Sales Relationship Manager - GSP Sales

  • Location:
    Mumbai, Maharashtra, India
  • Area of Interest
    Business Development
  • Job Type
  • Technology Interest
    Service Provider
  • Job Id
Business Development Manager - GSP India, Service Providers

The Team

a)The BDM Position will be part of high performance GSP India & SAARC team, Global Service Provider unit of GSP APJ Theatre
b)The Business Development Mgr is responsible for driving growth of Cisco's products, solutions and services sales in India & SAARC Global Service Providers business segment, Working closely with sales, product management, engineering, services, finance and legal teams, to engage with customers and partners.
c) This BDM engages and assists in the development of Digitization portfolio for SP's which require significantly customized elements of the product and Services Portfolio.

The role is accountable for developing and transforming the customer organizations for digitization through our Unified Data Centre platform which includes compute, networking, storage and IoT software. The team is responsible in providing infrastructure solutions, software and services to provide private cloud services for Service Provider - Both Mobile and Video Content organizations. The software team is responsible for helping customer adopt automation and orchestration to build their own private and hybrid clouds or Smart City Clouds. Slowly the candidate would be groomed to be responsible to open up other avenues of end to end Digitization with service providers team viz M2M/Smart city/WIFI business across the theater

Role and Responsibilities

As this is Sales role, the candidate should have excellent collaboration skills to work across business groups and country Organization to ultra-collaborate with OD Sales, Account Managers, BDMs, SEs and other stakeholders to development of a strong pipeline, and drive business plans for Service providers, State and Civic Authorities
The role will report to Country Digitalization Lead for India and be responsible for supporting the Indian Data Centre team to drive sales of Cisco's DC Infrastructure and Software Solution around it. Special focus to be on Platforms that enable Digitization and Internet of Things.

1. Builds and maintains top executive-level relationships at consultants and Cisco sales leaders in India territory , Client Assignments and Growing business with Channel Partners for Private Cloud and Software

2. Gives a high level insight to Sales team on potential opportunities, market trends and investments to solidify Cisco position in sales related campaigns . Work to Promote the initial sale, the long term support relationship, and the continued expansion of our offerings throughout each client organization

3. Works with a cross-functional team of technical and pre-sales resources with diverse skill sets and representing both internal and external requirements to achieve the customer strategy of data center sales and build on new client opportunity through networking activities , prospecting & client referrals
4. Becoming proficient in the benefits, features, and positioning of the Cisco Private Cloud offering including Cisco One Enterprise Cloud Suit and our OpenStack platform, Metapod.
5. Work closely with CDA Project consultants to understand the bid process involving business models and formulate the partner strategy , implementation (strategy, process, tools) including pricing strategy on Cisco products and services along with Sales & Business Development teams
6.. Responsible for the regular update to the Emerging trends , business drivers and opportunities to internal business stake holders
7. Work with APJC /Global internal Business groups to devise a Consultant Partner program which supports the business on a short and long term goals
8. Participate in joint industry forums to create high visibility and mind share for Cisco in these specific areas.
9. Manage operational cadence reviews with leadership teams across consultants and Cisco and long term sustained executive touch program.
10. Build on a knowledge transfer program for specific Cisco technologies and solutions for the business domain consultants to address customer needs.

The successful BDM establishes extensive working knowledge and capability in crafting business offers which both satisfy customer expectations and requirements while proving Cisco with financially attractive deals.
Responsible for the development and support of sales offers which align deliverables and outcomes to the customer realizations of appropriate value. Contributions result in maximizing Cisco's revenue and margin performance.

BDM role addresses assigned qualified deal projects or programs for the Services Theater customer set. Individual expertise may be leveraged in other complex sales opportunities across Cisco..

Minimum Requirements

The ideal candidate will be a highly results oriented alike a Start Up organization, sales and Business Development leader with excellent executive presence and well developed people leadership skills.
Further he/she should bring strong business development and client relationship management skills with the capability to interact with and influence CXO-level decision-makers.
It will be desirable that the candidate brings relevant network architecture and services experience. Importantly, s/he must be able to build relationships and demonstrate leadership within the organisation's global network. The individual needs to be a self starter, looking to build a sustainable long term business within Cisco.

Minimum Qualifications

10 + Years of experience in field of telecom service provider domain/Information technology.
The candidate should have exposure and background in the areas of Networking, Telecom, Software industry with direct sales experience which include integrated system / solution sales, technology lifecycle and development requirements and advanced services.
The ideal candidate would have a broad exposure to enterprise virtualization solutions (e.g., VMWare's V-Center, V-Director, Site Recovery Manager, Microsoft's Hyper-V, open-source solutions such as KVM, etc.).
We need people who know how to work independently and make things happen.

* Experience in Indirect Sales /Channels would be an added advantage with an extensive background and understanding of product, service, and channels sales as well as service delivery at Cisco or comparable experience from another company.
* Demonstrated ability to build deep relationships with CxO's in key customers.
* Demonstrated clear team leadership in collaboration with cross-functional organization.
* Experience building actionable long and short-term account plans based on a deep understanding of the impacts of business and technology trends.
* Bachelor's degree or equivalent combination of education and experience.
* The candidate should have a cumulative experience of 10 plus years in IT Industry with a proven track record

Desired Skills & Personal Characteristics

* Bachelor's degree in CS
* Prior experience with cloud IaaS solutions is a plus.
* The individual should be a highly entrepreneurial and energetic self-starter who is motivated and driven to make an impact. The individual would need to have the desire to take risks and the perseverance to build and move into a larger outcome based business. Strong people leadership combined with cultural adaptability would need to be of a high order, with the ability/propensity to operate in a fast-paced environment (multi-tasking, risk-taking, driving quick decisions, and generating passion for the business' goals in the wider team).
* The ideal candidate should have an independent, dynamic, high-energy personality with a “can do” attitude and a willingness to roll-up sleeves to solve problems. Very importantly, the individual for this position must have the gravitas, maturity and the credibility to be accepted at the senior most levels internally and externally