Business Development Manager (Leadership Role)

Job Description

The Business Development Manager is a significant role in Cisco s Customer Experience business offers which is accurately aligned with customer needs and fulfilling their requirementsThe BDM engages and assists to develop sophisticated deals which require customized elements of Services Portfolio to create effective solutions.To execute this role, the BDM partners with Cisco Sales Agents (e.g., AMs; RMs; SEs; PSS; Unified Sellers) and Cisco Services specialists (Architecture, innovation Team) to develop business deals which are designed for customer success and are financially attractive and supportable by Cisco. In addition, the BDM collaborates with Project Managers (PM), Customer Operations Managers (COM), Solution Integration Architects (SIA) and Service Delivery Executives (SDE) within the Client Relationship Team to integrate the best knowledge of customer capabilities and value realization.The BDM activities include building the right services solution & supporting technical proposal, analysing/ constructing sophisticated Sales proposals and creating support documents and collateral needed to effectively close business deals.The BDM orchestrates the delivery of required support elements to build the proposal from all internal & partner organizations (GPS, GCS, CX Centers, PMO) and personnel outside of Cisco Services Theatre.The successful BDM establishes extensive solid understanding and capability in crafting business offering to satisfy customer expectations and requirements while proving Cisco with financially attractive deals.This position reports directly to the Country Leader of CX Business Development Team.At the professional level, the BDM is expected to work independently or at the direction of a senior BDM. The BDM develops and executes deliverables in collaboration with Sales, Services team leaders/ members within the Theatre Services organization and with support for Cisco services resource teams and external partner organizations.Role and ResponsibilityFocuses primarily on deals of moderate to high complexity which can potentially include the entire portfolio of Cisco services, including Professional Services (PS), Support Services (SS), Cloud & Managed Services (CMS) and other Cisco services offerings.Actions directly impact the timely booking of attractive business deals.Responsible for the development & support of sales offering which align deliverables and outcomes to the customer realization of appropriate value.You will work with customers & partners to gain requirements for project based solution rollouts and translate these requirements into a Statement of Work (SOW) outlining roles and responsibilities of the parties as well as project based deliverables.The BDM also works with and direct CX Centre teams with regard to internal processes, SOW drafting, effort and margin analysis, legal reviews, deal-desk reviews, and delivery planning. Including effectively running remote back office teams as virtual support teams on deals.BDM role addresses assigned qualified deal projects or programs for the Services Theater customer set. Individual expertise may be used in other sophisticated sales opportunities across Cisco.Applies extensive knowledge of Cisco horizontal, or cross-architectural, solutions to develop effective and offers that result in booked business.Demonstrates multiple services offerings to optimize the value delivered and Cisco s financial performance.Creates delivery cohesion by integrating selected service offer elements from Cisco s multiple services organizations.Drive knowledge management regarding standard methodologies (knowledge on how to sell and approach sophisticated solutions) on given topics for internal and external use.Ensure continuous upgrade of subject matter expertise and actively participate as a specialist on assigned Virtual Team(s) and/or Solution Team(s).Continually gather service requirements and submit findings to Cisco Services Marketing and LOBs to drive product and service portfolio developmentProvides guidance as a Cisco Services SME to less senior BDMs in the development of new business offers and deal support.Develops and maintains relationships across the internal Cisco Services organizations to develop Services Solutions expertiseExternal InterfaceProvides frequent customer-facing Services and solutions expertise in creating, documenting, and validating the offer detailed requirements.Articulates the value by aligning Services skills, efforts, and deliverables associated with qualified sales opportunities.Services brand ambassador who proactively engages with customer, understands their business plans, technology adoption plan and highlights how to make the adoption successful by bringing in the right service offerings at an opportune moment thereby building a brandStrong technologist who can map the business needs to technology architecture and can peer with the customer CTO, Engineering & operations team leadersValidates the value proposition with teams, and the customer during the offer construction. Frequently assists in direct customer communication on validating and refining their requirements and expectations.Partners closely with Technology & Transformation Teams (T&T), GPS and Service Practices organizations to apply the capabilities of Cisco and partner organizations to specific customer requirements.Supervision given and receivedProvides direction to and coordinates efforts of services support resources in creating effective elements of the deal negotiation package and required business documentation.Provides direction and guidance to more junior SVAs or BDMsHandles deal development & support projects/ programs as assigned by the BD Team leader or Senior BDMWho You ll Work WithCX is a team of extraordinary technical guides whose #1 focus is to deliver best-in-class customer experience. We help tackle the toughest business challenges with network-centric solutions that accelerate customer and partner success and dedication. Our success is measured through extraordinary financial results, growing customer happiness metrics, industry recognition, and employee happiness scores.Who You AreBachelor or equivalent, in Business, IT. MBA is a plus.15+ years in Technical Sales/Pre-sales related position with extensive (3+ years) technical operation/key account management experience in Services Provider segment.Specialist in consultative/solution selling and professional services with industry certifications (eTOM, ITIL, TOGAF etc)Combination of broad experience in IT technology or collaborating with a focus on deep technology expertise on Service Provider technologies. Industry certifications preferred (CCIE equivalent)Demonstrated ability to succeed in a matrix type interpersonal environment.High-energy, self-starter with multifaceted 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 partners regarding solution constructs with no-nonsense justification based among other things on customer business understanding.Good 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 pricingExtensive knowledge and understanding of the application of the Cisco Services Portfolio in creating effective customer offers in to complex deal constructs.SME on evaluating and applying Cisco Services Capabilities (direct and/or through Partners) to fully align to customer opportunities and expectations.Ability to define, price, and justify outcomes-based solutions.Possess extensive skills in: problem solving, negotiating, business writing, customer relationship management, conflict resolution, 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.Advanced knowledge of the various tools and deal creation/booking processes.Financial Acumen Experienced in finance and P&L process and standards. Highly capable in applying customer ROI/ financial value analyses to deal negotiations.,

Keyskills :
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