Cisco Regional Healthcare Business Development Manager

Last updated an hour ago
Location:Remote - AU/NZ only
Job Type:Full Time


The Global Industry Solutions Group (ISG) is looking for a high-energy, experienced Sales Business Development Manager (SBDM) who can help Cisco Healthcare teams within [UKI, Germany, Japan, Australia] to drive net-new bookings by leveraging industry knowledge and relationships with non-IT decision makers.This SBDM will identify customer business imperatives and strategies, define how Cisco's products, services and partners can deliver the customer business outcomes, and collaborate with the Account Team and Product Sales Specialists to orchestrate Cisco and partner resources through the sales lifecycle, including post-sale adoption and customer success.They will be responsible for identifying, qualifying, and leading consultative selling agreements with business executive sponsors in targeted accounts.

Reporting to ISG’s Global Director of Education and Healthcare, the SBDM’s primary objective is to build relationships with local field teams, identify areas of greatest opportunity, develop strategies to target and develop relationships with top accounts, provide in-country field enablement, and participate in Healthcare CXCs to build relevance for Cisco in Healthcare.This individual will be a part of the Global Healthcare ISG Team and will liaise with the Global ISG BDMs to ensure alignment with our Global Strategy for Healthcare, including major strategic accounts/lighthouses, key use themes and use cases, enablement, and GTM orchestration.

Essential job responsibilities include, but are not limited to:

  • Work with Global ISG and in-country leadership team to prioritize areas and customers with greatest opportunity
  • Lead and orchestrate Cisco and partner resources to identify & qualify opportunities, create and close deals, and achieve product and services pipeline and bookings targets
  • Establish and maintain customer relationships at the executive/business decision maker level
  • Develop and present compelling business cases to customers, maintain expert-level knowledge of all elements of the business case, including the drivers of cost, benefit, and risk
  • Create an account strategy focused around key customer requirements, desired business outcomes, alignment with Healthcare use cases, and a detailed market execution plan to be shared with field leadership and account team members
  • Partner closely with Healthcare Architect to align the technology architecture to the customer’s desired business outcomes
  • Ensure customer success by orchestrating resources to assist the customer in realizing the full value of their technology investment
  • Comply with Cisco SFDC reporting of weekly, monthly, quarterly and annual key account engagement activities
  • Manage multiple pipeline opportunities and prioritize based on Cisco’s ISG Healthcare strategy
  • Engage, advise and mentor sales teams on Healthcare business imperatives and business value based consultative selling approaches

QUALIFICATIONS: MINIMUM QUALIFICATIONS

  • 10+ years Healthcare industry experience
  • Expertise in leading consultative selling approach and establishing credibility as trusted advisor by executives, architects, and industry personnel with healthcare providers, payers, and health systems
  • Strong book of highly visible contacts in the healthcare industry, specifically with C-Level and senior executive leaders
  • Knowledge of clinical or operational workflows, key business process enablement, and technology solution design
  • Demonstrated experience in delivering business-relevant solutions to healthcare customers
  • Financial acumen necessary to develop and present a comprehensive business case
  • Strong leadership skills and ability to collaborate in a dynamic cross-functional organization and influence other teams in executing healthcare strategic objectives
  • Sales and/or sales management experience for a technology provider, integrator or enterprise IT delivery organization
  • Ability to create and communicate a compelling vision to senior executives, with capability to leverage logic, experience, facts, data, and passion to influence others
  • Strong communication and listening skills, a thorough approach to complex problem solving, managing to metrics and KSOs
  • Understanding of competitive products, emerging technologies, and applicability to customer environments

QUALIFICATIONS: PERSONAL ATTRIBUTES

  • High-energy, excellent communication skills, emotionally intelligent, “out of the box” thinker, leads by example, no task is too large or small, a doer as well as a leader, an educator
  • Must be able to orchestrate effectively across organizational boundaries
  • Demonstrated creativity and team focus in a dynamic, fast paced and changing environment
  • Ability to excel in an environment of high autonomy to produce business results
  • Customer facing professionalism – listening, ability to ask insightful questions, build consensus, advance opportunities to next level
  • Understanding and framing client business and technical imperatives, and inspiring confidence with a variety of internal and external constituents
  • Must have vision, passion, humility and the courage to set a course that will engender the respect of the Cisco team, customers and the industry at large.