Volume Specialist (Sales)

  • Location:
    Tokyo, Kanto, Japan
  • Area of Interest
    Business Development
  • Job Type
  • Technology Interest
    Internet of Everything
  • Job Id
General Description

The Volume Specialist (Sales) role is a key role in the Volume Business Program Team which is part of the APJ Commercial sales team. The Volume business is a channel-led programmatic and promotion-driven business targeting midmarket and SMB customers in the region with low Cisco sales touch. The goal is to grow the ‘run-rate' business and the Commercial GEO territory as a result of these efforts.

The primary responsibilities of this role are to plan and execute sales programs to drive the volume product/solution portfolio in Japan: enabling the distributors and resellers on Cisco's volume multi-architecture portfolio, drive sales of the volume portfolio with the distributors and resellers against our competition, plan and execute demand generation campaigns with distributors and resellers, drive specific promotions through the various routes-to-market, participate in trade shows and events to promote the volume portfolio and provide competitive insights and recommend Cisco's response to competitor actions. The success of the role will be measured against the overall promotion-driven business from the volume portfolio and how the volume business contributes to the overall growth of the Commercial GEO Territory business.

To be successful, the Volume Specialist would need to understand the multi-architecture volume portfolio in its entirety, especially focus on cloud management, new cloud services as well as other SaaS solutions development targeted with commercial and SMB market and how to position the portfolio with distributors and resellers in the market. The role is also about executing the volume sales programs with our distributors and partners in with a consistent cadence to drive the growth in the volume business. The Volume Specialist will need to take into account the competitive environment that exists in each market, and learning and responding to how our top competitors roll out sales programs across the Region. The Volume Specialist would collaborate across the cross-functional teams including the Architecture Portfolio BDMs, Distribution PAMs, Theater and Marketing, PAMs and Commercial sales, and other APJ Commercial functions to bring the volume programs to Japan market.

Roles and Responsibilities

The Volume Specialist (Sales) is responsible for the planning and execution of the volume sales programs in their respective theaters:

* Develop an in-depth technical understanding of the products and solutions in the volume portfolio across the various Cisco architectures
* Develop an understanding of Midmarket and SMB customer and partner requirements, market opportunities, and competitive conditions
* Enable Commercial sales teams (GTAMs, Virtual sales, Commercial Sales Associates/Road Warriors, Technical Road Warriors) on how to position and sell the portfolio to the target customers and the sales programs for partners to execute
* Enable distributors and resellers on the volume portfolio i.e. how to buy, position and sell the products and solutions in the portfolio to the target customers, and ensure last mile execution
* Provide subject matter expertise on the volume portfolio and sales programs and deliver demonstrations and presentations in roadshows, events and trainings etc.
* Drive the packaged volume offers created by the volume program team into the market
* Provide pricing intelligence on the volume portfolio and the corresponding competitor products to the Fast Track team to ensure competitive pricing in the market.
* Provide market intelligence on competitor actions in the market through interactions with distributors and resellers
* Engage the Portfolio BDMs and the Business Entities/Units on the volume portfolio positioning, features and local and/or competitive requirements
* Collaborate with Distribution sales teams, Commercial Sales Teams, Services Sales, and Partner Organization teams and Marketing to plan and execute enablement and demand generation campaigns with our partners, and ensure an integrated Cisco approach
* Analyze and track volume portfolio sales performance and provide recommendations to adjust course on programs / initiatives as required
* Gather market intelligence on Cisco's volume portfolio against the competition and understand key drivers of success to compete with them in the market
* Conduct regular business reviews with the distributors/resellers and theater sales and partner teams and other key functional groups to ensure GTM execution
* Be the escalation point for theaters/countries on the volume business

Desired Skills and qualifications
* Native Japanese / Business level English
* 6+ years experience in the IT industry, preferably in systems engineering, product management, channel sales, or technical pre-sales
* Familiarity with Cisco's full products, architectures and services offerings in the Commercial midmarket and SMB space
* Experience with the midmarket and SMB space especially in a fast moving, promotion-driven sales environment also an added plus
* Excellent planning and execution skills, with an ability to organize and structure the work and the team and ensure that the business is tracking to plan and put in place corrective actions where necessary
* Demonstrated ability to work cross-functionally across various organizations to drive outcomes, with proven ability to influence and lead in a highly matrixed model
* Excellent written, verbal communication, listening and presentation skills. Able to articulate complex ideas and strategies to people at all levels of the organization.
* Strong background and understanding of product, service, and channels sales at Cisco or comparable experience from another company
* Bachelor's degree from a reputable university/college

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