Director, Services Sales, GCR

Job Description

Meet the team ISS is an extraordinary team whose #1 focus is to drive sales growth in services, Software BP and large deals for Cisco and accelerate business outcome realization for customers. We help take on the toughest business challenges with network-centric solutions that accelerate customer success and dedication. Our success is validated through outstanding financial results, growing customer satisfaction metrics, industry recognition, and employee satisfaction scores. Your Impact • Expected outcome is to maximize Cisco’s wallet share with GC customers through a lifecycle sales process and integrated pursuit motion with a focus on: • Services Sales: Includes the entire portfolio of professional (advisory, implementation and optimization), support and managed services • Software Buying Programs (mostly Enterprise Agreement): Strategic vehicle to accelerate customer outcome realization and Cisco's transformation towards recurring revenue • Business Transformation Thru Engagement Practice: Outcome-based and consultative lifecycle customer engagement on Digital/IT transformations and drive larger deals • Large deal motion across GC, working with Enterprise, CGEM and Public Sector sales leadership to optimise the model • Lead these three functions directly and partner with other extended teams (Sales functions, CX, Renewals, Finance, Legal, SPO, Capital) to deliver bookings targets for Services and Buying Programs • Connect with Cisco internal stakeholders, customers, and partners across functions and boundaries to achieve significant results for Customers as well as Cisco's success. • Help improve quality, efficiency, and effectiveness of ISS functions/processes/projects delivery. • Advisor to help customers in achieving business outcomes, operational, program, or service objectives. • Drive Services growth by setting the direction of the overall Service business strategy and key initiatives, including a strong partnership with CX • Develop detailed execution plan on how to make it happen, define focus accounts and motions, reorganize team resources accordingly, and set and manage stretch targets for your team to drive performance • Play a pivotal role in pulling account teams, CX presales team, Architecture teams, Partner Org, Cisco Capital, Commercial Finance, and Legal to work together to pursue transformational opportunities to deliver the value of One Cisco • Accelerate growth in transformation deals, including at least 2 WPA/SRA large scale account wins per annum (>$40M deals) • Create professional handover from Sales to CX(PMO) for transformational deals • Transform Service Sales to drive growth and Customer Success • Provide direct leadership to a team of Services Sales Specialists who support account teams on large, complex customer opportunities driving early adoption of new Service capabilities and proposition. • Create and cultivate the Services Sales community across the entire sales operation to promote professional services business and Recurring offers • Help define the salesforce needs for enablement, training and development with regards to Services portfolio and Sales career path. • Accelerate the Transition of GC Theatre to Software and software Subscriptions by increased adoption of Buying program • Spearhead the adoption of lifecycle selling processes, working across all segments and territories to ensure the new policies & processes are implemented • Collaborate with APJC ISS leadership and its teams to share best practice proactively and learn from others to evolve your practice continuously • Provide constructive feedback and suggestions to ISS APJC and Global leadership to make this company-wide strategic initiative successful • Based in Hong Kong and required to represent Cisco in key industry forums • Co-lead with GC Theatre VP the lifecycle selling transition within GC SLT Show More