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San Jose, CA, United States
Business Development Manager, Collaboration
New York, NY, United States
Information-Technology, Other, Telecommunications
Full time, Contract to Hire - W2
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.
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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