Cisco Software Sales Specialist - Germany (1224256) in Garching, Germany
Software Sales Specialist - Germany (1224256)
Location: Garching, Bayern, Germany
Additional Location(s) anywhere in Germany
Area of Interest Sales - Product
Job Type Professional
Technology Interest *None
Job Id 1224256
What You'll Do
Cisco Systems is hiring Software Sales Specialists to support our fast growing software business. Many of our largest customers want to license all the necessary software and subscriptions to implement our solutions in a single licensing agreement. Reporting to the software leadership in the German Management team this role will work in close cooperation with the Digital Acceleration Group in EMEAR and the country Account and Sales teams. This is a sales role that will target and rapidly grow customers who are interested in Enterprise Licensing Agreements (EAs) and larger / more complex software and subscription transactions. The role will be to support our direct and partner sales teams in explaining, structuring and selling Enterprise Agreements and our key software offerings with licensing expertise .
Who You'll Work With
The Internet of Everything is a global industry phenomenon that is driving the biggest market transition for Cisco and our customers. This includes the intelligent connection of people, process, data, and things. It's where everything is converged on the Internet, making networked connections more relevant and valuable than before.
Opportunity comes from the combination of technology and people. Cisco is one of the largest software providers in the world with solutions that bridge Collaboration, Security, Networking and key initiatives like Software Defined Networks and Data Centres
Who You Are
The Software Sales Specialistwill spend approximately 60% of their time working with account teams and customers exploring the best licensing agreement for the customer, explaining the agreements and assisting in the negotiations around key software contracts. Cisco Systems expects its software and Enterprise Licensing business to grow very rapidly over next several years so this individual will help not only start up this important business, but make expert recommendations on how we can scale this business out to a multi-million dollar business for Cisco Systems.
The Sales specialist will focus on three key area’s to accelerate Cisco’s market position. These are: the identification, development and closure of key strategic deals; the systematic scaling of Enterprise Agreements and Recurring Offers and leadership of Recurring Offer messaging with in Sales.
Areas of Responsibility:
• Provide leadership, expertise and experience in the commercial transformation of the Cisco Recurring Offers business
• Owns the opportunity specific introduction of new commercial structures to extend or enhance our account position and deliver a long term customer lifecycle
• Primary focus on leading and scaling Enterprise Agreements
· Working with Account teams and partners to qualify new opportunities.
Meet with customer CXO's and partner with account teams to define contract success metrics, solutions, and models.
Advising on strategies and positioning for specific customers based on experience, best practices and particular account situations.
Making initial presentation to customer, helping team qualify.
Define offer and do preliminary pricing, test with customer.
Prepare and position final pricing and value presentation
Deal scoping through to detailed pricing (including IB and a services strategy / link to Icebreaker)
Drive best practice for deal structure/terms/justification
Support deal approval/negotiation and ensure compliant booking
Help account team with any issues that have to be escalated to Business Unit (BU) or Commercial Finance.
Customer feedback to BU on enhancements and changes we need in the future.
Work with partners as a proxy for the account team to help them sell an ELA or complex software offer.
Preferred Candidate Qualification profile
Experienced direct sales professional that has a consistent track record of success demonstrating business growth and over achievement against quota across consecutive years.
Proven ability to sell new parts of their portfolio and/or using new styles of business models to close business.
Self-starter, able to work remotely and operate against deadlines
Problem solver, capable of demonstrating sound judgment when managing ambiguity.
Bring simplicity to, and cope with, complex environments.
Team orientated, enlisting and lead virtual teams across functional, hierarchy and cultural boundaries
Numerate: Comfortable organizing, interpreting and presenting data
Knowledge of Cisco Portfolio across architecture
Does not need to be a technical, solution or architecture expert, but knows where to find it
Does not need to be a software or contract expert (we can give that), but needs the ability to sell a concept to internal and external stakeholders
Possess a proactive, innovative, and action-oriented entrepreneurial attitude
Demonstrates strong interpersonal, analytical, and problem-solving skills in building consensus with people at all levels
Ability to predict risk areas within a sale and create mitigation/contingency strategies- based on past experience
Be able to provide a deep dive analysis regarding recurring offer software to enable insights and key business decisions for customers
Capable of leading conversations to influence a desired outcome
Excellent written and verbal communications skills with the ability to effectively facilitate and communicate through influence and negotiation at all levels of a customer’s organization
Understand the end-to-end processes required to deliver on offer portfolios, and channel execution
Be able to communicate with a combination of strategy, product, sales, marketing, analytic and finance acumen with differing levels of technical detail
We connect everything: people, processes, data, and things. We innovate everywhere, taking bold risks to shape the technologies that give us smart cities, connected cars, and handheld hospitals. And we do it in style with unique personalities who aren’t afraid to change the way the world works, lives, plays and learns.
We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers.
We Are Cisco
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.