Sales Enterprise Agreement (EA) Specialist

  • Location:
    Chicago, Illinois, US
  • Additional Location(s)
    Any, United States
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    *None
  • Job Id
    1215633
New

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 an Enterprise Agreement (EA) Specialist.

 

This Sales Enterprise Agreement (EA) Specialist is operating in a Product Sales Specialist (PSS) job role. The PSS role is a quota carrying High Performance Sales leader who is chartered with accelerating the adoption of EAs. This role is focused on driving Security, Collab, Flex, and Cisco ONE EAs. Specifically, in FY18, this EA Specialist role consists of supporting the US Commercial Territory.  

Specific Responsibilities: 

·       EA Specialist would support all of US Commercial Territory (5 Operations). This includes Northeast Territory Operation, East Territory Operation, South Territory Operation, Central Territory Operation, and West Territory Operation 

·       Drive Security EA 1.0 and 2.0 deals, Cisco Collab EA and Flex EAs, and Cisco ONE EAs including prospecting, working with pricing teams and legal tools, customer proposals and booking support. This includes working with the Security AMs, Collab PSSs, Account Teams to drive sales of EAs 

  • Work with Services teams to prospect EAs through SWSS, Subscription, and SmartNet Renewals
  • Work closely with 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 

Experience & Skills Required 

·       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 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 

Travel

·  Candidate should expect travel within the US as required. Travel not to exceed 40%

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