Director, Regional Sales (ITES)
Who You'll Work With
This leader will run the strategy, operating model, and execution initiatives of the Enterprise ITS customers’ GTM.To be successful, the leader would need to understand the overall strategy of Cisco India’s top customers in the ITSP space in India, their digital transformation strategies, technology consumption patterns and buying behaviors, solutions and offers that they need, and the channels that cater to these customers. The ITS customers are managed globally from India and the Sales Director is expected to operate in a global environment. In addition, the Director will need to consider the competitive environment that exists in the ITS sub-segment, and be able to learn and respond to how our top competitors manage the businesses in this space. These customers are in the top-end of Cisco’s technology and services consumers. The key to success in this segment is understanding the lifecycle management for recurring revenue across Software subscriptions and services.
What You'll Do
You will have to lead and collaborate across various cross-functional global teams that make up the extended team including the field sales teams comprising of Global Account Managers/Client Executives, architecture sales specialists, partner sales teams, Customer Success teams, operations, marketing, finance and legal to develop the ITS CGEM business and grow it sustainably and profitably.
- An in-depth understanding of our customers and partner requirements, market opportunities, and competitive conditions
- Have a solid understanding of software and services sales in a B2B environment
- Develop strong business plans around subscription and services lifecycle sales motion to grow AOV in every account
- Identify specific routes to market as necessary, and develop the right business construct
- Identify and develop new business opportunities around ITSP platform play, co-sell, consumption based managed services offers
- Managing 360 degree relationship- stakeholders management to ensure rounded business growth
- Engage with selected customers and channels to understand their needs and evolve the business to meet their needs.
- Orchestrate specialized resources – portfolio BDMs, partner teams, marketing, etc to develop and execute the complete go to market plan.
- Align with transformation strategy of Cisco globally
- Benchmark Cisco’s business against the competition and understand key drivers’ to successfully compete and win marketshare
- Conduct regular business reviews to ensure GTM execution
- Analyze performance and provide GTM enhancement recommendations
- Provide direction and clarity to the team, and develop them as professionals and leaders for the future of Cisco
- Ensure an inclusive and diverse culture that helps team members thrive and grow
Who You Are
Do you have a strong drive and work ethic, ability to develop talent and history of strong performance in leading diverse teams in a challenging and changing environment? Are you at ease in driving your teams for their successful account planning and bookings forecasts? We look for strong sales mentorship skills, flexibility, and a real passion for developing others, together with excellent listening skills and a dynamic work style.
Minimum Requirements
- You have ideally 15+ years of sales management experience in building and managing diverse team environments & in leadership capacity, preferably in sales
- Demonstrated experience of driving transformation within client accounts, preferably in security / AI
- Ability to transition from strategic thinking to managing and solving tactical issues
- Demonstrated leadership and ability to work cross-functionally across various organizations to drive outcomes - requires ability to influence without owning processes or organizations directly
- Ability to influence and lead in a highly matrixed model, and build Executive relationships with customer key stakeholders while driving executive connects with within the organization
Other Requirements
- Familiarity with Cisco’s products, architectures, and services offerings an added plus
- Background and understanding of product, service, and channels sales at Cisco or comparable experience from another company
- Track record of successful performance as a “change agent”
- You have extensive business development or program management experience
- You'll drive business planning, forecasting accuracy, and work effectively with cross-functional teams
- Experience building actionable mid-term and short-term business plans based on a deep understanding of the market and execution levers
- Bachelor’s degree from a reputable university/college
We Are Cisco
#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference. Here’s how we do it.We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re “old” (36 years strong!) and only about hardware, but we’re also a software company. And a security company. A blockchain company. An AI/Machine Learning company. We even invented an intuitive network that adapts, predicts, learns, and protects. No other company can do what we do – you can’t put us in a box!But “Digital Transformation” is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)Day to day, we focus on the give and take. We give our best, we give our egos a break and we give of ourselves (because giving back is built into our DNA.) We take accountability, we take bold steps, and we take difference to heart. Because without diversity of thought and a commitment to equality for all, there is no moving forward.
