Large Consumption Deals - Pursuit Lead

  • Location:
    Feltham, England, United Kingdom
  • Additional Location(s)
    Germany, Switzerland, Netherlands
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    *None
  • Job Id
    1226524
New

Large Consumption Deals - Pursuit Lead

The Large Consumption Deals (LCD) Pursuit Lead role within the EMEAR LCD Team is a lead role in driving large complex sales opportunities and consumption deals, within the EMEAR Enterprise segment, across Product and Services Sales.

The EMEAR LCD team directly supports Cisco’s strategy towards recurring revenue and new consumption models, through identifying, qualifying and executing Large Consumption Deals, including: flexible consumption models, “as-a-Service” deals, and other large/complex multi-year agreements, to Enterprise customers, Partners and IT outsourcers.


What You’ll Do

The role requires a strong mix of sales pursuit and commercial leadership skills with the following key responsibilities:

 

Pursuit Leadership – Large Consumption Deals (Up to 50% of time spent):

·       Identification, qualification and prioritisation of complex and strategic sales opportunities within the theatre in accordance with agreed qualification criteria.

·       Customer or partner workshops to understand, shape and validate requirements and business case

·       Once qualified and selected – Create a bid strategy for the sales opportunity which identifies:

o   High-level deal construct – identifying the key Cisco values and differentiators

o   Areas of Cisco assurance, where we will take execution responsibility

o   Possible commercial risk/reward for Cisco and appropriate consumption model

o   Cross functional resources required to deliver an offer in addition to timelines and key project dependencies

·       Working closely with Account team, provide Pursuit Leadership and creation of an overall proposition/offer to the customer for complex and strategic deals which will encompass:

o   Architecture/Technical Solution,

o   Service Delivery/Assurance Model

o   Commercial Framework/Model

o   GTM/Adoption Approach to accelerate uptake,

·       Deal orchestration and governance of cross-functional resources: Product, Services, Finance, Legal, Operations, both direct and virtual, to deliver a comprehensive and holistic Cisco solution/offer in support of the complex and strategic sales opportunity.

·       Build multi-level relationships with key internal stakeholders and engage appropriate cross-functional resources to ensure broad agreement on the deal construct. In addition, ensure all required (internal) deal approvals are obtained.

·       Build direct relationships with key external stakeholders, at CxO level, and use these relationships to understand the customer’s requirements, validate the proposed Cisco offer approach against those requirements and regularly review and communicate progress throughout the deal pursuit.

 

Commercial Leadership – Large Consumption Deals (Up to 50% of time spent):

·       Provide commercial leadership on Large Consumption Deals.

·       Act as trusted advisor on bid, commercial and pricing strategy.

·       Work directly with customer or partner to assess commercial requirements and drivers as well as fit with Cisco’s commercial solutions and capabilities.

·       Provide innovative commercial solutions that accelerate and drive incremental Cisco business by leveraging Cisco Capital, Third Party Funding models, or Cisco “XaaS” capabilities.

·       Work with internal commercial solution providers (e.g. Cisco Capital) and stakeholders to qualify and agree appropriate commercial solution and construct.

·       Own or work with appropriate commercial solution provider, Finance and other stakeholders on business and commercial modelling, including P&L impact of different utilization scenarios and business outcomes.

·       Present and work with the necessary product and service P&L holders, Finance, Legal and Ops stakeholders to assure and approve the commercial offer, including any potential Cisco risk/reward.

·       Work with Account Team, Services, Finance and Legal on commercial negotiations through to contract agreement.

 

Operational Excellence (~5% of time spent):

·     Participate in regular review of the LCD sales funnel and on selected opportunities evaluate the deal against the agreed qualification criteria and make a recommendation on engagement decision/status.

·     Provide a detailed status of all active deals on a weekly basis, including progress, roadblocks and other key dependencies. Escalate any resource constraints or risks affecting the execution of the deal in timely fashion.

·     Share information and best practice across the global LCD community – on wins, case studies, lessons learned and replicable models.

 

Who You’ll Work with

LCD Pursuit Lead is a member of Cisco Sales organization who will interact with Product, Services, Finance, Legal, Operations teams to deliver a comprehensive and holistic Cisco solution/offer in support of the complex and strategic sales opportunities.

 

Who You Are

Should you be interested to join Cisco for this role you should bring:

·       Strong leadership skills and respect within Cisco (if an external candidate – ability to develop relationships internally) in order to drive virtual pursuit teams and gain stakeholder buy in.

·       Strong commercial and finance experience, including risk/reward and consumption models.

·       Ability to lead sales and commercial workshops, present and interact with senior customer stakeholders

·       Inclusive, strong collaborator and communicator

·       Experienced sales professional or experienced in supporting large sales pursuits with consultative selling skills.

·       Business case structuring & financial modelling

·       Familiarity with contractual arrangements and legal requirements

 

Why Cisco

At Cisco, each person brings their unique talents to work as a team and make a difference. 

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.

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