Service Sales Executive - Global Service Provider

  • Location:
    Eschborn, Hessen, Germany
  • Additional Location(s)
    Anywhere in Western Europe
  • Area of Interest
    Sales - Services, Solutions, Customer Success
  • Job Type
  • Technology Interest
    Service Provider
  • Job Id

*please note this is not a live position, we are using it to pipeline for future hiring*

Helping its Service Provider customers transform their networks into highly efficient architectures is not only a matter of the industries’ best hardware and software to Cisco: Providing the right project, professional and support and managed services that help make this transformation happen is of equal importance.

Reporting to the Services Sales leader for Cisco’s Global Service Provider (GSP) in Europe, Middle East, Africa and Russia (EMEAR) the Solution Executive role focusses to develop innovative service models and value propositions for Cisco’s top 15 Service Provider customers. Embracing key transitions enabled by Virtualisation, Automation, Analytics and mass-scale Networking the Solution Executive works directly with Tier 1 and 2 customers and Cisco client leaders to operationalise proposed solutions covering the entire lifecycle from envisioning to delivery.

Covering Cisco’s complete project, professional, technical support and managed services portfolio, the Solution Executive is the prime orchestrator and functional leader developing complete value propositions addressing the individual Service Providers business needs. Being successful means winning customer’s hearts and minds by understanding formal and informal requirements and addressing them with credible capabilities and compelling commercial models.

When working with market leading or fast following Service Providers the Solution Executive is required to explore portfolio offer and capabilities in early adoption phases and break new ground for Cisco’s most valuable customers. Informal, cross-functional leadership and a level of entrepreneurship is required to manage and convince internal and external stakeholders.

Success measures for this sales role include pipeline development, conversation rate and bookings for Cisco’s Services portfolio with a primary focus on project and professional services (Advanced Services). The role may also carry a set of objectives to support the strategic and longer-term goals.

What you’ll do

Effectively identifying, qualifying and assisting with the scoping of opportunities to achieve greater pipeline discipline and higher conversation ratios

Support GSP sales leadership with accurate forecasting of pipeline for large and complex deals

Qualifying large, complex and transformational opportunities together with Sales account team in regards to architecture, operation and commercial criteria.

Positioning and selling the entire Cisco Services portfolio during pre-sales and sales stages of qualified large, complex and transformational opportunities

Creating services value propositions based on customer requirements; Customise a proposal based on Cisco’s portfolio or build a highly customized service proposal where required

Work alongside sales account team developing proposals and subsequent refinements to hit the selling points and close the sale. Ensure fit to customer needs, budget and scope

Provide informal, cross-functional leadership to a team of subject matter experts including business development and technology/delivery specialists during the lifecycle of an opportunity pursuit

Coordinate development of customer facing business cases (TCO, NPV, ROI) and value propositions with the various Cisco supporting teams as well as Cisco internal revenue and profitability analysis with Cisco’s Commercial Finance team in support of the deal audit and approval processes

Supported by Cisco’s Services Delivery teams perform early-stage risk and feasibility analysis to ensure delivery success and applying focus on the appropriate adoption of milestone creation, change request creation to drive revenue recognition, profitability and upsell

Who you’ll work with

  • Executives and Senior Executive from Cisco most valued Service Provider customers as a trusted advisor on Cisco’s services capabilities and joint lifecycle delivery models dedicated to qualified large, complex and transformational opportunities
  • Client Directors, Client Executives and teams in charge of Cisco’s Tier 1 and 2 Service Provider accounts supporting their strategic opportunities as a specialist seller
  • The Advanced and Technical Services Business Units, their EMEAR leaders and delivery teams as a key business partner in defining and executing on successful customer projects
  • The community of business development and technology experts from Cisco’s services organisations as the informal leader of opportunity pursuit teams
  • Product Sales Specialist and Consulting System Engineers complementing their deep architectural knowledge with the right services and operational expertise
  • Finance, commercial finance and legal and contractual experts as their prime source for crafting contracts and commercials meeting the customer’s and complying with Cisco’s approved complex deal guardrails


Who You Are

  • Proven track record of minimum 5 years developing business or selling in project, professional, consulting, system integration, technical support or managed services in the Service Provider or a related vertical
  • Proficiency in consultative and value-based selling, including value proposition and financial modelling as well as in management of complex deals/pursuits
  • Creativity and energy to drive innovation including the ability to manage ambiguity
  • Knowledge and experience with developing and closing opportunities based on high complex service models, including Agile, DevOps, Solution Integration, Build-Operate-Transfer or similar
  • Solid understanding of the Services Provider market and industry dynamics as well as typical operational processes and frameworks used in Service Provider and IT environments
  • Understanding of technology trends such as SDN/NFV, automation, analytics, data centre, mass-scale networking and security; Awareness of Cisco products, services and solutions is a plus
  • Experience in strategic executive and/or senior management conversations (Director, VP, CXO)
  • Demonstrated ability to succeed in a matrix organisation managing a number of different stakeholders on a regular basis
  • Experience in leading cross-functional projects/pursuits and teams
  • Expert verbal and written communication, including executive-level formal and informal presentation skills
  • Ability to have tons of fun while pushing for success

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Our technology changes the way the world works, lives, plays and learns. But our edge doesn't come from technology. It comes from our people. We're looking for the kind of people who take smart risks, thrive in diverse environments, inspire their colleagues, and are committed to having an impact on the world. Whether you create technology solutions that redefine business or build connections that strengthen the community, you can make it happen at Cisco!

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