Operations Director; DoD Operation; Federal Services Sales

  • Location:
    Herndon, Virginia, US
  • Additional Location(s)
    Columbia, MD; Washington DC/Metro Areas
  • Area of Interest
    Sales - Services, Solutions, Customer Success
  • Job Type
    Professional
  • Technology Interest
    Big Data, Analytics
  • Job Id
    1201481
New
The position, Director of Service Operations, Department of Defense, is responsible for building and leading a talented sales team to support Cisco’s customers Department of Defense agencies. This position requires the ability to drive profitable revenue growth, maintain executive relationships, and deliver business and mission outcomes. You will Initiate and facilitate expert communications and understanding of Cisco vision and innovation along with customer/market requirements and direction; leverage this knowledge both internally among Sales, Engineering, Services, as well as externally to customers, partners, and the industry. Monitor and measure progress against the territory Sales Strategy and drive changes as needed. Build relationships with internal Cisco organizations to provide support for territory and/or drive the business. Lead cross-functional projects within and beyond areas of immediate responsibility. Proactively seek feedback on self; recognize own capabilities and take initiative to continually improve. Work with key customers/partners and help address critical escalated requests. Drive territory toward continual improvement in customer/partner/ experience with Cisco to increase loyalty and satisfaction. Implement mechanisms, including a team development plan, for building capability and capacity to align with territory vision and improve territory performance.
Apply appropriate metrics to measure performance, reviews and manages the performance of individuals and teams. Creates and manages a budget for resources to enable the territory. Drive the Cisco technology and services vision in the industry. Act as a mentor to others within and outside of immediate organization.
Collaborate with Sales, Services, and Partners to create the Strategic Sales Plan. Leverage knowledge of evolving market trends and Cisco strategy in determining territory capability and capacity requirements both near and long term (3-5 years). Collaborate with Sales, Services, Partners, etc., to create a near and long term plan to identify and allocate resources aligned to the sales strategy for one’s territory. Ensure execution of technical sales/services strategy and leveraging of architectural selling approaches across the territory.
Review quantitative information to identify and explain trends in order to develop, track, and modify territory plan. Assist in qualified partner identification where appropriate.

One Winning Team Engagement - Effectively facilitating joint initiatives with cross-functional teams (Services, Customer Value Acceleration team, Capital, Partners, etc.) and strategically engaging cross functional resources to achieve their goals and hit their numbers. Work cross organizationally with DOD Sales Management -- Field & Virtual, Individuall sellers -- product, service, & software, AS Delivery, Architecture SME's, Business Development & BE's to successfully drive incremental growth

You will have demonstrated experience managing/leading high performance teams. Thorough competitive knowledge including solutions, technology and product offerings. Understand and be conversant about the company, its solutions, and products strengths, weaknesses, opportunitues and threats. Solid knowlege and experience of customer management practices. In-depth understanding and experince in managemnet of all aspects of sales support processes. Thorough understanding of organizational structures, management practices, staff development and retention. Excellent communication skills to communicate with upper/executive management level.
You will have excellent conflict resolution and team building skills. Ability to communicate and align people within the organization, gaining the cooperation of those who may be needed to influence the creation of teams and coalitions that understand the corporate vision and strategies, and accept their validity. Proven Consultancy and customer-facing Experience
Proven Project Management experience (incl. engaging of 3rd parties)
Our minimum requirements for this role:
• DOD Knowledge, experience, & expertise
• 5+ years experience selling products, services, and solutions to the Department of Defense
• 5+ years experience managing and/or directing sales organizations and enterprise wide sales strategy.
• 10+ years experience working in sales in the technology industry.
• University degree and 15+ years of related experience in the networking industry.
• Experience selling to large, complex Federal agencies.
• Experience developing relationships with senior military/government officials.

• Experience in management of all aspects of sales support processes, organizational structures, management practices and staff development.
• Active TS/SCI clearance preferred or be willing and able to attain clearance.

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