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R948383
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Location:
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SOUTH AFRICA.GAUTENG.JOHANNESBURG
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Job Title:
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Solutions Executive
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Region:
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EMEA
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Area of Interest:
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Sales
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Level of Experience:
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Experienced - Non Manager
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Flexible Work Option:
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Yes
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Job Description:
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Solutions Executive, Service Sales – Service Provider Segment (EMEAR)
About Cisco
Cisco
(NASDAQ: CSCO) enables people to make powerful connections whether in
business, education, philanthropy, or creativity. Cisco hardware,
software, and service offerings are used to create the Internet
solutions that make networks possible-providing easy access to
information anywhere, at any time. Cisco was founded in 1984 by a small
group of computer scientists from Stanford University. Since the
company’s inception, Cisco engineers have been leaders in the
development of Internet Protocol (IP)-based networking technologies.
Today, with more than 63,000 employees worldwide, this tradition of
innovation continues with industry-leading products and solutions in the
company’s core development areas of routing and switching, as well as
in Datacenter and Collaboration.
It’s an exciting time to work at
Cisco and we believe the most important change to the network experience
is upon us. We see a future where the network is the platform. A
network that is no longer used just for transactions, but for real-time
collaboration to deliver the experience anytime and anywhere. We will
not only change the way the world works, lives, plays and learns – we
will change life experiences.
Service Provider Service Sales Segment Team EMEAR
The
Service Provider (SP) Service Sales Segment Team supporting the EMEA
& Russia region has three distinct responsibilities:
1. Strategy
Development & Communication: Working across all of Cisco’s key
accounts in the Service Provider market segment puts the team in the
optimal position to support the Cisco Service Sales leadership team in
EMEAR to develop, maintain and communicate the corresponding strategy on
an on-going basis. Reflecting on customer strategies, resulting
business requirements and purchasing patterns, analysing general market
trends and competitive information is just as important as continuously
adapt and communicating the strategy across the Cisco Service Sales
organisation.
2. Transformational Business Development: The main area
of focus for the SP Service Sales Segment Team is the identification
and support of transformational opportunities in key target accounts
(Transformational and Service Major Accounts) across the EMEAR region.
Working with the local account teams and a large set of supporting
functions the SP Service Sales Segment Team develops compelling value
propositions and commercial offers to help winning strategic
opportunities and increase Cisco’s services bookings & market share.
The focus is on developing innovative business solutions for
architectures such as IP NGN, Mobility, Video and DC/Cloud leveraging
Cisco’s full suite of services and capabilities to generate as much
value for our SP customers as possible.
3. Field Sales Enablement: As
the central point of contact to interact with global functions for
capability and portfolio development the SP Service Sales Segment Team
is instrumental in enabling the SP Service field sales in EMEAR to
understand the strategy, portfolio and market trends in order to
accelerate success with all of Cisco’s SP customers in the region. Next
to maintaining the SP Service Sales community this includes sharing of
updates, best practices and delivery of trainings.
Innovation,
creativity and agility are the three most important characteristics the
SP Service Sales Segment Team strives for. This often means exploring
options and business models that do not represent common practice across
Cisco’s organisation today. Making them a reality to help advance
Cisco’s capabilities and customer value generation frequently requires
to act as an internal change agent with a grain of entrepreneurial
attitude.
Service Sales Solution Executive for Mobility
Overview & Responsbilities
The
Solution Executive is an instrumental role in Cisco’s Service Sales
organisation to develop transformational business with our most
important Service Provider accounts across EMEAR. The role exists to
provide expertise, thought and functional leadership for specific
architectures to the local account teams and engage in joint pursuits of
strategic opportunities.
The responsbilities of the Solution Executive include:
•
Identification, qualification and pursuit of transformational
opportunities working in support of the local account teams and with the
corresponding function in the Cisco’s Product Sales organisation
•
Definition of compelling value propositions leveraging the depth of
Cisco service portfolio and coordination of various contributing
functions to turn the proposition into a tangible offer
• Provide
EMEAR Cisco Services Field Sales with up-to-date thought leadership,
market and competitive insights as well as the latest information on
Cisco Services portfolio and best practices for Mobility solution sales
•
Contribution to and communication of the mid and long-term strategy
with regard to Cisco Services’ portfolio and solutions for Mobility
architectures across the EMEAR region
• Management of and regular
alignment with key stakeholders relevant to the definition, sales and
delivery of Mobility solutions across Cisco’s organisation
• Regular
reporting of key sales and market data points, performance indicators
and metrics that support fact based executive decision making by Cisco’s
senior leadership
• Strategic sales planning as well as active sales pipeline management and reporting for the Mobility architecture
Next
to MBOs, annual booking goals for Service Provider Advanced Services
overall as well as Advanced Services bookings specific to the supported
architecture form the variable elements of the Solution Executive’s
compensation.
The role of a Solution Executive works across Cisco’s
matrix organisation and regularly interacts with various teams and
functions, including:
• Local Product & Service Sales account and management teams across the various EMEAR Theatres
•
Advanced Services Practices, Centres of Excellence, Consulting and
Technical Services representing special delivery capabilities
• Local
Advanced Services delivery teams with ultimate responsibility for
delivery metrics such as customer satisfaction and profit & loss
• Business Development Managers from any of these service teams providing delivery methodology, scoping and pricing support
• Product Solution Executives and Product Sales Specialists providing technical and architectural solution leadership and input
• Commercial, legal and finance teams supporting the deal shaping but also providing assurance and approval
•
Corporate and global functions providing portfolio and capability
development, market & competitive research as well general business
development and specific opportunity support
In addition Solution
Executive is also an explicitly customer facing role in support of the
local account team which owns the respective relationship with the
Service Provider.
Education, Skills & Knowledge
• Typically requires BS/BA or equivalent; MBA preferred
•
Increasing levels of responsibility in sales/marketing or delivery of
professional services into top Service Provider accounts is required
• Experience in selling professional services, consulting services, custom solutions for IT architectures
• Demonstrated ability to understand and interact with senior level customer management (Director, VP, CXO)
• Demonstrated ability to succeed in matrix organisations with a proven track-record of cross-functional (project) leadership
• Ability to work in a virtual and geographical distributed setup
• Experience with solutions sales in high tech environments
• Awareness of Service Provider market trends, specifically related to Mobile Operators across EMEAR
•
Proficient knowledge of general concepts, business models, markets and
technology trends for key Mobile architectures such as MPC/EPC, Policy,
SP Wifi, Small Cell, SON, IP RAN, VoLTE or NFV/TelcoCloud; Subject
matter expertise in one of them combined with general knowledge of
others is considered a plus
• Experienced with Strategic Account Planning, Consultative Sales
•
Ability to craft comprehensive service solutions, evaluate related
business metric (TCO, NPV, …) and to articulate business benefits of
those solutions
• Expert verbal and written English communication,
including executive-level formal and informal presentation skills, is
required
Environment & Motivation
The SP Service Sales Segment
Team EMEAR provides an agile, creative and dynamic environment in a
geographical distributed setup with a diverse set of people and
professional backgrounds. Embracing innovation and change in a fast
paced market is part of the team’s DNA and so is a laser-sharp focus on
objectives and goals to make the ideas we have a reality.
As an
ambitious, collaborative, self-sufficient and seasoned individual
comfortable to work in virtual and cross-functional project teams you
will enjoy the autonomy of the Solution Executive role if you are open
to embrace the associated accountability as well as the opportunities
and risks that come with driving innovative business as part of a highly
visible team.
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