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San Jose, CA, United States

Web Site: https://www.cisco.com/

Company Profile

Business Development Manager, Collaboration


Job ID:



New York, NY, United States 


Information-Technology, Other, Telecommunications

Job Views:


Employment Type:

Full time, Contract to Hire - W2



Job Description:

The BDM will be responsible for their specific area of Collaboration, as well as those that may impact his/ her area of specialization (IP Telephony, Unified Communications, Contact Center, TelePresence/ Video, Quad (Social Networks), Mobility, Webex, Voice Messaging, Advisory). Full life cycle services enablement for our customers and partners is expected, thus helping to define and launch leading-practices. The BDM will assist with developing, interpreting and reporting of key performance indicators and metrics aimed at quantifying the success of the team. The BDM should be able to use key performance indicators to identify business trends and interpret those into actionable initiatives. 

The BDM is the primary interface representing the Collaboration Practice to Clients, Cisco Partners, and Cisco Services and Product Sales teams for new Collaboration services. The BDM will help to sponsor and define services programs and deliverables into the markets, partners, or customers alongside (or separately if necessary) the sales team to help grow the Collaboration Services business. The BDM will bring ideas to the Sales, Marketing, and SPM teams for building new business and service programs that will enhance our portfolio. 

Core Responsibilities 
  • Collect information from account team and client to understand Services needs.
  • Query and challenge initial information gathered to upsell, customize, or tailor the proper Services solution for the client.
  • Use existing Scoping Tool to formulate baseline of services and scope required
  • Team with the appropriate Practice Delivery Manager to customize Scoping Tool scope specific to client needs
  • Deliver scope to sales team, modify if necessary
  • Working with Sales Teams, deliver scope/ proposal to client, modify if necessary
  • Once client agrees to scope, write a tightly bound Statement of Work specific to scope, clearly articulating roles, responsibilities, and assumptions
  • Assist sales teams with RFI’s, RFP’s, PPT Presentations, Proposals
  • Effectively communicates Cisco services solutions while articulating the value of AS to our customers, via many avenues including EBC's.
  • Effectively persuades other team members, business units, account teams, etc. through excellent verbal and written communications, even when the message may be challenging to deliver
  • Shapes opinions of key stakeholders (Cisco sales, customer, vendors, and partners)
  • Establishes strong client relationships with account teams, partners, and customers
  • Understands customer environment, org, industry
  • Understands the customer’s business, business strategy, key challenges and opportunities, and how the practice’s technology and solution provided supports them
  • Focuses the AS practice on doing what is best for the customer
  • Sets clear expectations for delivery and responds within a timely fashion.
  • Places the most importance on customer deliverables.
  • Guides and mentors other team members
  • Documents relevant and complete case studies consistently to be shared with entire AS organization
  • Relays learning’s from customer engagements, trainings, real- life situations to broader BDM team.
  • Uses lessons learned and case study tool for knowledge that dictates new proposals
  • Participates in business development initiatives of high value for the practice
  • Possesses comprehensive understanding of the business value of the supported technologies
  • Understands the business and business drivers of Cisco Services organization outside the practice (AS, TS, ROS)
  • Assists in new initiatives to improve on practice delivery, methodology, metrics, etc.
  • Strong problem solver, creative and focused on moving things forward to develop customer solutions
  • Ability to articulate and describe in detail Lifecycle Services Portfolio and show value of it to our clients
  • Easily navigates the tools necessary to put together a delivery scope and a statement of work
  • Regularly attends trainings, certifications, education to increase knowledge base, leadership skills, etc. and to continually grow oneself.
  • Completes relevant product training in the AS practice portfolio.
  • Typically requires BS, MBA preferable, with 4-6 years related technical sales/ positioning experience.

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