Managed Services Specialist Central Region - US Commercial - 1431755

Application window expected to close 11/22/24
What You'll Do
Reporting to the Commercial East Strategy & Planning leader, as the Americas Managed Services Pursuit Sales Specialist you will be responsible for creating and driving a Go-To-Market (GTM) plan for Managed Services driving an analytic-based sales motion with our MSP partners, Sales Account Managers, and Sales Leaders. The primary focus of this role is to accelerate the awareness, insertion, and growth of the Managed Service RTM for the Commercial East Area.
You will play an integral role in contributing to the success of the overall Commercial East sales team. In addition, you will:
? Leverage sales and finance data analysis and provide insights to aid in identifying and establishing Managed Services sales and growth opportunities.
? Build a business plan for the segment focused on capturing the Managed Service opportunity within the install base and capturing new logos through demand generation campaigns with MSPs and the field sales teams.
? Develop and maintain key relationships with key partner and customer executives.
? Develop a full understanding of key partner managed service offers.
? Provide detailed activity forecasts and regular pipeline reporting.
? Provide insights into growth opportunities for accelerating MS bookings and operationalizing new ideas.
? Work with the APO-MS & Cisco Business Units to drive the evolution of the partner managed service offerings in line with specific area/theatre needs.
? Develop a comprehensive enablement program for the Cisco managed service portfolio with key partners.
? Conduct monthly/quarterly training sessions with field sales to educate them on the MS RTM.
? Keep the pulse of industry trends, competitive landscape, and customer challenges in Managed Services and incorporate this knowledge in enablement programs, offers, and promotions that Business Units and Partners are developing.
? Provide input to APO-MS marketing messaging, positioning, and branding. Refine messaging per market segment and ensure all communications are aligned with approved messaging.
? Demonstrate excellent verbal and written communication and presentation skills to manage interactions with customers, partners, and other important parties.
Who You'll Work With
The Commercial East Team is tasked with accelerating the growth and transformation of our entire portfolio for our customers. In doing so, Managed Services will be a key transformation for all our sellers to ensure we meet our customers where they are and have multiple consumption offerings for how our customers work with Cisco. You will work directly with the Commercial East Director of Strategy & Planning to develop a GTM market model that aligns with the field sales management and sellers to perform against our goals. You will work closely with the Partner Managed Services team to drive the direction and programs of the go-to-market strategy while developing key collaborators inside the field sales organization to drive the existing pipeline and help the sales teams build new pipeline along with key managed services partners.
Who You Are
You are a highly motivated sales specialist with strong experience in SaaS sales and have a solid understanding of Managed Services. You are sales-minded with an expert understanding of sales processes, MEDDPICC, and the importance of driving an efficient and intuitive process in supporting a multi-million-dollar business in close alignment with product business units, partner teams, and account teams.
? Proven experience in analyzing sales data to determine trends and productivity.
? Strong proven knowledge of the Managed Service RTM, including Managed SD-WAN, Multi-Cloud networking, and Security offers.
? Understands how to evaluate, interpret, and incorporate financial data in building business plans and sales strategies and making daily decisions to support and accelerate sales growth.
? Strong Salesforce skills
? Experience using the MEDDPICC methodology.
? Ability to work in a matrix organization and manage cross-functional teaming to build support, secure sponsorship, and ensure alignment for desired outcomes.
Minimum Requirements
? 10+ years of sales/strategy experience working with channel partners, managed service providers, managed services security providers, and/or telecommunications service providers.
? 2+ years of experience in developing business and sales enablement programs.
? A bachelor's degree or equivalent experience in finance or business-related fields.
Why Cisco
Nearly every internet connection around the world touches Cisco. We're the Internet's optimists. Our technology makes sure the data traveling at light speed across connections does so securely, yet it's not what we make but what we make happen which marks us out. We're helping those who work in the health service to connect with patients and each other; schools, colleges, and universities to teach in even the most challenging of times. We're helping businesses of all shapes and sizes to connect with their employees and customers in new ways, providing people with access to the digital skills they need and connecting the most remote parts of the world - whether through 5G, or otherwise.
We take on whatever challenges come our way. We have each other's backs, we recognize our accomplishments, and we grow together. We celebrate and support one another - from big and small things in life to big career moments. And giving back is central to our purpose (we get 10 days off each year to do just that).
We know that powering an inclusive future starts with us. Because without diversity and a dedication to equality, there is no moving forward. Our 30 Inclusive Communities, that bring people together around commonalities or passions, are leading the way. Together we're committed to learning, listening, caring for our communities, whilst supporting the most vulnerable with a collective effort to make this world a better place either with technology, or through our actions.
So, you have colorful hair? Don't care. Tattoos? Show off your ink. Like polka dots? That's cool. Pop culture geek? Many of us are. Passion for technology and world changing? Be you, with us!
Message to applicants applying to work in the U.S. and/or Canada:
When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.
U.S. employees have to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings. Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.
Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco typically pays as follows:
.75% of incentive target for each 1% of revenue attainment up to 50% of quota;
1.5% of incentive target for each 1% of attainment between 50% and 75%;
1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.
For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.