Business Development Manager - BCS / Success Track

Job Description

What You’ll Do

The Business Development Manager is a critical role in assuring Cisco’s Customer Experience business offers are correctly aligned with customer needs, fulfill their requirements, and favorably impact Cisco’s financial performance.

The BDM engages and assists in development of more sophisticated deals which require customized elements of the 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, analyzing/ 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)

The successful BDM establishes extensive solid understanding and capability in crafting business offers which both 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 Theater Services organization and with support for other Cisco services resource teams and external partner organizations.

Role and Responsibility

• Scope is program and/or project-oriented and focuses primarily on deals of moderate to high complexity which can potentially include the entire portfolio of services, including Professional Services (PS), Support Services (SS), Cloud & Managed Services (CMS) and other offerings.
• Actions directly impact the timely booking of attractive business deals.
• Responsible for the development & support of sales offers which align deliverables and outcomes to customer realization of appropriate value. Contributions result in maximizing Cisco’s revenue and margin performance.
• The BDM works to gather requirements for project based solution rollouts and translate these requirements into a SOW outlining roles and responsibilities of the parties as well as project based results.
• The BDM also works with and direct CX Centre teams with regard to internal processes, Statement of Work (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 demonstrated in other sophisticated sales opportunities across Cisco.
• Applies extensive knowledge of Cisco horizontal, or cross-architectural, solutions to develop effective and driven offers that result in booked business.
• Demonstrates multiple services offerings and/or service to optimize the value delivered
• 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 complex 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 development
• Provides 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 expertise

External Interface

• Provides frequent customer-facing Services and solutions expertise in creating, documenting, and validating the offer detailed requirements.
• Articulates the value of Cisco services to the customer 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 brand
• Strong technologist who can map the business needs to technology architecture and can peer with the customer CTO, Engineering & operations team leaders
• Validates the value proposition with Sales, Services 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 received

• Provides 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 BDMs in deal development and support projects or programs.
• Manages deal development and support projects/ programs as assigned by the BD Team leader or Senior BDM

Who You’ll Work With

CX 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 Are

• BS degree or equivalent, in Business, IT, or related subject area. 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 consulting with a focus on deep technology expertise on Service Provider technologies. Industry certifications preferred (CCIE or equivalent)
• 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 acquire agreement regarding service solution scopes and pricing
• Extensive knowledge and understanding of the application of the Cisco Services Portfolio in creating customer offers in to sophisticated 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 explain 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 used in solution development, deployment, and management.
• 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.

Why Cisco

At cisco, each person brings their different talents to work as a team and make a difference.

Yes, our technology changes the way the world works, lives, plays and learns, but our edge comes from our people.

We connect everything – people, process, data and things – and we use those connections to change our world for the better.

We innovate everywhere - from launching a new era of networking that adapts, learns and protects, to building cisco services that accelerate businesses and business results. Our technology powers entertainment, retail, healthcare, education and more – from smart cities to your everyday devices.

We benefit everyone - we do all of this while tackling for a culture that empowers every person to be the difference, at work and in our communities.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

#WeAreCisco.