Cisco Volume Play Sales Account Manager in Shanghai, China
Volume Play Sales Account Manager
Location: Shanghai, China
Area of Interest Sales - Product
Job Type Professional
Technology Interest *None
Job Id 1235712
What You'll Do
The Volume Play Account Manager role is a key role in the team which is part of the Greater China Commercial sales team. The Volume business is a channel-led programmatic and promotion-driven business targeting midmarket and SMB customers in the region with low Cisco sales touch. The goal is to grow the ‘run-rate' business and the Commercial GEO territory as a result of these efforts.
The primary responsibilities of this role are to plan and execute sales programs to drive the volume product/solution portfolio in the theaters: enabling the distributors and resellers on Cisco's volume multi-architecture portfolio, drive sales of the volume portfolio with the distributors and resellers against our competition, plan and execute demand generation campaigns with distributors and resellers, drive specific promotions through the various routes-to-market, participate in trade shows and events to promote the volume portfolio and provide competitive insights and recommend Cisco's response to competitor actions. The success of the role will be measured against the overall promotion-driven business from the volume portfolio and how the volume business contributes to the overall growth of the Commercial GEO Territory business.
The Volume Play Account Manager is responsible for the planning and execution of the volume sales programs in their respective theaters:
Develop an in-depth technical understanding of the products and solutions in the volume portfolio across the various Cisco architectures
Develop an understanding of Midmarket and SMB customer and partner requirements, market opportunities, and competitive conditions
Enable Commercial sales teams (GTAMs, Virtual sales, Commercial Sales Associates/Road Warriors, Technical Road Warriors) on how to position and sell the portfolio to the target customers and the sales programs for partners to execute
Enable distributors and resellers on the volume portfolio i.e. how to buy, position and sell the products and solutions in the portfolio to the target customers, and ensure last mile execution
Provide subject matter expertise on the volume portfolio and sales programs and deliver demonstrations and presentations in roadshows, events and trainings etc.
Drive the packaged volume offers created by the volume program team into the market
Provide pricing intelligence on the volume portfolio and the corresponding competitor products to the Fast Track team to ensure competitive pricing in the market.
Provide market intelligence on competitor actions in the market through interactions with distributors and resellers
Engage the Portfolio BDMs and the Business Entities/Units on the volume portfolio positioning, features and local and/or competitive requirements
Collaborate with Distribution sales teams, Commercial Sales Teams, Services Sales, and Partner Organization teams and Marketing to plan and execute enablement and demand generation campaigns with our partners, and ensure an integrated Cisco approach
Analyze and track volume portfolio sales performance and provide recommendations to adjust course on programs / initiatives as required
Gather market intelligence on Cisco's volume portfolio against the competition and understand key drivers of success to compete with them in the market
Conduct regular business reviews with the distributors/resellers and theater sales and partner teams and other key functional groups to ensure GTM execution
Be the escalation point for theaters/countries on the volume business
Who You'll Work With
Cisco is a unique innovator, accelerator and connector. We connect our employees to our partners and our customers, to ensure that the speed, agility and security of Cisco solutions have a multiplying effect worldwide. In the Asia Pacific and Japan region, the Commercial and Marketing teams build our brand, advance key Cisco growth areas such as Security & Software and implement our technologies together with our partners.
Every day, we feel inspired by our Commercial customers. They continually surprise us with their forward thinking and incredible drive to grow their business in a changing digital world. Our customers and partners make Commercial in APJ Cisco's growth engine. I am proud to contribute to this success, so we continue to connect everything, innovate everywhere, to benefit everyone.
We are on a journey to further harmonize our Commercial sales power with the most advanced digital marketing techniques available. I believe our edge comes from the combined team: to find the audience, meet every technology challenge and make the sale.
Who You Are
To be successful, the Volume Play Account Manager would need to understand the multi-architecture volume portfolio in its entirety and how to position the portfolio with distributors and resellers in the market. The role is also about executing the volume sales programs with our distributors and partners in with a consistent cadence to drive the growth in the volume business. The Volume Specialist will need to take into account the competitive environment that exists in each market, and learning and responding to how our top competitors roll out sales programs across the Region. The Volume Specialist would collaborate across the cross-functional teams including the Architecture Portfolio BDMs, Distribution PAMs, Theater and Regional Marketing, PAMs and Commercial sales, and other Greater China Commercial functions to bring the volume programs to market.
6+ years experience in the IT industry, preferably in systems engineering, product management, channel sales, or technical pre-sales
Familiarity with Cisco's full products, architectures and services offerings in the Commercial midmarket and SMB space
Experience with the midmarket and SMB space especially in a fast moving, promotion-driven sales environment also an added plus
Excellent planning and execution skills, with an ability to organize and structure the work and the team and ensure that the business is tracking to plan and put in place corrective actions where necessary
Demonstrated ability to work cross-functionally across various organizations to drive outcomes, with proven ability to influence and lead in a highly matrixed model
Excellent written, verbal communication, listening and presentation skills. Able to articulate complex ideas and strategies to people at all levels of the organization.
Strong background and understanding of product, service, and channels sales at Cisco or comparable experience from another company
Bachelor's degree from a reputable university/college
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