Virtual Sales Account Manager

  • Location:
    Hong Kong
  • Area of Interest
    Engineer - Network
  • Job Type
    Professional
  • Technology Interest
    Networking
  • Job Id
    1221173
New

The Business Entity
Global Virtual Sales Organization (GVSO)

The Team

The Global Virtual Sales Organization (GVSO) is Cisco’s highly efficient and innovative sales scaling engine, delivering low-touch coverage to capture the burgeoning global mid-market opportunity.

Located in 49 countries with over 1000 sales reps and over 600 engineering resources, GVSO serves over one million customers worldwide across 38 languages, in both developed and emerging countries.

By exploiting collaboration technologies and cooperative sales approaches, GVSO delivers exceptional productivity whilst capturing new sales in territories with little or no prior coverage, as well as remote locations. As a result, GVSO is the fastest growing sales team at Cisco, consistently delivering double-digit growth for the past few years and is the most profitable coverage model in the company.

GVSO drives a majority of its business in the Commercial Midmarket and SMB, with additional revenue coming from Public Sector and Service Providers

Role & Responsibilities

Virtual Sales Account Manager (VSAM)

The Virtual Sales Account Manager (VSAM) is responsible for achieving quarterly and annual goals by managing a set of end customers virtually, using the telephone and Web 2.0 technologies. The VSAM will build direct relationships with end user organizations and will work closely with and leverage the channel partners to maximize the revenue opportunities within the fixed set of named accounts.

• Responsible for retiring a legal bookings goal from a defined list of end user customers
• Proactively manage and develop Cisco business within assigned customers for growth.
• Owns end-customer relationships, carries legal quota and is responsible for the growth of a fixed set of named/FDEV Accounts.
• Develop/Hunt for opportunities through sales & marketing activities to end customers and with partners to drive technology penetration in their account list.
• Collaborate with aligned sales roles to close the deals once an opportunity is identified.
• Responsible for forecasting accuracy and updating SF.com

Minimum Qualifications

• BS/BA or equivalent
• 3-5 years of related technical sales experience, preferably in a contact center or fast moving sales environment. IT experience a plus
• Cisco sales, product & technical certifications preferred.
• Consistency achieved Monthly/Quarterly Goal. Achieving Plan 95% of the time.
• Consistently achieved forecasted revenue Monthly/Quarterly. 95-110% Forecast accuracy.
Success Factors
• Resources Management - The ability to develop and engage a virtual sales team to win opportunities
• Fit into Cisco culture
• Team Player
• Flexible
• Adaptable to change
Type and Size of Projects
• High number of LAN/WAN projects, but gaining share with AT projects (UC, Security, WLAN, DataCenter)
• Average Deal Size 50K (depending on the region)

Accountability
• Pipeline value in E-Sales
• Conversion rate Pipeline to bookings
• Generated bookings
• Forecast accuracy
• Penetration of Named Accounts
• Effective utilization of time with customer related activities on phone and Web 2.0 technologies
• Numbers of in/out calls
Reporting Relationship
• Typically reports to Manager of Inside Sales with feedback from field sales engagement with Field Territory Account Manager (TAM) and/or Field Account Manager and Field Regional Manager (RM).

Interface/Communication
• Excellent verbal/written skills necessary.
• Uses telephone & other IT tools to remotely Interface with customers to present Cisco value proposition to a variety of audiences: IT director and executive level
• Organize and lead the coordination with partners to facilitate sales.
• Communicates with the Field sales organization from the CAM/TAM to OD levels & SE to SEM levels
• Coordinates activities with Marketing (MCM), IS SE & Line manager on a regular basis
• Uses CRM tools to facilitate multiple aspects of sales cycle.

Influence/Impact
• Increase coverage
• Increase Cisco brand/Market Share
• Increase mind share of Cisco Solutions and Vision
• Increase new logos for Cisco
• Develop accounts that will bring incremental revenue for Cisco today and in the future
• VSAMSs can be the next generation of Cisco AMs
• With the intense use of Web 2.0 tools, s develop best practices for collaboration, resource virtualization and productivity
• Good E/B for Cisco
Problem Solving
• Independently develop decisions within a defined processes, practices and Cisco policies.
• Works independently & proactively to avoid & resolve issues.

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