Sales Business Development Manager - Global SI

  • Location:
    Bangalore, Karnataka, India
  • Area of Interest
    Sales - Product
  • Job Type
  • Technology Interest
    Cloud and Data Center, Software Development, Testing
  • Job Id
FY 17 brings on new opportunities as the Global Strategic Partner Organization aligns with partners to drive Transformational engagements for customers. To this end, we are looking for a Sales Business Development Manager (SBDM) who will be responsible for driving the global strategic alignment between Cisco and targeted Indian based Global SI (“IT SP”) by aligning the partner's solutions & GTM with Cisco. Expected technology domains areas include Cisco core technologies (examples are Data Center, ACI, IoT, Security, Software, Collaboration, etc).
SBDM will be expected to build a 3 year joint business plan with & for assigned IT SP in partnership with related stakeholders. This should include key initiatives, dependencies, execution metrics for measurement (KPI) and incremental bookings targets. In the process the candidate should lead regular QBRs to review progress with related stakeholders to ensure progress is tracking to plans.

In order to execute this plan, the SBDM will lead the engagement and work with key stakeholders - partner & Cisco executives and key operational leaders in cross functional groups - identify the target strategic alignments, structure a joint & differentiated business proposition & solution with mutual company support for success. From there, candidate will develop and lead a worldwide GTM sales strategy and drive demand for solutions and architectures working with the direct Sales teams, BUs, channels organization both at Cisco and the partner(s) as well as interfacing with Cisco & partner senior executives.

The Sales Business Development Manager will play a significant role in enabling and supporting the field and Cisco/Partner customers with all sales engagement needs. Additional responsibilities also include leading discussions with customer business decision makers regarding ROI and business outcomes, and effectively helping the field close large deals with their partner ecosystem. While the candidate will not be expected to be an expert in all areas, it is critical to success that the candidate can quickly identify the key needs and opportunities and proactively secure support for targeted initiatives with key stakeholders, and then build and manage a virtual team to success.

Key requirements and success criteria for this Role:
* Business Acumen
o Customer & Industry Business drivers and market issues
? Advanced understanding of Vertical
? Drive a business outcome selling approach by consulting with customer about how Cisco solutions can impact their business
o Business to technology translation
? Has ability to capture and clearly define solution requirements
o Has ability to break down a solution into its constituent, modular, and functional requirement
o Understand how Cisco software solutions complement the overall infrastructure + software architecture
o Understand the concepts of customer architecture definition and its relationship with a technology and investment strategy
o Strong understanding of Cisco's business model and solutions
o Candidate must be able to deal with “white space” and identify key opportunities and then create and execute a clear and logical plan to success

* Execution
o Effectively work in a matrix environment across Cisco field organization resources (i.e., Cisco Marketing, Channels, Cisco Direct Sales, Cisco Services and Cisco Capital) in a manner that ensures the Cisco based solution(s) receive proper investment focus for success
o Experience leading large complex deals with an IT SP or similar
o Candidate should show demonstrated capability to lead virtual teams with stakeholders that complement the team, enabling success in the targeted engagements
o Must be extremely articulate with strong presentation skills and comfortable presenting in front of senior level customer audiences and able to influence their decisions
o Ability to translate Cisco technology products into innovative solutions with developed and sound business cases that align to customers business needs
o Effectively handle multiple initiatives in various stages of development
o Candidate should demonstrate a commitment to excellence and results

* Architectural Solution Business Case Development
o Study key partner and customers focus industries in your specialty, to gain understanding of partner/customer's business, key technical drivers, and market issues
o Individual must have excellent business acumen and financial skills to be able to effectively translate how investing in Cisco Solutions can translate into business benefits by such things as reducing Opex, demonstrate ROI

* Communication Skills
o Ability to communicate complexity in a simple way and to adapt communication to a diverse set of audience
o Ability to influence and communicate at all levels of an organisation
o Must be extremely articulate with strong presentation skills and comfortable presenting in front of senior level customer audiences and able to influence their decisions
o Be capable of “evangelizing” Cisco's value proposition with the field sales organization, Cisco's channel partners, ecosystem partners as well as Cisco customers

* Relationship Building & Influencing Skills
o Be capable of working at both the executive level (Cisco and Partner) and the field level, creating strategy and new initiatives with executive buy-in and then driving execution to results with field level engagement
o Demonstrable ability to co-ordinate, collaborate and influence teams in a matrix organisation - direct, virtual - in delivering required objectives
o Be capable of establishing strong consultant-like relationships with Cisco and IT SP as a partner & customer with both business and technical leads.

* Cultural Fit
o The right Attitude
o Self starter, self-starter and have the ability to work independently and with a strong sense of urgency and passion to make great things happen
o Experience of working in a fast-moving customer-led culture is essential
o Experience of working in matrix, complex, constantly changing and progressive environments
o A positive, can-do and pragmatic approach to challenges and complexity and willingness to learn, un-learn and re-learn
o Ability to challenge others in a constructive way to help transform, innovate
o Desired character traits: Agility, Adaptability, Grit, Passion and Resilience

Definition of Success
* Sell To & Sell Thru IT SP WW account bookings
* Sales Pipeline ($ amount)
* # New Franchises
* # Joint Engagements
* # Trainings, Workshops
* # of Deals won and in pipeline

* BA/BS required preferably with a concentration in business
* MBA or Advanced Degree preferred.
* 15+ years in Networking, Data center or High-Technology Industry Sales
* Experience managing Indian Global SI (IT SP) a plus

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