inclusive of scope, schedule, and cost.

The program manager is responsible for plan creation, validation, and approval, and, is responsible for ensuring execution completion through influence and holding accountable a virtual, extended team. This role is not a partner-facing nor customer-facing role.

 

 

2 Roles:

 

1.     Customer Success Enablement (CSE) Work Stream Lead

Cisco is transitioning to recurring revenue offers (software and as-a-Service (aaS)). This requires engagement throughout the customer lifecycle of Land/Adopt/Expand/Renew. Land is a sales motion while A/E/R are Customer Success motions, a new function within the Cisco Sales organization. In this role, the program manager as the Customer Success Enablement (CSE) work stream lead works with the Customer Success business sponsor/owner and business lead to define/design the Customer Success plan of integration for all adopt, expand, renew motions, moving from the Cisco and the acquired “as-is” states, to the “to-be” end state at Cisco, and vice versa for divestitures.

  • Compile, analyze and assess the acquired’s adopt/expand/renew customer success sales motions and how executed (current state) with customers, partners, and customer-facing sellers
  • Assess integration/divestiture impact to stakeholders and mitigate risks
  • Project manage the transition from an acquired’s customer success motions to Cisco’s,f inclusive of processes, tools, and data;  create the motion for offers that renew when not present at the acquired
  • Project manage the onboarding of the acquired customer success organization to Cisco including enabling the people with the skills to do the job, setting up their compensation plans, and assigning them to customers
  • Drive change management for the duration of the integration
  • Close the integration and lead seamless transition to run-the-business processes and owners
  • Use experience to update, augment, clarify, and improve the work stream methodology at the close of each deal
  •  

In this role, the program manager as the CPE work stream lead works with the Partner GTM business sponsor/owner and business lead to define/design the go-to-market Sales strategy and plan of integration for all indirect routes-to-market, moving from the acquired “as-is” state, to the “to-be” end state at Cisco, and vice versa for divestitures.

  • Compile, analyze and assess the acquired’s partner ecosystem
  • Compile, analyze and assess the acquired’s partner program/value exchange and how administered/executed with partners
  • Assess integration/divestiture impact to stakeholders and mitigate risks
  • As defined by the partner GTM strategy, project manage the integration of the acquired technology/solution into Cisco’s partner enablement programs: certifications, specializations, associated training curriculums and road shows, promotions, deal registration, etc.
  • Lead the exit/disposition of the acquired’s partner programs, commitments, inventory, etc.
  • Drive change management for the duration of the integration
  • Close the integration and lead seamless transition to run-the-business processes and owners
  • Use experience to update, augment, clarify, and improve the work stream methodology at the close of each deal

 

We are seeking high energy and qualified candidates who possess the following:

  • 5-7+ years of Cisco experience resulting in wide Cisco go-to-market knowledge, preferably having worked in at least one of the following areas: recurring revenue offers/aaS offer model (offer creation, offer selling and renewing, etc), Offer Monetization Office, sales strategy, sales operations, customer success, corporate development strategy and/or program management. Recurring revenue/aaS offer experience is highly desired.
  • : Ability to develop and iterate plans, frequently starting with little information/direction. Problem-solve by making data-driven decisions. Form point-of-view/recommendations for others to push against, from which to edit plans. Ability to lead to decision/get to “yes” quickly. Translate strategy to action plan for extended team and drive team to execution.
  • Prioritizes and manages competing and conflicting timelines and deadlines from various teams and individuals. Meet commitments or renegotiate deadlines and deliverables with peers and the leadership team. Uses effective interpersonal skills to hear, understand and balance priorities. Willing to work off hours to accommodate the global team. Is a highly organized individual.
  • : Advanced program management skills. Ability to lead and manage complex analysis and/or issues within a program. Manage multiple complex projects concurrently.
  • : Trusted advisor to senior management with executive presence and succinct communication. Collaborates and leads team members effectively.
  • : Anticipates and manages risk. Resolves issues fast and communicates resolutions in a quick and thorough manner.  
  • Experience developing change management plans including communications and training based on partner/business/sales impacts. Thrives under pressure and is able to move forward despite high ambiguity and potential changes.
  • (written, verbal, and graphical)
  • and advancing the discipline within Cisco – you use experiences and learnings to continually strive for excellence and refine your and the team’s approach to the work.
  • BA or BS required; MBA preferred

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