- Entry level
- No Education
- Salary to negotiate
- Garching bei München
What You'll Do
Client Service Executive Defense is a customer-facing sales role to lead overall success of Cisco Service business. Responsibilities include management of account plan activities, generation of a balanced and healthy sales pipeline, forecast and achievement of bookings and revenue, contract profitability and client satisfaction.
The Client Service Executive Defense is expected to engage with the client at the highest C-levels to understand customer’s strategy, needs and their business requirements so as to position and sell appropriate Cisco service solutions. The main goal is the development of new service solution for Defense customers based on Cisco Services portfolio.
Establish and maintain new executive relations to German Armed Forces and BWI GmbH.
The Client Service Executive Defense is expected to generate and close complex digital transformational deals in this specific vertical market.
In this job you will,
Proactively engage with the customer executives to sustain and build deep relationships to become a trusted advisor
Identify customer business issues, challenges, pain points, care-abouts
Communicate issues and solutions to executives in a way, which is insightful and thought-provoking
Present a comprehensive transformational business cases (includes a customer problem/challenge) describing how Cisco’s solutions align with the customer’s strategy and desired outcomes
Calculate and present ROI demonstrating the value of the Cisco’s proposed solution.
Negotiate the terms of an agreement, variations in price, scope of service (SOW) and close deals successfully;
Gather market and industry information
Develop business value in leveraging Cisco Product (HW & SW) and Service into combined offerings
Build strategic alignment of executive stakeholder´s in Cisco, German Armed Forces, BWI and partners to achieve sustainable growth
Collaborate with Cisco fulfilment Partners to achieve common goals
Transform the business into a recurring offers model leveraging Enterprise Agreement and Software Subscriptions concepts
Who You'll Work With
You will collaborate cross functionally (product sales, customer experience, service delivery, legal, BU´s, channel, architecture, partners) to build credibility and earn trust.
Who You Are
Several years of experience in service sales or solution sales;
Several years of experience in direct business and large accounts
Deep understanding on Service Provider business models and concepts
Successfully closing of tenders with a deal size larger than 50M$ net revenue
Specific vertical knowledge in Public Sector and Defense
Native in German and fluent in English.
Ideally having existing relationships to BWI executives and management
Experienced in creating stakeholder interlock and communicating business outcomes in a compelling way
Team player and informal leader able to coordinate and lead multiple complex and cross-functional initiatives simultaneously
Able to influence decisions related to Cisco services and Cisco technologies across customers IT and Lines of business
Good understanding of relevant back office systems leveraged in support of the business, and partnering with senior management to establish operational objectives and assignments;
Knowledge of Cisco services offerings, product and SW portfolio as well as industry trends
Deep understanding of service delivery capabilities
Ability to prepare Strategic Business Planning, Business & Financial Acumen and strong negotiation skills, presentation skills
About the company
At Cisco, transforming the way people work, live, play and learn also includes being a great place to work. For 17 years, we’ve been named a Fortune 100 Best Place to Work, one of a handful of companies included on the list since its inception. And, we are among 25 companies acknowledged as a world’s best multinational workplace.
We’re proud of this recognition because it means, at Cisco, you will enjoy working flexibly, using our own market-leading collaboration technology to drive innovation; taking advantage of numerous health and wellness resources; pursuing exciting career opportunities, and participating in programs to help your local communities or fulfill philanthropic interests. And, you’ll be doing all of this while being part of a global team that is making a positive difference in the world.
Learn why Cisco is a great place to work and what we offer you.