Head of Service Provider
Area of InterestBusiness Development
Technology InterestService Provider
Head of Service Provider, Sales
What You'll Do
The Sales Head for Service Provider will drive increased sales bookings, Customized & Innovative Business Solutions Provider / Architectural Play Value Selling, productivity, customer satisfaction, and relevance for SP accounts (CMCC, Unicom, CT) and Cable/OTT operators in China by leading a high performing sales team of Regional Managers and Account Managers and leveraging capabilities across Cisco. This is a quota carrying role for about USD 400M and will be responsible for a sales organization staffed around 70 headcounts.
The Head for Service Provider is expected to provide vision, direction, knowledge, resources, programs, tools and processes to the field supporting customers to position and sell complex solutions, driving incremental product and services bookings. Support and collaborate with key China and global management teams of IBSG, Sales, Client Directors and Global Account Program office teams.
Support and successfully drive overall process and management of large, complex solution sets.
Who You Are
Specific Responsibilities include but are not limited to:
l Drive sales success of SP accounts & Cable/OTT operators by achieving sales and customer satisfaction goals.
l Tight alignment with China product sales, Bus Dev and service teams in areas of account planning, resource management and services engagement.
l Develop talent to a consistent and high level of competency for the team through learning forums and leverage of Global Account Program tools and resources.
l Create and drive the effective use of the programs, tools, processes and best practices into the team and field sales teams where applicable.
l Collaborate with services global account teams leveraging best practices and offering joint facilitation from an integrated approach to the customer and field teams.
l Manage and support deal strategy, structure, approval process in collaboration with sales field, customer service and sales operations teams.
l Move from Cisco-focused communications to customer-focused communications.
Knowledge, Abilities & Skills Required:
l Working knowledge and experience leading a big sales team (around 70 sales persons) to sell complex technology solutions to SP and Cable/OTT operators customers
l Demonstrated capabilities to cover C-level executives
l Ability to develop complex account plans and strategies
l Understanding of complex sales cycles with a unique ability to accelerate sales
l Proven experience influencing senior level business executives
l Must possess demonstrated leadership responsibilities and experience
l Proven ability to communicate effectively and professionally (verbal and written) with customers and interface with a variety of organizations.
l Strong leadership skills with ability to develop and manage virtual sales teams
l Strong time management, organizational, and negotiation skills
l Demonstrate sound business decision making ability
l Global/multi-national business experience
l Awareness of Cisco Product and Service sales field organizations, processes, drivers
l Program Management Experience
l Knowledge Sales Finance support processes
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