Wednesday, May 22, 2013

Account Manager


For years, Cisco's vision has been to change the way the world works, lives, plays, and learns. Our vision is more relevant today than ever. We made the Internet what it is today. First, we focused on creating connectivity. Now, we're entering the Internet of Everything transition—an era where we'll help create unprecedented value by connecting the unconnected.

The Internet of Everything is a global industry phenomenon that is driving the biggest market transition for Cisco and our customers. This includes the intelligent connection of people, process, data, and things. It's where everything is converged on the Internet, making networked connections more relevant and valuable than before.

To help us bring this vision to life, join us in our exciting journey

Cisco seeks an experienced Account Manager with a proven track record of working with a team of high calibre sales professionals.

Key Responsibilities:

• Develops and executes sales strategies and tactics that maximize Cisco opportunity within the customer environment.
• Along with sales planning, this position is responsible for accurate forecasting. 
• Direct customer contact comprises a major portion of this role 
• Presents and leads customer discussions to advance the sales process. 
• Responsible for motivating and developing the Systems Engineers, and Systems Engineering Manager.
• Defines, communicates and implements the Go to Market strategy for allocated segment - ensure that sales targets are met or exceeded in marketplace. 
• Builds and leads a world-class team – hiring, training and development, coaching and performance management.
• Builds executive relationships within client base - articulates Cisco product and business strategies, creates the demand and leads customer discussions to advance the sales process. 
• Ensures a high degree of Customer satisfaction with Cisco products and services
• Develops and delivers accurate revenue forecasts in line with business objectives. Interacts with other Cisco teams (AS, CA, Cisco Capital, Verticals), to effectively leverage the Cisco value proposition
• Creates integrated solutions to address most complex problems – Cisco unique selling proposition.
• Focus on client relationship management and customer satisfaction within the account.
• Works independently, also may act as virtual team leader and/or mentor.
• Develops annual plan for own area in line with company strategy.
• Plans specific sales activities including forecasting and organization of resource requirements.
• Presents highly complex idea, anticipating key issues and preparing case accordingly. May devise new and or alternative selling strategies to handle key complex accounts.
• Negotiates large complex contracts.
• Creates networks internally and externally within and outside own sales area.
• Creates new solutions/perspectives on existing solutions to address most complex problems

Qualifications and Experience:

• 7 years sales experience of the service provider environment
• In-depth knowledge of the service provider sector
• Advanced Cisco product and solutions knowledge and experience
• Strong business acumen
• General Service provider technical knowledge
• Ability to communicate with all levels of the organization 
• Passion for telecommunications and the future of telecommunication

Skills Required:

• Need to have proven relationships within MTN
• Exceptional selling skills in a complex matrix environment – selling to technical people.
• Self-starter
• Multi-tasking ability
• Outstanding negotiation skills (commercial and technical)
• Influencing skills at all levels from the board room level to the buyer
• Source of service provider expertise to their clients
• Understand client needs and ability to research client environment
• Identify solutions for their clients
• Actively creates business opportunities for Cisco Systems
• Drive team targets
• Outstanding communication skills
• Outstanding presentation skills
• Perceived as Trusted Advisor (well rounded business partner). 
• Highly respected in the industry
• Executive level relationship management skills (minimum CIO/ CTO level)
• Demonstrates effective use of internal relationships and res