Virtual Sales Account Manager

Title: Virtual Sales Account Manager

Inside Sales Specialist, Education

Location: Remote

Contract: 6 Months

Description:
This position centers on driving Cisco Learning Services opportunities on the Cisco Technical Education (CTE) product line to closure by leading deal development and account management. This is an overlay role with mainstream technology expertise that works closely with Pre-Sales , Development and Delivery leads to structure deals, develop SOWs, and manage the deal from scoping to approval and order and delivery. This role focuses on achieving booking and revenue goals; forecasting revenue accurately on a weekly, monthly, quarterly schedule; developing a pipeline of opportunities; creating account plans; and closing deals for a set of defined customers in a segment
Approximately 75% of this Inside Sales Specialists time is customer/account team facing.

Responsibilities:

Lead structuring of CLS opportunities to meet customer requirements in given territory or named accounts.

• Gather customer requirements
• Lead cross functional teams of customers, account teams, service sales teams, delivery teams and finance support to create, develop and augment a solution to meet the customer's specific requirement(s)
• Work closely with Delivery single point of contact to drive CLS deals
• Understand, architect, and deliver solutions milestones and deliverables in conjunction with the services and product account teams and delivery teams
• Create and present ROI for customers investment decision
• Prepare calculations and estimate financial impact of CLS deals to Cisco, customers, and partners
• Structure pricing to meet Cisco guidelines by including ASPT, margin analysis, bid forms and financial negotiations, etc.
• Create internal value proposition for proposed deal (i.e. selling to Delivery, Account Team, Finance, etc)
• Build a pipeline of opportunities and accurately forecast bookings and revenue on weekly, monthly and quarterly basis.
• Develop SOW and Subscription Proposals in collaboration with various organizations
• Utilize standardized SOWs when possible
• Manage all iterations of the SOW
• Assist in Deal Closure including iterations with Customer, Delivery, preparation for booking, etc
• Monitor and manage DSA approval process to closure
• Manage CLS deal process to deliver the deal structure on time, within specifications and within budget and minimum targeted margins.
• Build and maintain deep expertise across multiple mainstream advanced technology practices to backup general expertise of Client Services Executives and Client Service Managers and serve as an Education SME.
• Consult with customers on mainstream technology-specific education services solutions
• Gather customers technical issues and business requirements
• Understand and articulate to the customer how the technology can address their business issues
• Build strategies for mainstream technology-specific solutions with extended sales team (product, AT, services, Channels, etc)
• Develop and execute sales strategies and tactics that maximize Cisco education services opportunities

Required Competencies:

1. Critical Thinking: Identifying and understanding issues, problems, and opportunities; comparing data from different sources to address sales challenges and new opportunities; taking courses of action based on sound analysis and judgment that appropriately consider customer and partner business capabilities and issues, available facts, constraints, competitive circumstances and probable consequences.
2. Customer Focus: Supporting customers during the sales process; seeking and taking appropriate actions on customer requirements while balancing business needs; resolving difficult issues in a timely and professional manner; taking responsibility for customer satisfaction and loyalty.
3. Time & Productivity Management: Applying personal organizational strategies and processes to prioritize and efficiently manage a high volume of work activities.
4. High Impact Communication: Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others' thoughts and actions
5. Building Influential Relationships: Working collaboratively with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships.
6. Negotiation: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support ones proposal.
7. Professional Development: Demonstrating initiative by acquiring new information, knowledge, and experiences; regularly seeking and capitalizing on learning opportunities that provide benefit to self and the organization; quickly assimilating and applying new information

For consideration, please submit resume to Nina Verceluz
E:
O: 408-369-4124
C: 408-410-7648

Experis is an Equal Opportunity Employer (EOE/AA)