APJ Commercial Sales Business Development Manager

  • Location:
    Singapore
  • Area of Interest
    Business Development
  • Job Type
    Professional
  • Technology Interest
    Cloud and Data Center, Collaboration, Video, Internet of Everything, Networking, Security, Wireless, Mobility
  • Job Id
    1212203
New

General Description 

The Commercial Sales Programs Business Development Manager is key member of the APJ Commercial Sales team. The primary responsibilities of this role are to develop, plan and execute Commercial-focused sales programs: starting from developing relevant offers for the end-customer and partners using customer and partner insights, tying in internal and external incentives, and the delivery of the components to bring those offers to market. The success of the role will be measured against the overall business generated by these sales programs, and how these programs add to the overall growth of the Commercial business.

 

To be successful, the Commercial BDM would need to understand buying behaviors of the customers in the various sub-segments of the Commercial market as well as the partners that serve these customers. In addition, the BDM will need to take into account the competitive environment that exists in each market, and learning and responding to how our top competitors roll out sales programs across the Region. The Commercial BDM would collaborate across the various cross-functional teams including architecture teams, distribution, capital, marketing, partner organization, field commercial sales teams, legal, and tax to develop these sales programs and bring these programs to market. This role is also responsible for the scaling of these programs across the Region, measurement of their impact, as well as ongoing improvements.

 

Roles and Responsibilities

 

The Commercial Sales Program Business Development Manager is responsible for the planning, development, implementation, operationalization and execution of sales programs within the APJ Commercial business:

 
  • Develop and maintain an in-depth understanding of Midmarket customer and partner requirements, market opportunities, and competitive conditions
  • Derive insights from the customer and partner analytics to create relevant offers for the market as part of these programs through the architecture, business solution or vertical solution lens
  • Refine existing flagship sales programs or develop new programs to meet the needs of the market, taking into account the various ways Cisco goes to market in Commercial
  • Develop innovative offers to bring to the market and packaged into a complete end-to-end program for effective execution
  • Develop a platform approach for executing sales programs, leveraging the existing partner rewards platform and other potential platforms across the Region
  • Collaborate with the multiple cross-functional organizations across the Region: Commercial Sales teams, Partner Organization teams, Theater and Regional/Commercial Marketing, Virtual Sales teams, Services Sales, Distribution, Architecture teams, Legal, Tax etc. to drive execution of the sales programs

  • Engage with top customers and partners as necessary to understand the impact of these programs and how we may evolve these programs to meet the needs of the market
  • Benchmark Cisco’s sales programs against the competition and understand key drivers success to compete with them in the market
  • Work with other sales and partner program teams to enhance Cisco’s overall execution into the midmarket space, and ensure an integrated Cisco approach
  • Lead and drive awareness of sales programs down to theatres and countries, provide necessary training to ensure ‘last mile execution’
  • Conduct regular business reviews with the theater sales and partner teams and other key functional groups to ensure GTM execution
  • Analyze and track program performance and provide enhancement recommendations to adjust course on programs / initiatives as required
  • Manage and ensure program governance and theater/country adherence across APJ
  • Be the escalation point for theaters/countries for work with Region and WW teams on timely resolution of such matters
  • Develop and maintain the budget for these programs, as well as measure return on the programs over time (ROI)
 

Desired Skills and qualifications

  • 8+ years experience in the IT industry, preferably in channel development, or sales and/or partner programs development
  • Must have some program management experience, but business development, sales management or sales experience highly desirable
  • Ability to transition from strategic thinking to managing and solving tactical issues

  • Demonstrated leadership and ability to work cross-functionally across various organizations to drive outcomes - Requires ability to influence without owning processes or organizations directly
  • Proven ability to influence and lead in a highly matrixed model
  • Excellent written, verbal communication, listening and presentation skills. Able to articulate complex ideas and strategies to people at all levels of the organization.
  • Familiarity with Cisco’s full products, architectures and services offerings an added plus
  • Extensive background and understanding of product, service, and channels sales at Cisco or comparable experience from another company
  • Clear understanding of Cisco’s GTM structure in the Commercial segment
  • Track record of successful performance as a “change agent” within Cisco or other companies
  • Excellent written, verbal communication, listening and presentation skills. Able to articulate complex ideas and strategies to people at all levels of the organization.
  • Demonstrated ability to provide planning and project management in a multi-site virtual team environment for complex projects spanning cross functional organizations, areas, and locations worldwide.
  • Experience building actionable long and short term business plans based on a deep understanding of the market and execution levers
  • Bachelor’s degree from a reputable university/college. MBA desirable but not required.

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