Cisco Business Development Manager - DC and Cloud Services in Melbourne, Australia
Business Development Manager - DC and Cloud Services
Location: Melbourne, Victoria, Australia
Additional Location(s) Sydney
Area of Interest Business Strategy and Operations
Job Type Professional
Technology Interest Cloud and Data Center
Job Id 1224226
AS BDM Data Centre & Cloud
What You'll Do
The Business Development Manager (BDM) is a critical role in assuring Cisco's Services business offers are aligned with customer needs, fulfill their requirements, and favorably impact Cisco's financial performance.
The Cloud and DC BDM engages and assists in the development of complex Services solutions across the Cloud and Data Centre domain that requires customized elements of the Services Portfolio to create effective End to End solutions.
To execute this role, the BDM partners with Cisco Sales Agents (e.g., AMs; RMs; SEs; PSS) and Cisco Services experts across the Cisco AS organisation to develop business deals which are designed for customer success and are financially attractive and supportable by Cisco.
In this role, you will:
Lead the Cloud and DC Services business development function and focus primarily on deals of high complexity, with a focus on the development Advanced Services opportunities
Responsible for the development and support of sales offers which align deliverables and outcomes to the customer realization of appropriate value. Contributions result in maximizing Cisco's revenue and margin performance.
The BDM works with customers and partners to capture requirements for project based solution rollouts and translate these requirements for development of Statement of Works (SOW) outlining roles and responsibilities of the parties as well as project based deliverables.
The BDM supports the Statement of Work (SOW) drafting, effort and margin analysis, legal reviews, deal-desk reviews, and delivery planning.
Applies extensive knowledge of Cisco horizontal or cross-architectural solutions to develop effective and competitive offers that result in booked business.
Leverages multiple services offerings and/or service offer elements to optimize the value delivered and Cisco's financial performance.
Develop the Cloud and DC GTM strategy jointly with the Product Sales Specialist, Cisco AS and Global BDM team, including interlock sales opportunities review.
Continually gather service requirements and submit findings to Cisco Services Marketing and LOBs to drive product and service portfolio development
Develops and maintains relationships across the internal Cisco Services organizations to develop Services Solutions expertise
Who You'll Work With
Undertake ongoing field & market enablement on Cloud and DC AS offers and solutions, develop customer mindset and work you relevant stakeholders to seed & develop new opportunities
You'll provide frequent customer-facing Services and solutions expertise in creating, documenting, and validating the offer detailed requirements. You'll articulate the value of Cisco services to the customer by aligning Services' skills, efforts, and deliverables associated with qualified sales opportunities.
As a BDM, you'll work closely to validates the value proposition with Sales, Services teams, and the customer during the offer construction. Frequently assisting in direct customer communication on validating and refining their requirements and expectations.
Who You Are : You would have acquired:
BS degree or equivalent, in Business, IT, or related discipline. MBA is a plus.
10+ years in Technical Sales/Pre-sales related position with extensive (3+ years) technical operation/key account management experience in either large Enterprise, Government and/or Service Provider.
Experience in Software, Cloud and Data Centre related services sales
Strong experience in Datacenter/Cloud, and knowledge across Security and Data Centre Networking/SDN. This includes Public/Private/Hybrid Cloud architectures and solutions, Data Centre networking, orchestration and automation
Understanding of the Cloud marketplace including public cloud offerings; key large Enterprise and Service Provider customer drivers, use-cases, challenges and risks of migration to private/hybrid/public Cloud
Understanding of new and emerging development operating models such as Agile development & CI/CD, Dev/Ops, Microservices, Containers, and 'Cloud Native'
Expert in consultative/solution selling and professional services.
Combination of broad experience in Software or consulting.
Demonstrated ability to succeed in a matrix type organizational environment.
High-energy, self-starter with progressive track record. High sense of ownership & be problem solver on assignment given - willing to go extra mile when needed to make things done.
High impact interpersonal and communication skills at both operations and executive level. Ability to influence without owning processes or organizations directly.
Strong analytical capability, able to convince key stake holders regarding solution constructs with sensible justification based among other things on customer business understanding.
Some experience in Strategic Business Planning, Sales Operations, Finance, Deals Evaluations, project management, and process management areas.
Ability to employ negotiation skills both internally and externally with customers and partners to obtain agreement regarding service solution scopes and pricing
Ability to define, price, and justify outcomes-based solutions.
Possess extensive skills in: problem solving, negotiating, business writing, customer relationship management, effective presentation, and active listening.
Experienced in IT operations processes (e.g., ITIL) and how IT processes, practices, and capabilities are leveraged in solution development, deployment, and management will be added advantage.
Financial Acumen - Experience in finance and P&L process and standards. Highly capable in applying customer ROI/ financial value analyses to deal negotiations.
Ability to travel through the ANZ region 30% of the time
Strong written and spoken English skills
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