This senior management position is responsible for driving overall growth into the Texas Oklahoma market for Cisco Systems within the named accounts within the Enterprise South Sales Area. S/he will have overall sales leadership responsibilities for a targeted set of strategic accounts (local and global combined).
The key performance traits for this role include:
1. Enterprise South Area and Operation Strategy & Execution Priorities - Identifying, developing and implementing key initiatives that align with the Enterprise South Area and Florida Operation Strategy & Execution Priorities
2. Go to Market Sales Model - Leading /coaching teams through transformation with Account Planning/Opportunity Identification, Business Relevant / Customer Value Selling, Business Disciplines, Challenger Sales Strategy
3. Financial Performance - Exceeding bookings goal (by geography, architecture and vertical), managing opex goal, and maintaining forecast accuracy; Providing visibility and in depth knowledge into numbers (customer insights, macro/micro trends, consumption models)
4. Team Development - Attracting, developing and retaining high performance Account Team talent (career development, coaching, performance management and hiring).
5. One Winning Team Engagement and Leading Change - Strategically leading and influencing your own team along with an integrated cross-functional teams including the Customer Value Acceleration Team, Services, Capital, Partners, Advanced Technology teams (Collaboration, Enterprise Networks, Data Center), Marketing, and others. Focusing on contributing to the long term success of Enterprise South and US Enterprise by being a collaborative leader amongst your peers. Consistently striving to improve and reinvent yourself.
Roles and Responsibilities:
This Director will be expected to strategically drive Cisco's end-to-end vision for our Global customers, as well as maintain an in-depth understanding of competitive conditions, industry practices, market opportunities, and customer requirements. In addition to leading “one winning team”, the Director will work closely and cross-collaboratively with Cisco's most senior executives within Customer Advocacy, Technology Business Units, and Cisco's Executive Sales team. Inclusive of its global responsibilities, this is the one of the largest, most visible, and complex roles within Cisco's Enterprise Sales Organization.
This key leadership role will continue the development of our sales delivery model through the capability development of our highly talented and motivated sales organization. Setting a vision and building strategic business decision-making capability to the next level will be a major factor for success in this position. The candidate will be expected to motivate, inspire, and continually develop his/her teams and channel partners while taking on new competitors as Cisco continues to gain market share outside its dominating data networking core.
The ideal candidate will have/must be:
• 5-10 years senior management experience, ideal candidate should possess both sales leadership and cross functional/general management experience
• 8+ years in management roles selling solutions to senior executives at named accounts
• Demonstrated track record managing significant revenue responsibility and or profit/loss center and overachieving targets to meet stretch goals
• Business Development and strategy experience required.
• Demonstrated ability to provide thought leadership, think strategically and effectively communicate vision (both written and verbal) and influence cross-functionally.
• Adept at balancing intense short-term pressures with overall long-term goals.
• Strong executive presence, polish, and political savvy
• Strong leadership skills in coaching and developing a sales organization for 50+ people
• Excellent communication skills and ability to persuade -- using simple communications that convey complex concepts in a compelling, concise, and creative way.
• Demonstrated ability to build and lead in a matrix-managed team culture.
Personal Characteristics: The ideal candidate will have a reputation and track record of success as an exemplary sales leader. Bright, dynamic, and possessing the leadership qualities necessary to set a vision for leading at Cisco. The successful candidate will have the engaging personality to inspire and create excitement with their sales team, as well as across the entire organization and in the marketplace. The successful candidate will also be strategic and innovative with an external awareness to understand the nuances of selling complex data network products as well as other new products as Cisco expands its market. Utilizing a consultative style, s/he is experienced in teaching and developing their teams to identify and define client needs and develop innovative client outcomes.
The successful candidate will possess an entrepreneurial, risk-taking flair and will possess a brand of confidence, which allows for delegation and empowers his/her team. The candidate must be able to balance both short term goals with a longer term vision for how they will evolve their sales organization to continue to grow and deliver the Cisco value proposition over the next several years. They should have innovative tools for creating a learning organization within the field organization and have proven teaming skills with peers to continue to evolve the best operating practices at Cisco. They must possess the highest level of integrity, and be able to inspire trust and confidence in both our employees and our customers.
Finally, this executive must have a level of business maturity, flexibility and the instincts to adapt to a high-energy, dynamic environment characterized by high growth expectations and a collaborative culture.
Education: BS or equivalent required. MBA strongly desired.
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