ANZ BDM Leader
What You'll Do
The ANZ Business Development Manager (BDM) Leader will drive Cisco’s transition to developing repeatable and innovation lifecycle models that drive growth and are aligned with customer needs.
You will lead a team to engage and assist in the development of service solutions design across the Cisco product line, that aim to minimise the consequences of scope reinterpretation.
You will partner with CX, Partner & Sales Organisations and Cisco Services when developing commercial business deals to ensure customer success.
You will be responsible for hiring, developing and retaining talent within the BDM team.
In this role as Leader, you will:
Be the management interface for your theatre to Sales and Delivery.
Be the management interface to CX Regional Leadership.
Align with Regional and Theatre CX and Sales leadership to understand annual and quarterly targets and to ensure prioritisation of opportunity and prospect development to assist Sales to meet such targets.
Establish a full management interlock with Sales and CX to ensure that all opportunities are qualified and prioritised before being assigned to a BDM.
Take responsibility for any sales prospects which do not meet qualification criteria and take action to either reject the sales prospect or assign BDM resource to develop into a sales opportunity.
Provide operational management of the BDM function, guiding BDM activities in line with Regional and Theatre business priorities, reporting on opportunity development and acting as the point of escalation for operational issues.
Lead the BDM team to adopt current BDM operating methods and Best Practice.
Lead the BDM team, work with Sales and CX to develop new high value business opportunities from the early stages of development that drive positive outcomes for customers.
You may also be required to perform the following business development activities:
Develop and support sales offers that align deliverables and outcomes to the customer realization of appropriate value, whilst maximizing Cisco's revenue and margin performance.
Work with customers and partners to capture requirements for project based solution rollouts, translating requirements for development of Scope of Works (SOW) and jointly validating and prioritising opportunities.
Support the Scope of Work (SOW) drafting, effort and margin analysis, legal reviews, deal-desk reviews, and delivery planning.
Apply extensive knowledge of Cisco horizontal or cross-architectural solutions to develop effective and competitive offers that result in booked business.
Leverage multiple services offerings and/or service offer elements to optimize the value delivered and Cisco's financial performance.
Develop the Business Critical Services (BCS) GTM strategy jointly with the Product & Services Sales teams, Global BCS teams, including interlock sales opportunities review.
Continually gather service requirements and submit findings to Cisco Services Marketing and LOBs to drive product and service portfolio development.
Develops and maintains relationships across the internal Cisco Services organizations to develop Services Solutions expertise.
Evangelise Business Critical Services across the company and specifically among product sellers and account teams.
Engage with customers alongside Account Managers and product teams at the C- Level to position Cisco solutions, identify business outcomes, and design engagement scopes to deliver results against those designed outcomes.
Who You'll Work With
CXPM and CX Enablement teams to undertake ongoing field & market enablement on CX offers and solutions, develop customer mindset and work with your relevant stakeholders to seed & develop new opportunities.
Sales teams to provide expertise in architecture, technologies and consulting for services design.
Customer Success to ensure all engagements from CX are in line with the Customer Success Plan where the account has a CSE.
CX Delivery teams to validate and refine their requirements and expectations during the offer construction to ensure successful and profitable delivery.
Who You Are
BS degree (or equivalent) in Business, IT, or related discipline.MBA desirable.
7+ years in Technical Sales/Pre-sales related position with extensive (3+ years) technical operation/key account management experience in either large Enterprise, Government and/or Service Provider.
Strong experience in leadership positions (5+ years).
Strong experience in Service Provider solutions, networking, security, plus orchestration and automation.
Understand the key large Enterprise and Service Provider customer drivers, use-cases, challenges and risks.
Expert in services solution consulting, Architectures, CX, Portfolio Delivery and Service Design.
High-energy, self-starter with progressive track record. High sense of ownership & be a problem solver on assignment given - willing to go extra mile when needed to make things done.
High impact interpersonal and communication skills at both operations and executive level. Ability to influence without owning processes or organizations directly.
Strong analytical capability, able to convince key stake holders regarding solution constructs with sensible justification based among other things on customer business understanding.
Solid experience in Strategic Business Planning, Sales Operations, Finance, Deals Evaluations, project management, and process management areas.
Ability to employ negotiation skills both internally and externally with customers and partners to obtain agreement regarding service solution scopes and pricing
There may be a requirement to travel in line with business needs.
At Cisco, each person brings their different talents to work as a team and make a difference.
Yes, our technology changes the way the world works, lives, plays and learns, but our edge comes from our people.
We connect everything - people, process, data and things – and we use those connections to change our world for the better.
We innovate everywhere - From launching a new era of networking that adapts, learns and protects, to building Cisco Services that accelerate businesses and business results. Our technology powers entertainment, retail, healthcare, education and more.
We benefit everyone - We do all of this while striving for a culture that empowers every person to be the difference, at work and in our communities.
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.