Job Description
Director, Data Center Market & Business Development
Overall Job Summary/Major Responsibilities
Responsible for defining and executing on worldwide cloud sales growth strategies to result in new datacenter, cloud and virtualiztion (DCV) sales pipeline creation and deal flow, as aligned to the DCV Board priorities.
Account for the range of strategic requirements in growing existing run rate business, developing new market segments and routes to market, and creating transformational and new “game-changing” market opportunities. Successfully balance the short-term sales goals and longer-term vision.
Maintain a comprehensive, strategic understanding of the overall DCV and Cloud market, Cisco’s market and competitive position in DCV and other related markets, and emerging global requirements, trends and threats.
Actively engage with customers, strategic technology partners, and our sales and channel teams to identify and execute on targeted sales growth initiatives, and directly support their sales engagements on a global basis.
Define new solution requirements and partner development priorities, as well as new business models and GTM strategies, based on feedback from customers, partners, internal stakeholders as well as industry analysis.
Build and manage a portfolio of market development projects balanced between new strategy development and go-to-market execution.
Develop and monitor/measure progress against a Global DCV Market Development Plan to build incremental sales pipeline.
Direct responsibility to develop the Sales go-to-market strategies for incremental sales growth initiatives in the Data Center and Cloud market. This includes:
Identify Cloud whole offer and joint solution opportunities with strategic ecosystem partners in order to:
Create new routes to market into existing and adjacent DCV market segments;
Expand the total addressable market opportunity for incremental sales pipeline creation;
Improve Cisco’s market and competitive position.
Participate in the development of business plan and business cases for new market development initiatives and partner joint solutions
Identify and co-develop new business models that will accelerate Cisco data center and cloud sales results
Develop the joint sales and channel strategy for whole offers and joint solutions, working directly with our DCV strategic ecosystem partners and the Cisco Worldwide Partner Organization, utilizing a well defined Integrated GTM methodology.
Define, execute, and support an ongoing joint sales engagement plan with our whole offer partners in each theater.
Work with cross-functional teams to build and execute on a comprehensive joint sales enablement and readiness plan to expedite time-to-revenue for whole offers and new business models with Cisco and the Partner sales and channel teams.
Work with Cisco Services to assure the joint technical and consulting services model is defined and operational for whole offers and the sales engagement dependencies are addressed
Work with DCV Marketing to assure there is a joint marketing and demand generation plan for partner whole offers in order to support ongoing lead generation.
Work with DCV Sales Operations and Finance to build the support in order to operationalize the whole offer processes for joint opportunity management, quoting and ordering, sales reporting, and sales compensation and incentives.
Align with Cisco’s end-to-end DC / V vision, as well as maintain an in-depth understanding of competitive conditions, industry practices, market opportunities, and theatre, customer, and partner requirements.
Work closely and cross-collaboratively with the executive members of the DCV Board. Maintain an ongoing understanding of their functional goals and strategies. Develop a highly integrated model to work with their teams to build and execute on the market development initiative priorities. Successfully balance the requirements of key stakeholders across these organizations.
Understand Cisco’s cross-company execution capabilities in order to build and implement supportable execution plans.
Desired Skills & Experience
Skills and Background Required
Background:
- 15+ years global strategy, sales, and business development experience required, across a broad range of customer industries and segments in the Data Center and Virtualization market
- Deep knowledge of the Data Center market to include: key technologies of servers, storage, networking, cloud and virtualization software; major data center enterprise applications; customer and channel requirements and emerging trends; Cloud Service Providers, and customer buying cycles and economic models
- Proven track record of defining and executing on global market development strategies, new business models, and delivering results
- Direct involvement in managing or implementing large-scale Data Center and/or Cloud solutions and applications in large end-user or service provider accounts
- Experience with architectural models and methodologies in Data Center and Cloud strategy and design
- Track record in “corporate change agent” roles, leading evolutionary adoption models in order to enter new markets and utilize new business models
- Global team management experience of both direct staff and matrix teams of 25+ members
Experience:
- Experience building and successfully executing on a complete Business Plan and Global GTM Strategy across strategic partner companies
- General management (P&L) responsibility and experience desired
- Extensive understanding of the critical success factors at each phase of the strategy-to-revenue realization process, including sales, channel, and operational readiness
- Proven track record in sales/ revenue achievement in a complex, multi-tier channel model
- Deep understanding of customer and partner/channel sales cycle requirements and value chain knowledge
- Successful track record building complex, external business partnerships and implementing critical go-to-market dependencies
Skills:
- Entrepreneurial insight and style, with the ability to identify new market opportunities, weigh opportunity risk and return, and execute on the GTM dependencies x-functionally across Cisco and with strategic partners
- Results-driven management style
- Ability to proactively assemble and integrate market research, trends, competitive intelligence, and feedback from customers, partners and account teams into achievable market development strategies and results
- Strong executive presence, communications, and cross-functional executive influence skills
- Ability to dissect complex market opportunities and break the adoption phases down into manageable steps and team deliverables
- Executive leadership skills in building and leading broad cross-functional teams through significant change in order to deliver successful results in new market segments
- Strong leadership skills in coaching and developing a sales organization and in cross-functional influence management
- Demonstrated ability to build and lead in a matrix-managed team culture
- Strong program and project management experience, with change management and business process design background helpful
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