Client Services Director - Cisco Systems Inc., England, AR Job Details

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Table.Right {float: Right;text-align: Right;border:0;padding:3px;} DIV.VEclearFloatAfterElement {clear:both;visibility:hidden;height:0px;} Requisition #: R916198 Location: UNITED KINGDOM.ENGLAND.LONDON
Job Title: Client Services Director Region: EMEA
Area of Interest: Sales
Level of Experience: Experienced - Manager
Flexible Work Option: Yes
Job Description: Cisco Services is seeking a senior IT professional with significant and demonstrable consultative selling and business development skills and experience to work closely with Cisco’s global customers. The goal of this role is to drive service led solution sales by establishing trusted, advisory relationships with various customer executives.

Primary responsibilities include business development and relationship building at CxO level, as well as leading complex transformational deals. This newly created career opportunity is within Cisco’s Global Enterprise Theater (GET) which encompasses our most strategic global clients. Due to the nature of the global client base and reach, significant travel requirements are likely.

This role focuses on understanding the customer’s strategy, their needs and their business requirements in order to recommend the appropriate solution and to close complex, transformational deals. This role also focuses on achieving revenue goals; forecasting accurately; developing a pipeline of opportunities; creating strategic and tactical plans; leading virtual global teams and closing deals for their defined customers.

Responsibilities:

• Build and maintain relationships with executives at assigned customers.
o Proactively engage with the customer executives and client teams to sustain and build deep relationships to become a trusted advisor
Lead virtual Sales teams through development of a sustainable opportunity pipeline for strategic and tactical development of sales initiatives
o Create relationship maps for the customer and internal teams.
Own the sales development and delivery of key transformational deals.

• Identify near term customer business opportunities, issues and challenges and develop plan by which Cisco can improve, enhance or remedy the situation.
o Gather market and customer information
o Gain a clear understanding of customers' business portfolio and requirements
o Understand the clients business and IT strategy and develop roadmaps to address both

• Communicate issues and solutions to executives clearly & concisely, internally and to clients

• Prepare a comprehensive transformational business case (includes a customer problem/challenge) describing how Cisco’s solutions align with the customer’s strategy
o As needed, calculate the customers positive return on investment demonstrating the value of the Cisco’s proposed solution.

• Present a transformational business case and articulate how Cisco’s solutions align to the customer’s strategy
o Advise on forthcoming service offers
o Discuss customer needs as the basis for the sales dialogue

• Collaborate cross functionally (product sales, inside sales, channels, delivery, partners) to build credibility and earn trust.
Lead the virtual sales team and develop the opportunity to closure

• Structure complex financial deals at an executive level (VP and above)
o Negotiate the terms of an agreement and closing sales
o Negotiate variations in price, delivery and specifications with customers

• Articulate future buying trends and service requirements back to necessary business units.

Required Competencies:

• CXO Relevancy: Adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer’s/partners business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs.
o 15+ years experience fostering relationships at executive levels (CIO, CEO).
15+ years of combined Sales, Management industry and technology experience
• Consulting and Partnering: Helping external clients and partners to understand their business needs, offering advice and solutions, and operating from a position of expertise balanced with a collaborative approach.
• Strategic Business Planning: Demonstrating significant knowledge of Cisco and the industry; developing strategies that leverage core strengths of one’s own group and Cisco.
• Business & Financial Acumen: Understanding basic business mathematics, financial strategies, and performance indicators, and applying that knowledge to client’s economic and buying environment
• Negotiation: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support
ones proposal.
• High Impact Communication: Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions.

Desired Competencies:

• MBA preferred.
• Oil & Gas / Energy Industry experience preferred.
• Experience working in and leading global, cross functional teams preferred.
• Demonstrable track record of success in strategic and consultative selling.
o Extensive experience of consultative selling and delivery of multi-million dollar business and technology programs
• Demonstrated leadership and management skills.
• History of successful mentoring and coaching of resources.
• Distinctive career history problem solving and issue resolution Table.Right {float: Right;text-align: Right;border:0;padding:3px;} DIV.VEclearFloatAfterElement {clear:both;visibility:hidden;height:0px;} Cisco is an Affirmative Action and Equal Opportunity Employer

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