Virtual Annuity Sales Manager - Indonesia

  • Location:
    Kuala Lumpur, Malaysia
  • Area of Interest
    Sales - Services, Solutions, Customer Success
  • Job Type
    Professional
  • Technology Interest
    *None
  • Job Id
    1207381
New

What You'll Do 
The Virtual Annuities Sales Manager (VASM) works predominantly in a virtual capacity interacting with customers and partners via phone, video and email mediums; therefore excellent communication skills are required.

Key Responsibilities and Activities: 
• Achieve sales objectives including quota and productivity requirements and other key performance indicators as determined by sales management.
• Focuses on current customers and partners sales in an effort to consult and sell specified renewal product and service options including multi-year and coterminous service renewals. May deal with multi-national and global renewals.
• Supports the pursuit and closure of an annuity renewal emphasizing the value of services. This includes, but is not limited to, maintaining install base data and general sales requests.
• Increase penetration through cross and up selling based on the understanding of the customers’ landscape and the ability to recommend improved and complementary solutions.
• Collaborate cross functionally (integrated sales, inside sales, channels, delivery, operations, and partners) to build credibility, earn trust and provide a single customer facing solution and view.
• The VASM will be responsible for accurate forecasting and management of the deal through the entire lifecycle (prospecting, deal creation, close, booking, and execution). Tools such as Salesforce.com, My Deal Manager, Cisco Commerce Workspace, and Cisco Services Contract Central will be used during this process. 
• The VASM will have a strong interlock relationship with the Global Customer Success Adopt and Expand team and leverage associated systems, processes and tools. 
• The VASM will focus on renewing existing contracts.
• Interpret and utilize install base data to produce an accurate renewal list by customer and partner on a quarterly and annual basis and drives that information into the sales motions.
• Own overall communications and oversee quoting and ordering escalations.

Customer Engagement and Accountability:
• May be aligned directly to an account or deployed geographically and based on team coverage and assignment; may sell both directly and through partners.
• Pro-actively engages with customers and partners on their renewal opportunities 120 days before renewal date.
• Spend > 50% of time in contact with customer; mainly interact with information technology, line of business, and key decision makers.
• Spend 25% - 50% of their time building awareness to assess customers’ landscape and inventory in an effort to cross and up sell.

Who You'll Work With
Our team is responsible for renewing, up selling, cross selling and expanding Cisco’s footprint in the marketplace and the processing of maintenance, service, and license contracts for assigned geographies or accounts. As the brand ambassador for Cisco Services to the customer and partner, the VASM will manage and deliver on a book of business and will monitor and escalate any concerns they may have to the management team. 

The role will be supporting Indonesia Cisco Customers from our Virtual Team office in Kuala Lumpur, Malaysia.

Who You Are
You've got Sales experience in the information technology industry, specifically in areas such as consulting, service delivery management, sales, and partner management, in a quota carrying position. Understand basic business mathematics, financial strategies, and performance indicators, and applies that knowledge to client’s economic and buying environment. Effectively explores interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data and objective criteria to support one’s proposal. You should have experience in building effective account plans and communicating them to stakeholders. A comprehensive understanding of the Cisco services portfolio, which include Advanced Services and Technical Services, are necessary to be effective in this role. 
Excellent written and oral communication skills in English and Bahasa Indonesia are necessary to ensure the level of communication is appropriately focused for the particular audience they are communicating.

Required Experience, Skills and Alignment:
• 3 - 5+ years Sales experience in the information technology industry.
• Bachelor’s Degree, preferably in Business or Communications, High School Diploma or GED.
• 1 – 2 years SalesForce.com and system and data base proficiency (Oracle Service Contracts/Discovery experience a plus).
• Analytical skills to interpret data and produce summaries.
• Effective customer services skills to resolve partner and customer issues.
• Excellent presentation skills.
• Highly developed negotiation and influencing skills.
• Excellent decision making skills and self-reliant with the ability to make decisions.
• Positive attitude, professional work ethic and standards. 
• Strong understanding and aptitude for technology.

Why Cisco
We connect everything: people, processes, data, and things. We innovate everywhere, taking bold risks to shape the technologies that give us smart cities, connected cars, and handheld hospitals. And we do it in style with unique personalities who aren’t afraid to change the way the world works, lives, plays and learns. 

We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers. 

We Are Cisco. 

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