Cisco Sales Software Specialist East 1231945 in New York, New York
Sales Software Specialist East 1231945
Location: New York, NY, US
Additional Location(s) Major City within Commercial East Area
Area of Interest Sales - Product
Job Type Professional
Technology Interest *None
Job Id 1231945
Cisco has begun a multi-year transformation to recurring offers (software and subscription) while maintaining focus on hardware/system sales. Cisco is making this transition to meet customer requirements and market dynamics for recurring offers. In addition, software and subscription based business drives greater predictability, smoother cash flow, and higher margins for Cisco. Cisco Strategy is to increase recurring offer revenue to 40% of total revenue by FY2021, however US Commercial Strategy is to achieve this a year earlier (FY2020). In order to achieve this goal, we are aligning Recurring Offer Sales roles to drive this transformation in the form of a Software Specialist.
This Sales Software Specialist will operate in a Product Sales Specialist (PSS) job role. The Software Specialist will be a quota-carrying High Performance Sales leader who is chartered with accelerating the adoption of Enterprise Agreements (EAs), and Cisco software Buying Models generally. The Software Specialist function is focused on driving Cisco ONE, Flex Plan, Security and Collaboration EAs. Specifically, in FY18, this Software Specialist role consists of supporting the US Commercial Territory segment.
Software Specialist will support one US Commercial Territory Operation; either East, Central or West based on assigned work location.
Drive Cisco ONE EAs, Security EA 1.0 and 2.0 deals, Cisco Flex Plan and Collab EAs including prospecting, working with pricing teams and legal tools, customer proposals and booking support. This includes working with the Security AMs, Collab PSSs, Services specialists and Account Teams to drive sales of EAs
Work with Services teams to prospect EAs through SWSS, Subscription, and SmartNet Renewals
Work closely with Software Offer Monetization Office (OMO), Customer and Partner Services (CPS), Value Management Office (VMO), and the Product BE(s) on pricing and Install Base (IB) crediting to provide EA pricing
Serve as EA financial architect working with the Account and Architecture teams supporting DSA/discount structures, Cisco Capital integration, ROI/TCO analysis for customer proposal
Work with Deal Management Organization (DMO) in order to book EAs properly which includes RNSD support for HW sales post EA booking
Work with the Partners to construct the EA proposal along with customer sale of EA, inclusive of Partner Adoption Services and Cisco Services as appropriate
Enablement of the Americas sales field (AM/PSS/CSE) to drive EA sales to end customers
Formation and consistent communication of Territory EA pipeline and forecast
Act as the Operation’s software leader in all facets of the business, most notably guiding and mentoring account teams with respect to Software-led Innovation and Subscription Value
Experience & Skills Required
Adaptable, comfortable with rapid pace of change, and able to function independently in a highly dynamic environment
Highly persuasive, able to sell cross architecture licensing in Enterprise agreements and able to drive executive-level conversations with customers, procurement, finance, legal, partners, and Cisco teams that translate into orders
Minimum 10 years successfully selling information technology solutions (Example: Security, Collab, Enterprise Networking)
Preferred: 5 years’ experience in selling Software, Subscriptions, licensing, etc
Excellent written, Excel spreadsheets, and verbal communications skills as well as good listening and strong presentation skills
Proven ability to work cross functionally leveraging indirect leadership to gain support and investment
· Candidate should expect travel within the US as required. Travel not to exceed 40%
Cisco is an Affirmative Action and Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.