Director Regional Security Sales ANZ

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  • Location:
    Sydney, Australia
  • Alternate Location
    Melbourne
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    Security
  • Job Id
    1432652

What You’ll Do

This individual will be required to develop and maximise Cisco's Security revenues in the Australia/New Zealand Region. You will be accountable for significant growth of the entire security Architecture and portfolio of technologies and services, engaging internal resources and collaborators including the Country Leadership team, Marketing, Architecture sales teams, Partners and Cisco Product Business Units. The Director is responsible for and measured against the revenue generated, motivating and inspiring a multi-functional team of employees to achieve a defined set of short and long-term sales objectives.

  • Build and implement an innovative joint long-range business plan with collaboration at Theatre level, regional Architectural leadership and Global GSSO stakeholders.
  • Understand, articulate and position both internally and externally Cisco's end-to-end Security Architecture and Services differentiated proposition.
  • Develop Go-to-Market strategies to grow Security across large Enterprise and Public Sector accounts, SMB and Partners. Maximising various channels, marketing and field sales force teams.
  • Deliver business value to select opportunities for the account, partner, eco-system and Cisco account team. Establish beach-head reference customers
  • Forecast accurately using SFDC and provide insight on market requirements and competitive threats
  • Directly engage on selected major accounts and opportunities where required, whilst allowing the local account team to maintain overall ownership. Influence parties where needed to remove obstacles and secure profitable business for Cisco.
  • Incubate and cultivate senior level relationships with key customers, partners and eco-system vendors to executive level across the region.
  • Build and lead a strong team using technical and business insight to align business drivers to Cisco solutions. Demonstrable experience leading geographically dispersed and culturally diverse teams.
  • Demonstrate effective skills to influence and negotiate with peers, partners and customers using a Win/Win philosophy. Influence via press, media and industry events where required.
  • Engage and own relationship with Industry Analysts within ANZ .
  • Lead, influence and mentor sales teams to increase their effectiveness in selling Security solutions.
  • Take a lead role with senior management, peers, partners, company and customers in progressing Cisco's success in Security solutions.

Who You’ll Work With

This is a Director level position responsible for leading and executing Theater Sales goals for ANZ Security Sales. The Director of Operations will lead an organisation responsible for all the various sectors within ANZ. The Director must possess excellent collaboration skills and will be responsible for establishing and maintaining good relations with leadership in the Account teams, Cross-Architectural Leaders, Channels, AS, Marketing, and other related teams.


Minimum Requirements

  • 5-10 years senior management experience, ideal candidate should possess both sales leadership and multi-functional/general management experience in coaching and developing a sales organisation for 50+ people
  • 8+ years in management roles selling solutions to senior leaders at named accounts, Demonstrated track record managing significant revenue responsibility and or profit/loss center and overachieving targets to meet stretch goals
  • Demonstrated ability to provide thought leadership, think strategically and effectively communicate vision (both written and verbal) and influence cross-functionally.
  • Adept at balancing intense short-term pressures with overall long-term goals.

Other Requirements

  • Excellent communication skills and ability to persuade -- using simple communications that convey complex concepts in a compelling, concise, and creative way.
  • Demonstrated ability to build and lead in a matrix-managed team culture.
  • Strong executive presence, polish, and political savvy

Why Cisco Security

Cisco Security - Cisco delivers intelligent cyber security for the real world, providing one of the industry's most comprehensive advanced threat protection portfolio that is integrated, pervasive, continuous and open. Cisco's threat-centric approach to security reduces complexity while providing unmatched visibility, continuous control and advanced threat protection across the entire attack continuum -- before, during and after an attack.

Global Security Sales Organisation (GSSO) - GSSO is taking big steps to position Cisco as the #1 IT Security provider in the industry. In addition to having the right market conditions, capabilities, products and services, we need the right people to take us there.


Why Cisco?

#WeAreCisco. We are all unique, but collectively we bring our talents to work as a team, to develop innovative technology and power a more inclusive, digital future for everyone. How do we do it? Well, for starters – with people like you!

Nearly every internet connection around the world touches Cisco. We’re the Internet’s optimists. Our technology makes sure the data traveling at light speed across connections does so securely, yet it’s not what we make but what we make happen which marks us out. We’re helping those who work in the health service to connect with patients and each other; schools, colleges, and universities to teach in even the most challenging of times. We’re helping businesses of all shapes and sizes to connect with their employees and customers in new ways, providing people with access to the digital skills they need and connecting the most remote parts of the world – whether through 5G, or otherwise.

We tackle whatever challenges come our way. We have each other’s backs, we recognize our accomplishments, and we grow together. We celebrate and support one another – from big and small things in life to big career moments. And giving back is in our DNA (we get 10 days off each year to do just that).

We know that powering an inclusive future starts with us. Because without diversity and a dedication to equality, there is no moving forward. Our 30 Inclusive Communities, that bring people together around commonalities or passions, are leading the way. Together we’re committed to learning, listening, caring for our communities, whilst supporting the most vulnerable with a collective effort to make this world a better place either with technology, or through our actions.

So, you have colorful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool. Pop culture geek? Many of us are. Passion for technology and world changing? Be you, with us! #WeAreCisco 

Message to applicants applying to work in the U.S. and/or Canada:

When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings.

Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday (for non-exempt employees), plus a day off for their birthday. Non-Exempt new hires accrue up to 16 days of vacation time off each year, at a rate of 4.92 hours per pay period. Exempt new hires participate in Cisco’s flexible Vacation Time Off policy, which does not place a defined limit on how much vacation time eligible employees may use, but is subject to availability and some business limitations. All new hires are eligible for Sick Time Off subject to Cisco’s Sick Time Off Policy and will have eighty (80) hours of sick time off provided on their hire date and on January 1st of each year thereafter.  Up to 80 hours of unused sick time will be carried forward from one calendar year to the next such that the maximum number of sick time hours an employee may have available is 160 hours. Employees in Illinois have a unique time off program designed specifically with local requirements in mind. All employees also have access to paid time away to deal with critical or emergency issues. We offer additional paid time to volunteer and give back to the community.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco typically pays as follows:

.75% of incentive target for each 1% of revenue attainment up to 50% of quota;

1.5% of incentive target for each 1% of attainment between 50% and 75%;

1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.

For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.

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