Cisco Commercial Business Case Development Manager – Cisco Managed Services in London, United Kingdom
Commercial Business Case Development Manager – Cisco Managed Services
Location: London, England, United Kingdom
Additional Location(s) Edinburgh, Scotland
Area of Interest Customer Experience
Job Type Professional
Technology Interest *None
Job Id 1226111
Senior Business Case Development Manager
Cisco Managed Services
Who You'll Work With
The Cisco Managed Services (CMS) Business Development Manager (BDM) is a critical role within the CMS organisation. You will support Cisco Account Teams, Product Management, Service Delivery, Partners, and Customer contacts at all levels of seniority.
What You'll Do
You will be focused on the following tasks;
Develop CMS business development and growth programs within specified market segments and accounts.
Work one on one with the customer to develop there current true cost basis for running the service themselves today.
Work on the analytical detail of the customers finances, this will involve forensic accounting to understand their P&L.
Be involved from the pre-sales to execution of each deal, creating the commercial proposals on both Customer and Cisco side.
Develop a range of standard benchmarking metrics per industry in order to test the customers current spend against and future spend aspirations.
Support CMS sales and the wider Cisco Sales in understanding customers spend, provide benchmarking data for sales to leverage.
Create and develop buisiness case for customer to leverage when going forward with spending proposals.
Drive simple, complex and highly customised CMS opportunities, engaging at all levels with customers and internal and external stakeholders to the sales process.
Identify opportunities for potential new offerings and improvements to the CMS portfolio.
Identify trends for CMS Product Management and Marketing teams. Work with the product management team to develop benchmarking data per technology and keep this updated.
Communicate and position CMS offerings to enhance Cisco’s overall services penetration, ensuring they drive enhancements in Customer Satisfaction, Margins and Revenue.
In this role, the BDM is responsible for engaging in the Cisco sales process to review, develop, and propose specific solutions for AS-CMS opportunities whilst maintaining the integrity of deliverables with appropriate margins. The BDM will represent AS-CMS and the wider Services business by communicating CMS capabilities and strategies to the field sales organisation, and to partners and customers. The BDM will support the achievement of the overall CMS business revenue and bookings goals.
You will be viewed as a business subject matter expert throughout the organization and serve as a consultative partner regarding CMS. You will be expected to integrate technical expertise, services business experience, and external marketplace factors within the framework of the service product solution selling lifecycle.
Who You Are
Ability to analyse and describe competitive offerings and build unique positioning statements for the Cisco brand, for direct and partner channels.
Specific networking industry experience and extensive business knowledge, built upon a strong technology foundation, preferably with a sales background.
Knowledge of Service Provider, Enterprise Service Delivery Models, ITIL/eTOM, as well as commercial & end client P&L development.
A strong fiscal aptitude, having held comprehensive budget and ROI responsibilities for multi-million dollar projects/programs.
Drive the growth of the CMS business through direct and indirect solution selling
Ability to create, adjust and maintain Baseline Business Case for client facing propositions clearly communicated, well understood, and expectations can be achieved or exceeded.
Design and execute a structured data collection program in order to perform a solid situation analysis.
Knowledge of Cisco networking, collaboration, and data centre technologies, as well as related operational management requirements.
Engage with sales teams as needed to shape CMS contracts and to assist with customer presentations.
Support Cisco Field and Partner staff in ongoing training and development of skills to sell CMS offerings.
Design innovative programs that increase awareness, general leads, strengthen Sales/Partner relationships, and build sales opportunities for CMS offerings.
Effectively manage projects with Service Delivery, Engineering, and Product Management teams in order to develop new cross-functional services and support solutions for data centre and enterprise collaboration solutions to address specific customer requirements.
Experience of selling or delivering Managed Services would be considered extremely advantageous.
You will be creative and flexible, representing a daring team in an evolving organization. The ability to deal with ambiguous situations, work effectively within a team, and deal respectfully with others will be expected behaviours.
Self-motivation, self-discipline, creativity and a determination to reach goals and objectives with minimal management intervention and control. An ability to work independently but also to lead teams in the completion of important projects and major initiatives
Strong leadership, project management, influencing, negotiation and decision-making, coupled with sound judgment. Ability to manage, within functional teams and across the organization, multiple large and complex projects. Highly organized with excellent follow-through.
Strong written, oral, interpersonal communications and presentation skills. Ability to build relationships with peers and higher level management among Cisco sales/marketing staff, business units, partners, and customers. Ability to capture and communicate complex technical or marketing issues clearly.
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