Cisco Director-Business development and Sales in Beijing, China

Director-Business development and Sales

  • Location: Beijing, China

  • Area of Interest Business Development

  • Job Type Management

  • Technology Interest AI or Artificial Intelligence, Big Data, Analytics, Cloud and Data Center, Networking, Security, Software Development, Testing, Wireless, Mobility

  • Job Id 1237651

Sales Business development Director

This role is to drive Cisco business growth in the Greater China region by focusing on net new businesses including but not limit to Smart Cities, Cisco Innovation Incubation Center (franchise model), Industrial Internet (smart manufacturing and smart transportation) as well as recurring business model such as X-as-a-Service.



In Greater China, Cisco is accelerating it transformation from hardware-centric to totally solution led growth model, to capture the huge new opportunity in both traditional IT space and new areas like cloud, IoT, big data, etc. To support our ambition, we're setting up dedicated biz development team to enable our sales team to transform.

We're looking for a leader to build the new biz GTM team, drive the new biz growth and help lead the transformation of Cisco China

. The role provides unparalleled perspective and exposure to Cisco's transformation. The role has the following key responsibilities:

This is a customer facing business development and solution selling role aimed at identifying business opportunities for mid to long term ,through leading & engaging key stakeholders to interpret & advise customer business needs into solutions, with focus on information and communication technology;

Develop smart city,JV strategy, GTM and action plan

  • Understand current Cisco offerings and discuss with internal Cisco stakeholders to understand their priorities

  • Understand Cisco global best practices/ latest trends and evaluate relevance to GC

  • Evaluate and identify priority offerings for GC and design GC specific packages/ consumption models where necessary

  • Understand processes, key challenges and approaches of large deals and draw implications to GC landing

  • Design the best GTM for each type of offering, including sales teams, partner, etc

  • Build multi-level relationships with key internal stakeholders and engage appropriate cross-functional resources to ensure relevant resources/ support

Drive GTM transformation and implementation:

  • Work with sales teams to identify hi-potential customers and build pipelines

  • Be responsible for pursuit, negotiation and closure of large deals

  • Engage customers at CxO level, understand the customer's requirements and also to validate the proposed Cisco offer approach against those requirements and successfully negotiate deal to closure

  • Closely work with sales teams and architecture teams to create overall proposition/offer to the customer

  • Drive sales of major SaaS offering and explore effective GTM and selling model

  • Create a bid strategy, develop business case/financial modelling and investment justification for the sales opportunity which identifies:

o High-level deal construct - identifying the key Cisco values and differentiators

o Areas of Cisco assurance, where we will take execution responsibility

o Possible risk/reward for Cisco, in addition to key project dependencies

o The direct/virtual resources required to deliver an offer

  • Build channel partners and ecosystem

  • Build multi-level relationships with key internal stakeholders and engage appropriate cross-functional resources to ensure broad agreement on the deal construct. In addition ensure all required (internal) deal approvals are obtained

Operational Excellence:

  • Land new product in China and work with operation team to get operationally ready

  • Deliver information on metrics related to active and completed deals

  • Train, coach, educate, and assist the local sales force to drive deals

Skills/Expertise Required

  • 15+ years' experience in business development

  • Experience in building and managing channel ecosystem

  • Strong leadership experience in building and managing large teams

  • Passion in creating new business and entrepreneurship experience

  • Strong problem solving skills and business case structuring

  • Strong communication skills

  • Inclusive, strong collaborators

  • Ability to interact with senior customer stakeholders

Skills/Expertise as plus

  • Prior experience in structuring and executing large deals

  • Managing in complex environments against timebound targets and overcoming internal barriers

  • Familiar with Cisco product portfolio or with relevant experience

*LI-APJ-AL1

Cisco is an Affirmative Action and Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.