Qualifies and progresses sales opportunities within a broad geographic territory covering both Small and Medium Business (SMB) and Mid-Market segments. Processes a high volume of virtual transactions, engaging directly with a select subset of customers to validate opportunities and ensure sufficient resource allocation. Serves as an opportunity facilitator, receiving and managing inbound opportunities from partners, marketing teams, and Sales Development Representatives (SDRs). Maintains a comprehensive understanding of Cisco’s full product portfolio to deliver the “One Cisco Story”. Engages specialist teams to enhance the sales process in areas requiring deep technical expertise. Aids in moving deals down the sales funnel by qualifying opportunities and holding partners accountable to manage and close deals. Analyzes data and creates accurate weekly, monthly, and quarterly sales forecasts. Stays informed about industry trends, market dynamics, and competitive landscapes
- Specialization and Focus - Generalist, with knowledge of the full product portfolio and a focus on Networking and Security. Operates as a unit with team members in an iAE pod. Strong ability to coordinate on strategy, education, and sales to scale reach and delivery within a shared set of Mid-Market and SMB accounts
- Customer Engagement and Accountability - May interact with customers or partners through the qualifying process
- The Internal Sales Process - Spends most of the time prospecting, may re-enter the sales process to support deal agreement and closing
- Corporate Interlock - Low corporate interlock (limited to no time with the BUs)
- Typical Sales Cycle - Medium Sales Complexity. Average length of deal is 3 months. Typical deal size is <$50K, with most sales between $50K to $250K
- Success Measures - Goal achievement is measured at 60% of total Networking revenue and 40% Team Goal across pod (all architectures)
What You'll Do:
- Manages complex opportunities with Partners across a shared set of Mid-Market and SMB accounts within a pod
- Cultivates collaboration across the pod to stay informed and identify when to engage team members at any given time to maximize opportunities
- Strengthens relationships with iAE team members within the pod and partners
- Provides critical input to cross-architecture initiatives to optimize strategic opportunities across the pod
- Engages and manages Mid-Market accounts using RAD data and AI tools to drive customer acquisition and retention through effective cross-pod coordination
- Develops in-depth understanding of customer(s), product(s), organization, industry, challenges, to align Cisco’s solutions with decision-makers; researches other relevant solutions as required
- Empowers partners with market analysis and strategic support to enhance opportunity targeting and build a strong Mid-Market pipeline
- Facilitates workshops and strategic planning sessions with multiple customer stakeholders
- Provides Partners with tools and resources to deliver multi-technology, cross-architecture solutions
- Leverages outbound marketing campaign content and insights to aid Partners in tailoring outreach efforts
- Delivers strategic insights that influence deal direction
- Combines advanced knowledge of a primary Cisco portfolio with working knowledge of other Cisco architectures
- Collaborates with partners and cross-functional teams to support design and proposal of advanced, customized solutions that address nuanced customer needs
- Facilitates technical discussions with customer IT and business leaders to co-develop solution roadmaps
- Uses standard and occasional non-standard methods to describe Cisco’s solution value and address customer challenges in discovery conversations
- Ensures real-time updates across deal stages, legal forecasts, and key customer interactions through consistent virtual connection with partners
- Collaborates with finance to accelerate deal closure and resolve complex issues
- Influences partners and team members by shaping strategies and providing Networking portfolio expertise
- Operationalizes knowledge sharing, leveraging informal and formal channels to foster collaboration and drive a culture of continuous learning and innovation amongst partners and the pod
Minimum Qualifications:
- Bachelors + 5 years of related
- experience, or
- Masters + 3 years of related
- experience, or
- PhD + 0 years of related experience
Preferred Qualifications:
Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications.
THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS
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