Small & Medium Business Territory Manager

Apply
  • Location:
    Bangkok, Thailand
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    *None
  • Job Id
    1428454

 

1.  What You'll Do

Over the past three years APJC has transformed into a region known for results, innovation, and high-performing teams within Cisco. The Cisco APJC Small-Medium Business (SMB) segment is a significant growth driver for the region. Asia Pacific, Japan & Greater China is boldly pursuing strategies to grow in this segment of the market such as launching selective portfolio of products and services targeted at SMB customers.

The SMB business is a channel-led, programmatic, data intensive and promotion-driven business targeting SMB customers in the region with low to no Cisco sales touch. And we are very focused on achieving that via leading with Cisco’s Cloud portfolio such as Meraki, Collaboration and Cybersecurity.

You will work as Small and Medium Business Territory Managers. SBTM act as the general manager of defined SMB territory within a Theatre. You create and execute a GTM plan, jointly with key internal and external territory stakeholders. You do this by understanding market insights and opportunity, channel landscape and the customer base (existing & whitespace) and Cisco competitors in their territory.

You also lead continued alignment and joint execution of the plan with Architecture Sellers and portfolio and offering BDMs, covering territories, as well as activities and in collaboration with Marketing and Distribution teams, to grow bookings and number of SMB customers through all RTM.

You are expected to carry sales quote and be measured by #1 quota attainment, #2 growth in numbers of active customers and #3 growth in numbers of net new logo in your territory. Now as part of success metrics, we will also track the growth in average $ spend per customer, as well as the growth in numbers of active SMB partners in cross architecture sales in your territory.

2.  Roles and Responsibilities

·       Owns Territory Growth plan in alignment with all RTMs and Marketing

·       Owns Sales execution: Management of Large and Small Opportunities and coordination of all other resources and architecture sales team members in their territory.

·       Owns SMB strategic engagement with key scale Partners & Distributors

·       Owns pipeline health and forecast management of the territory

3.  Who You Are

  • 5+ years’ experience in the IT industry, preferably in sales or engineering with demonstrable success at achieving fast-growth technology area.
  • Familiarity with Cisco’s full products, architectures and services offerings in the Commercial space.
  • Strategic & creative thinker – able to offer new, innovative strategies to achieve significant growth in a technology area, and to take technologies from Pre- to Post-chasm.
  • Working experience in SP and MSP, from service development, or service acceleration division or NOC/SOC served for SMB customers is a plus
  • Demonstrated ability to work cross-functionally across various organizations to drive outcomes
  • Ability to influence and lead in a highly matrixed model
  • Excellent written, verbal communication, listening and presentation skills. Able to articulate complex ideas and strategies to people at all levels of the organization.
  • Strong background and understanding of product, service, and channels sales at Cisco or comparable experience from another company
  • Track record of successful performance as a “change agent” within Cisco or other companies
  • Bachelor’s degree from a reputable university/college

4.Why Cisco

We connect everything: people, processes, data, and things. We innovate everywhere, taking bold risks to shape the technologies that give us smart cities, connected cars, and handheld hospitals. And we do it in style with unique personalities who aren't afraid to change the way the world works, lives, plays and learns.

We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers.

We Are Cisco.

 

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.

Share

Apply