To drive deep engagement with key account in Asia Pacific region with intact team in Sales, Services and Support. Provide high-touch management at CXO level to capitalize on key opportunities and partner in developing business solutions. Plays a critical role in long-term expansion of the Asia Pacific market. Responsible for building, growing and developing top talent leadership team to drive revenue growth and customer loyalty.
You will be setting the strategic account direction that anticipates the needs of customers and consumer trends. You will also influence customers with thought leadership regarding the strategic drivers of their business and assess technology innovations and product improvements.
Understands and can discuss the customer’s overall business strategy, industry fundamentals and business drivers
Up-to-date on broad trends in the customer’s industry
Knows Cisco offerings and how they relate to customer’s technology needs
Up-to-date on business/ political/economic developments
Asks probing questions to better understand the customer, e.g. their long-term goals, their consumers/end users’ needs, their
experiences and views of Cisco products/services, etc...
Speaks in terms the customer can understand when describing products and technology
Knows who makes buying decisions in customer’s organization
Familiar with strengths/weaknesses of competitive offerings
Assists in setting customer account strategy, with guidance of manager
Participates in customer technology planning or functional meetings
Takes into account the financial impact of decisions on Cisco, partners and customers and able to quantify and communicate value of these relationships. Shows patience and understanding for the political realities of customer’s organization as well as what is necessary to navigate within both Cisco and the customer for success. Represents the “Cisco” brand to customer.
Quantifies Cisco value proposition in terms of increased revenue, cost savings, etc.
Has a basic understanding of financial accounting and how it influences transactions
Can read and analyze a P&L, balance sheet and annual report.
Has a basic understanding of the structure, key functions and day-to-day operations in the customer’s organization
Keeps up-to-date on business trends, e.g. reads business/trade publications
Asks questions to understand customer’s local markets
Projects a confident presence to external groups
Demonstrates integrity in dealings with others; presents information accurately
Avoids getting ensnared by company politics within Cisco or at the customer
Asks for manager’s help in identifying potential hidden problems
Is an effective spokesperson for Cisco in local and trade organizations
Leverages both formal and informal power structures to drive positive change for Cisco and the customer. Develops consulting/coaching relationships beyond traditional “vendor” relationships with customer; become a trusted advisor to the client who is sought out for advice. Partners with customer’s own executive team on broad business initiatives that create value for both Cisco and our customer. Starts with a deep understanding of the customers business needs, helps define the risk/reward profile, collaborates on the architecture/design of the solution and implementation.
Communicates with technology leaders about service delivery and products.
Comfortable speaking to CTO and other C-level executives in groups or one-on-one.
Builds trust by being open about alternatives, risks and costs
Follows up with customer on how they are using solutions Cisco has provided
Leverages technical knowledge and persuasive skills to help drive decisions
Communicates with technology leaders about their long-term needs
Builds relationships beyond technology, e.g., with functional leaders who depend on or have input to technology solutions.
Provides information the customer might not otherwise be able to gather, e.g. trend data
Mobilizes resources across Cisco to provide the best solution to customers. Uses mature judgment in knowing when to leverage Cisco executives. Shows flexibility and patience to support a longer sales cycle.
Accurately forecasts resource needs.
Draws on global network to obtain the best available resources to provide solutions to the customer
Develops a persuasive business case to justify the need for resources
Copes with the ambiguity and stress inherent in a long sales cycle
Keep sales team engaged and committed throughout the long sales cycle, leveraging his/her understanding of what motivates each person
Demonstrates a collaborative approach : Communicates a clear vision and strategy for the account that energizes and empowers the team to execute within a common framework. Builds a strong (virtual) team of Cisco resources by creating and communicating clear roles and responsibilities for the team. Develops disciplined processes and communications methods for the team ensuring high standards are set for customer responsiveness within and across international boundaries. Sensitive and respectful of different cultures, values and ways of doing things, adapts own style appropriately.
Holds direct reports responsible for communicating strategy and motivating their teams
Continually improves communications processes
Communicates directly with all team members; makes self accessible to entire team
Adapts own approach and style appropriately when working with people from different cultures
Coaches direct reports on dealing with sensitive cultural issues
To qualify for the position, you should have the experience in managing similar operations, and having dealt with similar strategic business challenges, and a high level of comfort working with internal team and executive leadership. Your abilities as communicator and mentor, as well as your understanding of the constantly evolving marketplace are critical to your success in this position.
A minimum of 15 years experience in sales leadership roles selling ITC solutions and services.
Established strong CXO-level relationship with customers.
Experience in management of all aspects of sales support processes, organizational structures, management practices, staff
development.
Deep knowledge of Service Provider landscape, market and economics
Proven ability to work collaboratively with Theater and Country Sales and Marketing Leaders
Strong interpersonal and leadership skills
Proven record of selling, coaching and mentorship; commitment to sales force performance and ability to identify and cultivate future
sales leaders
Ability to work cross-functionally
Ability to develop and execute both strategic and tactical plans
Experience in business planning, developing sales and marketing programs and execution of programs and strategy would be a major
plus.
Excellent communications skills (both verbal and written) with the ability to effectively interact across functional team and business
units.
Proven people management capability and leadership skills.
Excellent communications skills and the ability/affinity for communicating with customers/senior internal management in both formal
and informal situations.
Strong people management skills and the ability to effectively interact across functional teams in various business units and regional
sales team in Asia.
A high degree of creative ability, analytical and business skills and independent judgment are continually employed.
