Location: UNITED STATES.VIRGINIA.HERNDON
Job Title: Client Services Manager- Public Sector
Region: US & Canada
Area of Interest: Sales
Level of Experience: Experienced - Non Manager
Flexible Work Option: No
Job Description:
Cisco is always looking to identify talented people, especially Client Services Managers. If you are reading this posting then we may not have an open job right now, however it is highly likely we will in the future. If you are interested in working for Cisco in this capacity then please submit your details and CV or resume against this requisition so that when a suitable vacancy arises a Cisco representative can contact you directly. This position generally requires the following skills:
This position uniquely deals with the Public Sector Theater. It presents an opportunity to interact with Department of Defense customers in the US.
Overview: This position centers on working closely with our DOD customers, and shaping a strong service value creation model. In addition, this position requires relationships and leadership presence with a diverse group of internal and external personnel in order to ensure transactions are completed accurately and in a timely manner. This role focuses on achieving revenue goals; forecasting revenue accurately on a weekly, monthly, quarterly schedule; developing a pipeline of opportunities; creating account plans; and closing deals for a set of defined customers in a segment.
Approximately 50% of this salesperson’s time is customer facing.
Job Responsibilities:
* Manage all aspects of the account with respect to deal transactions
* Drive the execution of customer facing activities to conclusion in a quality, timely, and correct manner
Need to lead all available sales resources to help achieve business goal \plan
* Manage service pricing and margins according to agreed aims
* Focus on selling current and new portfolio of service offerings.
* Develop final, detailed proposal and statement of work
* Facilitate sales transactions by;
Understanding customer’s business drivers and map appropriate services offer to meet customer needs.
* Understanding customers’ and partners’ procurement process
* Building relationships with customers and partners in positions within the procurement process
* Navigating partner and customer procurement process
* Navigating and escalating effectively within Cisco
* Drive Multiyear Services Contract Renewals/P-O-S attach
* Plan and prioritize sales activities and customer/prospect contact towards achieving agreed business aims, including costs and sales -especially managing personal time and productivity.
* Create and manage a sales plan using all relevant data (renewals, new product funnel, potential upgrades and end-of-support situations) and then map this data to an agreed market development strategy based on company priorities.
* Maintain and develop existing and new customers through appropriate propositions and ethical sales methods, and relevant internal liaison, to optimize quality of service, business growth, and customer and satisfaction.
* Plan/carry out/support local marketing activities to agreed budgets and timescales, and integrate sales efforts with other organized marketing activities, eg.,product/service launches, promotions, advertising, exhibitions and tradeshows.
* Respond to and follow up sales enquiries using appropriate methods.
* Monitor and report on market and competitor activities and provide relevant reports and information.
* Record, analyze, report and administer according to systems and requirements.
* Communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships.
* Attend and present at external customer meetings and internal meetings with other company functions necessary to perform duties and aid business development.
* Follow standardized and optimized sales processes, e.g., renewals process.
* Attend training to develop relevant knowledge, techniques and skills.
Required Competencies:
1. Developing the Pipeline: Applying knowledge of sales trends, market drivers, and key customer issues and opportunities to do strategic account planning; establishing, prioritizing, executing, and monitoring a course of action to accomplish broad territory objectives and sales strategies; using knowledge to identify and cultivate future sales opportunities to build a strong pipeline.
2. Building Influential Relationships: Working collaboratively with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships. Lead internal support team to help achieve business goals
3. Customer Focus: Supporting customers during the sales process; seeking and taking appropriate actions on customer requirements while balancing business needs; resolving difficult issues in a timely and professional manner; taking responsibility for customer satisfaction and loyalty.
4. Negotiation: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support ones proposal.
5. CXO Relevancy: Adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer’s/partners business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs.
6. Critical Thinking: Identifying and understanding issues, problems, and opportunities; comparing data from different sources to address sales challenges and new opportunities; taking courses of action based on sound analysis and judgment that appropriately consider customer and partner business capabilities and issues, available facts, constraints, competitive circumstances and probable consequences.
Required Experience:
* 8+ years of selling and/or delivering services and solutions in a technology environment
* BS/BA or equivalent experience with graduate degree preferred
Click here for more information and how to apply for this job
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