- Entry level
- No Education
- Salary to negotiate
Cisco Services Sales ANZ seeks a Client Services Manager (CSM) based in Canberra for Services sales within the Defence sector. The ideal candidate has a strong background in IT, IT sales (preferably with a strong background in services and services sales) and a strong knowledge of Defence in terms of their strategy, needs, key buying agencies and procurement processes.
This sales account management position centres on relationship-management, strategic selling and managing the Services sales pipeline focusing on the Defence marketplace. The goal for this role is to manage and drive services sales by establishing trusted, advisory relationships with various customer executives and internal stakeholders as well as establishing relationships with key partners who are influential in Defence.
This role requires an understanding the customer's strategy, their service needs and their business requirements in order to recommend the appropriate solution and to close complex services deals.
This role also requires the achievement of revenue goals; forecasting accurately on a weekly, monthly, and quarterly schedule; maintaining a pipeline of Services opportunities and creating service sales plans for key customers.
Approximately 50% of this salesperson's time is customer facing.
1. Managing the Services Sales Pipeline:
a. Managing the Defence marketplace in terms of key opportunities broadly divided into (but not limited to) three categories: (1) Services Renewals, (2) product attach and (3) Advanced Services;
b. Working with account teams and other business segments to align to and contribute to the overall account strategy with a view to ensuring Services is a key part of any strategy and account plans contain a Services strategy that will support account team and customer objectives;
c. Using knowledge to identify and cultivate future sales opportunities to build a strong Services pipeline across all categories;
d. Record, analyse, report and administer according to systems and management requirements including detail and timing requirements.
2. Customer Management:
a. Manage all aspects of the customer account with respect to Services transactions;
b. Drive the execution of customer facing activities to conclusion in a quality, timely, and correct manner;
c. Manage service pricing and margins according to agreed aims.
3. Business Plan:
a. Build a solid Services sales plan aligned to account team strategy for Defence, outlining the strategy in relation to the following:
II. Proposition (the unique selling proposition);
III .Fiscal (the revenue plan).
4. Facilitate Sales Transactions:
a .Understanding customer and if required partner procurement process;
b .Building relationships with customers and in positions within the procurement process;
c .Navigating customer and partner procurement process;
d. Navigating and escalating effectively within Cisco;
e. Understanding and working to Cisco's booking processes and timeframes.
a. Build and maintain relationships with executives at the customer via meetings, telephone calls and emails;
b. Proactively engage with the customer executives to sustain and build deep relationships to become a trusted advisor;
c. Create relationship maps for the customer and internal;
d. Attend and present at external customer meetings and internal meetings with other company functions necessary to perform duties and aid business development.
6. Business Drivers/Strategy:
a .Identify near term customer business issues, challenges, pain points and business imperatives related to annuity services, which Cisco can improve, enhance or remedy the situation;
b. Gather and interpret market and customer information including Defence white-papers and other Defence or industry strategy documents to enable account planning, opportunity identification and to provide management and overview of key opportunity areas;
c. Articulate trends and strategies where other Theatres have successfully realized;
d .Gain a clear understanding of customer's business portfolio and requirements;
e .Communicate issues and solutions to executives in a way that is thought provoking, insightful and considered a burning platform;
f. Prepare and present comprehensive business cases (includes a customer problem/challenge) describing how Cisco's Services solutions align with the customer's strategy and
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