Licensing Support Specialist

  • Location:
    RTP, North Carolina, US
  • Additional Location(s)
    Chicago, IL; Durham, NC; Austin, TX; Redmond, WA; New York, New York, Boston, MA; Orlando, FL; San Jose, CA
  • Area of Interest
    Business Development
  • Job Type
    Professional
  • Technology Interest
    Software Development, Testing
  • Job Id
    1027451
What You'll Do
Cisco's vision is to change the way the world works, lives, plays, and learns. Cisco's newest division, Software Operating Office is looking for knowledgeable influential and strategic thinkers and doers to join the team as we drive innovation and enhance Cisco's business model.

Who You'll Work With
Transform the way Cisco does business! Take the next step with the introduction of Cisco Software offers and buying models. Join an elite team of bright, dedicated, innovative and results oriented individuals whose overall focus is to drive a strategic realignment of Cisco's business.

Who You Are
You are a mix of operations, sales, and analytics. You aren't afraid to hold your own with sales teams. You have experience with buying programs, and you're okay with operating in a "gray area" that is currently evolving.

You will develop expertise in Cisco buying program options, build relationships with field counterparts, direct opportunities into the appropriate buying program and support the execution through deal closure.   In the process, provide thought leadership and capture best practices the wider team can use to scale & grow the business.  You will also:
* Engage, embed and support Cisco field sales to source, cultivate and qualify opportunities and provide assistance in deal acceleration, negotiation and closing of opportunities  
* Ensure the right business fit for customers through consultative engagement as subject matter experts on Cisco buying program options
* Create and document deal structures, best practices and key learnings
* Partner with field to manage deals to closure.   Engage cross-functional teams and business stakeholders to orchestrate removal of roadblocks to ensure success.  
* Train the software specialist community on new buying program offers emerging from incubation to general availability.
* Accelerate & improve the business as a thought leader, including:  Creating & documenting deal structures, best practices & key learnings
Proactively providing buying program leads for the field Capturing & qualifying field requirements for offer / process innovation    
* Develop, track & update pipeline.  Provide proactive and on-demand updates into status of individual deals and an independent, weekly forecast for deals in portfolio
* Evangelize, advocate, and provide thought leadership on matters related to Cisco's VMO and software strategy.


Minimum Qualifications
* BA/BS degree or equivalent practical experience is preferred.
* 5+ year's successful track record within sales/ business development and/ or program/product management experience within an enterprise software company or proven software experience - sales - business development within a technology company
* Excellent presentation and communications skills, both oral & written.  Must be adept at presenting to large groups in person or virtually (voice, video and/or web conference)
* Ability to work cross-functionally at all levels of an organization to resolve issues and achieve targeted outcomes
* Ability to cultivate trusted working relationships with senior level people within Cisco,  Cisco partner organizations, and  prospects
* Track record of rapidly learning new products, offers, and sales motions
* Manage a broad customer portfolio in a fast-paced, high growth environment


Desired Skills
* Track record of rapidly learning new products, offers, and sales motions
* Experience with consultative value-selling, “land and expand” sales motions
* Expertise in a Cisco enterprise architecture is a differentiator (collaboration, security, data center and/or enterprise networking)
* Strong understanding of Channels, Channel programs, and practices

About Cisco
The Internet of Everything is a phenomenon driving new opportunities for Cisco and it's transforming our customers' businesses worldwide. We are pioneers and have been since the early days of connectivity. Today, we are building teams that are expanding our technology solutions in the mobile, cloud, security, IT, and big data spaces, including software and consulting services. As Cisco delivers the network that powers the Internet, we are connecting the unconnected. Imagine creating unprecedented disruption. Your revolutionary ideas will impact everything from retail, healthcare, and entertainment, to public and private sectors, and far beyond. Collaborate with like-minded innovators in a fun and flexible culture that has earned Cisco global recognition as a Great Place To Work. With roughly 10 billion connected things in the world now and over 50 billion estimated in the future, your career has exponential possibilities at Cisco.


Keywords: 
Software pricing, product management, software licensing, software sales, software buying programs, ELA, Enterprise Licensing Agreements, Value Management Office, VMO

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