Business Development Manager CER - Germany

Job Description

Business Development Manager CER - Germany

Frankfurt, Germany

Candidates can be based anywhere in Germany
About Us

AppDynamics is an application performance monitoring solution that uses machine learning and artificial intelligence (AI) to provide real-time visibility and insight into IT environments. With our unique AIOps solution, you can take the right action at exactly the right time with automated anomaly detection, rapid root-cause analysis, and a unified view of your entire application ecosystem, including private and public clouds. Using AppDynamics, you’ll finally align IT, DevOps, and the business around the information that helps you protect your bottom line and deliver flawless customer experiences at scale.
AppDynamics was acquired by Cisco in 2017 for a record breaking multiple. This acquisition reinforces Cisco's strategic direction and its shift to software-centric solutions, and provides AppDynamics with the resources and support to further accelerate the hyper growth of the business, and the career opportunities for our world-class teams.

About the Role

Vision

Leverage the scale of Cisco to accelerate the growth of AppDynamics (AppD) solutions whilst retaining the existing process, rigour and focus that has made AppD successful to date.

Strategy

• Retain focused, stand-alone AppD sales and pre-sales organisation.
• Quickly win prominent accounts to build momentum and generate stakeholder (internal and external) confidence in the acquisition.
• Cisco teams to support AppD’s existing sales motion and accelerate growth through targeted engagements and open doors to Cisco’s customer base.
• Cisco sales to assist in opportunity identification.
• AppD sales accountable for all opportunity qualification.

Execution

• Build relationships between AppD and Cisco sales teams for target accounts.
• Work closely with senior sales leadership to identify top accounts and opportunities where AppD would fit.
• Educate leadership, sales and architect teams on how to spot AppD opportunities.
• Create and communicate success stories for Cisco/AppD wins.
• Ongoing communication of integration across field and senior leadership teams.
• Identify and address factors or individuals constraining the growth of AppD across Cisco accounts.
• Work with product sales specialist (PSS) teams to weave AppD messaging into joint offers (but keep sales execution separate).
• Help build trust between Cisco and AppD sales teams.
  • Character – intent and integrity of the sales person and process.
  • Capability –results that should be expected based on prior performance.
• Give sales more time to sell leading to increase in qualified new business meetings per-rep (currently 10 per qtr). Take away burden of:
  • Providing detail on the integration effort and success to Cisco reps, AppD reps and customers.
  • Enabling Cisco teams to spot opportunities.
  • Promoting the benefits of the acquisition to Cisco teams.
  • Identifying Champions within Cisco that can help broaden the engagement.
  • Explaining to existing AppD customers the benefits of the acquisition.
  • Answering common questions around compensation, targets and process.

Employee Benefits

We know that the award-winning culture at AppDynamics is something to brag about and as part of our commitment to our employees we also offer a wide ranging benefits package including but not limited to:

• Competitive compensation for your work.
• Generous holiday / vacation policy and additional paid time off available to support volunteering activities.
• Excellent Pension, Insurance and healthcare benefits.
• Maternity & Paternity Support.
• Employee and Family Assistance.
• Participation in Cisco Employee Stock Purchase Program.

Just a note
Note to Recruiters and Placement Agencies: AppDynamics does not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any AppDynamics employee. AppDynamics will not pay fees to any third party agency or firm and will not be responsible for any agency fees associated with unsolicited resumes. Unsolicited resumes received will be considered property of AppDynamics.

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