Director, Software & Services Sales, APJ Service Provider
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Location:Singapore, Singapore
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Area of InterestBusiness Development
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Job TypeProfessional
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Technology InterestService Provider, Services & Software
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Job Id1435970
What You’ll Do
- Expected outcome is to enhance Cisco’s wallet share with customers in Service Provider (SP) Segment across Asia Pacific & Japan (APJ) through an integrated, pursuit motion with a focus on:
- Services Sales: Includes the entire portfolio of professional (advisory, implementation and optimization), support and managed services
- Software Buying Programs (including SPNA): Strategic vehicle to accelerate customer outcome realization as well as Cisco's transformation towards recurring revenue
- Connect with Cisco internal stakeholders, customers, and partners across functions and boundaries to achieve significant results for Customers as well as Cisco's success.
- Help improve quality, efficiency, and effectiveness of ISS functions/processes/projects delivery.
- Advisor to help customers in achieving business outcomes, operational, program, or service objectives.
Role and specific responsibilities
- Your responsibility includes but not limited to:
- Drive Services growth by setting the direction of the overall Service business strategy and key initiatives
- Develop detailed execution plan on how to make it happen, define focus accounts and motions, reorganize team resources accordingly, and set and manage stretch targets for your team to drive performance
- Play a pivotal role in pulling account teams, Customer Experience (CX) presales team, Architecture teams, Partner Org, Cisco Capital, Commercial Finance, and Legal to work together to pursue transformational opportunities to deliver the value of One Cisco
- Accelerate growth in transformation deals in emerging technology areas like Autonomous networks
- Create professional handover from. Sales to CX(PMO) for transformational deals
- Transform Service Sales to drive growth and accelerate Customer Success
- Provide direct leadership to a team of Services Sales Specialists who support account teams on large, complex customer opportunities driving early adoption of new Service capabilities and proposition.
- Create and nurture the Services Sales community across the entire sales operation to promote professional services business and Recurring offers
- Help define the salesforce needs for enablement, training and development with regards to Services portfolio and Sales career path.
- Accelerate the Transition of APJ SP team to Software and software Subscriptions by increased adoption of Buying program
- Collaborate with APJC leadership and its teams to share best practice proactively and learn from others to evolve your practice continuously
- Provide constructive feedback and suggestions to APJC and Global leadership to make this company-wide strategic initiative successful
- Mentors / develop the ISS leadership team in APJ SP
Who You’ll Work with?
ISS is a team of extraordinary team whose #1 focus is to drive sales growth in services, Software BP and large deals for Cisco and accelerate business outcome realization for customers. We help take on the toughest business challenges with network-centric solutions that accelerate customer success and dedication. Our success is validated through extraordinary financial results, increasing customer satisfaction metrics, industry recognition, and employee satisfaction scores.
Minimum Requirements
- You have a solid understanding of key business drivers of services & software sales within the Service Provider Industry & technology landscape
- You will have 16+ years of sales experience in B2B environment with a minimum of 10 years in Country/Regional sales leadership positions, building strong sales teams and leading cross cultural teams across APJ
- Proven experience of leading large & complex cross architecture Services led transformation deals in a SP environment
- Ability to communicate and build trusted relationships with both internal stakeholders and external customers; and demonstrated ability to self-manage and collaborative to achieve business outcomes
- You have an extraordinary track record in a sales leadership role of growing Professional services business
Additional Requirements
- You strive to provide leadership and executive sponsorship to major enablement activities
- You engage with senior customer executives of top accounts, understanding their needs, requirements and expectation of Cisco Services.
- You can influence Cisco’s overall direction and strategy in the segment by being part of different cross-functional working groups and forums.
- You are an experienced leader with demonstrated leadership, communication, problem solving, analytical, and solution selling skills
- You have participated in recruitment and selection process of team members
- You have guided and nurtured team members for their role and have develop team members for future role and continuous enrichment of existing roles
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
What You’ll Do
- Expected outcome is to enhance Cisco’s wallet share with customers in Service Provider (SP) Segment across Asia Pacific & Japan (APJ) through an integrated, pursuit motion with a focus on:
- Services Sales: Includes the entire portfolio of professional (advisory, implementation and optimization), support and managed services
- Software Buying Programs (including SPNA): Strategic vehicle to accelerate customer outcome realization as well as Cisco's transformation towards recurring revenue
- Connect with Cisco internal stakeholders, customers, and partners across functions and boundaries to achieve significant results for Customers as well as Cisco's success.
- Help improve quality, efficiency, and effectiveness of ISS functions/processes/projects delivery.
- Advisor to help customers in achieving business outcomes, operational, program, or service objectives.
Role and specific responsibilities
- Your responsibility includes but not limited to:
- Drive Services growth by setting the direction of the overall Service business strategy and key initiatives
- Develop detailed execution plan on how to make it happen, define focus accounts and motions, reorganize team resources accordingly, and set and manage stretch targets for your team to drive performance
- Play a pivotal role in pulling account teams, Customer Experience (CX) presales team, Architecture teams, Partner Org, Cisco Capital, Commercial Finance, and Legal to work together to pursue transformational opportunities to deliver the value of One Cisco
- Accelerate growth in transformation deals in emerging technology areas like Autonomous networks
- Create professional handover from. Sales to CX(PMO) for transformational deals
- Transform Service Sales to drive growth and accelerate Customer Success
- Provide direct leadership to a team of Services Sales Specialists who support account teams on large, complex customer opportunities driving early adoption of new Service capabilities and proposition.
- Create and nurture the Services Sales community across the entire sales operation to promote professional services business and Recurring offers
- Help define the salesforce needs for enablement, training and development with regards to Services portfolio and Sales career path.
- Accelerate the Transition of APJ SP team to Software and software Subscriptions by increased adoption of Buying program
- Collaborate with APJC leadership and its teams to share best practice proactively and learn from others to evolve your practice continuously
- Provide constructive feedback and suggestions to APJC and Global leadership to make this company-wide strategic initiative successful
- Mentors / develop the ISS leadership team in APJ SP
Who You’ll Work with?
ISS is a team of extraordinary team whose #1 focus is to drive sales growth in services, Software BP and large deals for Cisco and accelerate business outcome realization for customers. We help take on the toughest business challenges with network-centric solutions that accelerate customer success and dedication. Our success is validated through extraordinary financial results, increasing customer satisfaction metrics, industry recognition, and employee satisfaction scores.
Minimum Requirements
- You have a solid understanding of key business drivers of services & software sales within the Service Provider Industry & technology landscape
- You will have 16+ years of sales experience in B2B environment with a minimum of 10 years in Country/Regional sales leadership positions, building strong sales teams and leading cross cultural teams across APJ
- Proven experience of leading large & complex cross architecture Services led transformation deals in a SP environment
- Ability to communicate and build trusted relationships with both internal stakeholders and external customers; and demonstrated ability to self-manage and collaborative to achieve business outcomes
- You have an extraordinary track record in a sales leadership role of growing Professional services business
Additional Requirements
- You strive to provide leadership and executive sponsorship to major enablement activities
- You engage with senior customer executives of top accounts, understanding their needs, requirements and expectation of Cisco Services.
- You can influence Cisco’s overall direction and strategy in the segment by being part of different cross-functional working groups and forums.
- You are an experienced leader with demonstrated leadership, communication, problem solving, analytical, and solution selling skills
- You have participated in recruitment and selection process of team members
- You have guided and nurtured team members for their role and have develop team members for future role and continuous enrichment of existing roles
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
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.
