Customer Experience / CX)という組織では、サービスのデリバリーからカスタマーサクセス、デジタルプラットフォームの提供といったお客様のライフライクルにおいて広範囲で重要な役割を担っており、今回の募集はその重要な役割の一つであるリニューアルに携わる営業組織の強化の一環となっております。
- CXでの唯一の営業組織として、弊社が提供するテクニカルサービス・アドバンスドサービスやサブスクリプション、クラウドサービスの継続的な利用を促進し、アップセル・クロスセルなどにより提供する価値の最大化を目指しています。
- APJCリージョンやグローバルのリニューアルチームとしての戦略やプライオリティと常にアラインし、アップセルやクロスセルなども含めたリニューアルビジネス最大化をリードします。
MUST)】
3-7年以上。売上目標管理含む)SFDCなどを利用した案件管理や売上予測(セールスフォーキャスト)の実践WANT)】
The CX Renewals in Customer Experience (CX)is responsible for renewing, up-selling, cross-selling and growing Cisco's footprint in the marketplace and the processing of Technical Services / Advanced Services / Subscription / Cloud Services contracts for an assigned geography or accounts. As the brand ambassador for Cisco Services and Recurring Offers to the customer and partner, the RENEWAL MANAGER will lead and deliver on a book of business they are assigned to and will monitor and bring up any concerns they may have to the management team.
This is a customer facing role that will have direct interaction with customers and partners in person, via phone, video and email mediums; therefore excellent interpersonal skills are required.
What You'll Do
Achieve sales objectives including quota and efficiency requirements and other key performance indicators as determined by sales management.Focuses on current customers and / or partners sales in an effort to consult and sell specified renewal product / service options including multiyear and coterminous service renewals. May take care of multi-national / global renewals.Supports the pursuit and closure of an annuity renewal emphasizing the value of services. This includes, but is not limited to, maintaining IB data and general sales requests.Increase penetration through cross / up-selling based on the understanding of the customers' landscape and the ability to recommend improved and / or complementary solutions.Collaborate cross functionally (coordinated sales, inside sales, channels, delivery, operations, and partners) to build credibility, earn trust and provide a single customer facing solution and view.You will be responsible for accurate forecasting and management of the deal through the entire lifecycle (prospecting, deal creation, close, booking, execution). Tools such as , Cisco Ready Connected Experience, My Deal Manager, Cisco Commerce Workspace, and CCW-R will be used during this process.You will have a strong interlock relationship with the CX Customer Success Adopt / Expand team and the CX Platform Connected Digital Interactions team, and use associated systems, processes and tools.Interprets and utilizes install base data to produce an accurate renewal list by customer / partner on a quarterly and annual basis and drives that information into the sales motions.Owns overall communications and coordinates quoting and ordering critical issues.Customer Engagement and Accountability :
May be aligned directly to an account or deployed geographically and / or based on team coverage and assignment; may sell both directly and through / with partners.Pro-actively engage with customers / partners on their renewal opportunities 120 days before renewal date.Spends >50% of time in contact with customer; mainly interacts with IT, LOB, and key decision makers.
Spends 25% - 50% of their time building awareness to assess customers' landscape / inventory in an effort to cross / up-sell.Key Behaviors :
Manages multiple partners to a successful customer / partner outcome.Strong analytical skills to provide Cisco partners and customers with insights into their business.The ability to manage and prioritize multiple "critical" issues.Ongoing self-development of skills and Cisco Service and Product knowledge where appropriate and taking part in organized training courses when applicable. Uses skill development and business knowledge to increase the efficiency of the team.Maintains effective work behavior in the face of pressure and setbacks. Successfully adapts to changing demands and conditions.Who You Are
7+ years of quota carrying experience is also encouraged.Understands basic business mathematics, financial strategies, and performance indicators, and applies that knowledge to client's economic and buying environment.Effectively explores interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data and objective criteria to support one's proposal.The candidate should have experience in building effective account plans and presenting them to partners.Excellent written and oral communication skills with external customers, team, management and with Cisco Sales Team. Ensures the level of communication is appropriately focused for the audience they are presenting.Required Experience, Skills and Alignment :
7+ years Sales experience in the IT industryBachelors Degree, preferably in Business or Communications, High School Diploma or GED3+ years and system and data base proficiency (Oracle Service Contracts / Discovery experience a plus)Analytical skills to interpret data and produce summariesEffective customer services skills to resolve partner / customer issuesExcellent presentation skillsHighly developed negotiation / influencing skillsExcellent decision making skills, and self-reliant with the ability to make decisions.Positive demeanor, professional work ethic and standards.Strong understanding and aptitude for technology.