Renewals Manager-1346392

  • Location:
    Minato, Japan
  • Area of Interest
    Customer Experience
  • Job Type
    Professional
  • Technology Interest
    *None
  • Job Id
    1346392

【募集背景】

シスコは、グローバルの戦略として 従来の製品やソリューション販売を中心としたビジネスから、クラウドやサービス、サブスクリプション型のリカーリングビジネスへと変革している最中です。このリカーリングビジネスにおいては、ライフサイクルを通してお客様を成功に導く顧客体験をお届けすることが求められます。

カスタマーエクスペリエンス(Customer Experience/CX)という組織では、サービスのデリバリーからカスタマーサクセス、デジタルプラットフォームの提供といったお客様のライフライクルにおいて 広範囲で重要な役割を担っており、今回の募集はその重要な役割の一つであるリニューアルに携わる営業組織の強化の一環となっております。


【職務内容】

  •  リニューアルビジネス営業本部は、CXでの唯一の営業組織として、弊社が提供するテクニカルサービス・アドバンスドサービスやサブスクリプション、クラウドサービスの継続的な利用を促進し、アップセル・クロスセルなどにより提供する価値の最大化を目指しています。
  • リニューアルマネージャは、特定のエリア・アカウントやパートナーを直接担当し、サービスやサブスクリプションの契約情報や利用状況を管理しながら、その最大化に責任を持ちます。また、アカウントマネージャやサービス営業、カスタマーサクセス・デリバリーチームとも連携し、お客様・パートナー様の課題や計画に対して適切なソリューションを提案します。
  • また、APJCリージョンやグローバルのリニューアルチームとしての戦略やプライオリティと常にアラインし、アップセルやクロスセルなども含めたリニューアルビジネス最大化をリードします。

【ポジションの魅力】

  • グローバルで推進するリカーリングビジネスへの変革を実現する重要な役割のひとつである。
  • 立案から計画、実行。結果分析から次の立案・計画と一連の活動を自らがリードし実践することで、実務の積み重ねが直接的に自身の成長に繋げられる。
  • グローバル直属の組織であることから他国や地域との協調・連携も多く、様々な経験を積むことが出来る。

                      

【必須 (MUST)

  • 業界での営業経験 (3-7年以上。売上目標管理含む)
  • 基本的なビジネス知識 (データ分析、プレゼンテーション)や関連するシステムによる案件管理の経験
  • 顧客の課題を正しく把握し、最適な提案ができる能力
  • 顧客との折衝・交渉および社内関係各署との調整能力


【あれば尚可 (WANT)

  • チームリーダの経験
  • ビジネス開発業務の経験
  • ネットワーク・システムの保守・運用サービスやサブスクリプション製品の営業経験
  • 基礎的なビジネス英語の習得(会話、読み書きレベル以上)


【期待される人材像】

  • 自ら考えて計画的に行動出来る
  • 問題解決へ向けて論理的に思考出来る
  • チャレンジ精神と向上心に富む
  • 変化を前向きに捉え、ポジティブに行動出来る
  • チームや関係各署との協調が取れる


The CX Renewals in Customer Experience (CX) is responsible for renewing, up-selling, cross-selling and growing Cisco's footprint in the marketplace and the processing of Technical Services / Advanced Services / Subscription / Cloud Services contracts for an assigned geography or accounts. As the brand ambassador for Cisco Services and Recurring Offers to the customer and partner, the RENEWAL MANAGER will lead and deliver on a book of business they are assigned to and will monitor and bring up any concerns they may have to the management team.

This is a customer facing role that will have direct interaction with customers and partners in person, via phone, video and email mediums; therefore excellent interpersonal skills are required.


What You'll Do

  • Achieve sales objectives including quota and productivity requirements and other key performance indicators as determined by sales management.
  • Focuses on current customers and / or partners sales in an effort to consult and sell specified renewal product / service options including multiyear and coterminous service renewals. May take care of multi-national / global renewals.
  • Supports the pursuit and closure of an annuity renewal emphasizing the value of services. This includes, but is not limited to, maintaining IB data and general sales requests.
  • Increase penetration through cross / up-selling based on the understanding of the customers' landscape and the ability to recommend improved and / or complementary solutions.
  • Collaborate cross functionally (integrated sales, inside sales, channels, delivery, operations, and partners) to build credibility, earn trust and provide a single customer facing solution and view.
  • You will be responsible for accurate forecasting and management of the deal through the entire lifecycle (prospecting, deal creation, close, booking, execution). Tools such as Salesforce.com, Cisco Ready Connected Experience, My Deal Manager, Cisco Commerce Workspace, and CCW-R will be used during this process.
  • You will have a strong interlock relationship with the CX Customer Success Adopt / Expand team and the CX Platform Connected Digital Interactions team, and use associated systems, processes and tools.
  • Interprets and utilizes install base data to produce an accurate renewal list by customer / partner on a quarterly and annual basis and drives that information into the sales motions.
  • Owns overall communications and oversees quoting and ordering critical issues.

Customer Engagement and Accountability:

  • May be aligned directly to an account or deployed geographically and / or based on team coverage and assignment; may sell both directly and through / with partners.
  • Pro-actively engage with customers / partners on their renewal opportunities 120 days before renewal date.
  • Spends > 50% of time in contact with customer; mainly interacts with IT, LOB, and key decision makers.
  • Spends 25% - 50% of their time building awareness to assess customers' landscape / inventory in an effort to cross/up-sell.

Key Behaviors:

  • Manages multiple partners to a successful customer / partner outcome.
  • Strong analytical skills to provide Cisco partners and customers with insights into their business.
  • The ability to manage and prioritize multiple "critical" issues.
  • Ongoing self-development of skills and Cisco Service and Product knowledge where appropriate and taking part in organized training courses when applicable. Uses skill development and business knowledge to increase the productivity of the team.
  • Maintains effective work behavior in the face of pressure and setbacks. Successfully adapts to changing demands and conditions.

Who You Are

  • 7+ years of quota carrying experience is also expected.
  • Understands basic business mathematics, financial strategies, and performance indicators, and applies that knowledge to client's economic and buying environment.
  • Effectively explores interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data and objective criteria to support one's proposal.
  • The candidate should have experience in building effective account plans and communicating them to partners.
  • Excellent written and oral communication skills with external customers, team, management and with Cisco Sales Team. Ensures the level of communication is appropriately focused for the audience they are communicating.

Required Experience, Skills and Alignment:

  • 7+ years Sales experience in the IT industry
  • Bachelors Degree, preferably in Business or Communications, High School Diploma or GED
  • 3+ years SalesForce.com and system and data base proficiency (Oracle Service Contracts/Discovery experience a plus)
  • Analytical skills to interpret data and produce summaries
  • Effective customer services skills to resolve partner/customer issues
  • Excellent presentation skills
  • Highly developed negotiation/ influencing skills
  • Excellent decision making skills, and self-reliant with the ability to make decisions.
  • Positive attitude, professional work ethic and standards.
  • Strong understanding and aptitude for technology.

We Are Cisco

#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference. Here’s how we do it.

We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re “old” (30 years strong!) and only about hardware, but we’re also a software company. And a security company. An AI/Machine Learning company. We even invented an intuitive network that adapts, predicts, learns and protects. No other company can do what we do – you can’t put us in a box!

But “Digital Transformation” is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)

Day to day, we focus on the give and take. We give our best, we give our egos a break and we give of ourselves (because giving back is built into our DNA.) We take accountability, we take bold steps, and we take difference to heart. Because without diversity of thought and a commitment to equality for all, there is no moving forward.

So, you have colorful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool.

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