Sales Software Specialist-US Commercial Sales-San Francisco-1237489

  • Cisco
  • San Francisco, CA, USA
  • Aug 09, 2018

Job Description

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 a Software Specialist.
This Sales Software Specialist will operate in a Product Sales Specialist (PSS) job role. The Software Specialist will be a quota-carrying High Performance Sales leader who is chartered with accelerating the adoption of Enterprise Agreements (EAs), and Cisco software Buying Models generally. The Software Specialist function is focused on driving Cisco ONE, Flex Plan, Security and Collaboration EAs. Specifically, in FY19, this Software Specialist role consists of supporting the US Commercial West, North Coast Select Operation.
Specific Responsibilities:
    • Software Specialist will support one US Commercial Select Operation; North Coast Select.
    • Drive Cisco ONE EAs, Security EA 1.0 and 2.0 deals, Cisco Flex Plan and Collab EAs including prospecting, working with pricing teams and legal tools, customer proposals and booking support. This includes working with the Collaboration, Security and Data Center Specialists, Services specialists and Account Teams to drive sales of EAs.
    • Work with Services teams to prospect EAs through SWSS, Subscription, and SmartNet Renewals
    • Work closely with Software Offer Monetization Office (OMO), 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
    • Act as the Operation's software leader in all facets of the business, most notably guiding and mentoring account teams with respect to Software-led Innovation and Subscription Value
Experience & Skills Required
    • Adaptable, comfortable with rapid pace of change, and able to function independently in a highly dynamic environment
    • Highly persuasive, demonstrated ability to sell cross and multi-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
    • Above average knowledge of the entire Cisco portfolio, detailed knowledge of Infrastructure (Cisco ONE) Collaboration and Security solutions.
    • Minimum 10 years successfully selling information 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