Software Sales Specialist - US Commercial Select - Cisco Systems, Inc.

***Applications open until October 20***

Cisco has implemented a Customer Lifecycle-based, Software-led value selling strategy. The company transitioned to meet customer requirements and market dynamics around Recurring Software (RSW). In addition, software and subscription-based business drive greater predictability, more smooth cash flow, and higher margins for Cisco. Cisco strives to increase Buying Program bookings to 60% of Total Software. To achieve this goal, we are aligning a recurring software sales role to drive this transformation in the form of a Software Sales Specialist.

The selected candidate will operate in a Product Sales Specialist (PSS) capacity and will be a quota-carrying High-Performance sales leader chartered with accelerating the adoption of Enterprise Agreements (EAs), and Premium Services. The function will be focused on driving Infrastructure, Security, and Services EAs, with an emphasis on Multi-Architecture deal construction.

Specific Responsibilities:

• Gain and maintain Trusted Advisor status with the Regional Sales Director (RSD), Senior SE Manager (SSEM), Regional Managers (RMs), SE Managers (SEMs), and their Architecture counterparts; all to gain the influence vital to drive behavior change in the field.
• Drive Multi-Architecture, Infrastructure (EN, Meraki, DC, TE, AppD), Security, and Customer Experience Services EAs; including prospecting, working with pricing teams and legal tools, customer proposals, and booking support. This includes working with Networking AMs, Security AMs, Data Center PSSs, CX Specialists, and Account Teams to drive sales and growth of EAs.
• Work with Customer Experience (CX) Renewals and prospect and develop EAs via Subscription and Technical Service renewal triggers
• Align with Partners to orchestrate the DLSE process, and construct the EA proposal inclusive of Partner Adoption Services and Cisco Premium Services as appropriate
• Serve as EA financial architect working with Account and Architecture teams supporting DSA/discount structures, Cisco Capital integration, and Return on Investment/TCO analysis for customer proposals
• Partner with peer internal groups; Global Software Team, Software Simple Desk, Commerce Lifecycle Operations, Americas Partner Org (APO), and the Product BEs
• Engage with the Commerce Lifecycle Operations where necessary to ensure friction-less booking of EA orders 
• Provide ongoing enablement of the Americas sales field (AM/PSS/CSE) concerning value selling and Buying Models
• Formulate and provide consistent communication of EA pipeline and forecast
• Act as the Operation’s software leader in all facets of the business, you will guide and mentor account teams concerning Software-led Innovation and Subscription Value

Experience & Skills Required

• Can-do attitude, adaptable, comfortable with rapid pace of change, and able to function independently in a highly dynamic environment
• Capable of performing a "Player Coach" role
• Experienced and persuasive sales professional, with a proven track record in selling complex solutions, preferably experience selling software licensing in EA consumption
• Consistent track record of driving executive-level conversations with customers, Procurement, Finance, Legal, Partners, and Cisco teams that translate into orders
• Minimum Qualifications
• A minimum of 10 years successfully selling information technology solutions (Ex’s Security, Collab, ENT Networking)
• Preferred, at least 5 years’ experience in selling Software, Subscriptions, Licensing, etc.
• Excellent written, verbal, listening, and presentation skills 
• Strong desktop application skills (Excel, PowerPoint, etc)
• Ability to capture and structure data as the needs of the business dictate
• Comfortable with cross-functional assignments

Why Cisco? 

#WeAreCisco. We are all unique, but collectively we bring our talents to work as a team, to develop innovative technology and power a more inclusive, digital future for everyone. How do we do it? Well, for starters – with people like you!

Nearly every internet connection around the world touches Cisco. We’re the Internet’s optimists. Our technology makes sure the data traveling at light speed across connections does so securely, yet it’s not what we make but what we make happen which marks us out. We’re helping those who work in the health service to connect with patients and each other; schools, colleges, and universities to teach in even the most challenging of times. We’re helping businesses of all shapes and sizes to connect with their employees and customers in new ways, providing people with access to the digital skills they need and connecting the most remote parts of the world – whether through 5G, or otherwise.

We tackle whatever challenges come our way. We have each other’s backs, we recognize our accomplishments, and we grow together. We celebrate and support one another – from big and small things in life to big career moments. And giving back is in our DNA (we get 10 days off each year to do just that).

We know that powering an inclusive future starts with us. Because without diversity and a dedication to equality, there is no moving forward. Our 30 Inclusive Communities, which bring people together around commonalities or passions, are leading the way. Together we’re committed to learning, listening, and caring for our communities, whilst supporting the most vulnerable with a collective effort to make this world a better place either with technology or through our actions. 

So, you have colorful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool. Pop culture geek? Many of us are. Passion for technology and world-changing? Be you, with us! #WeAreCisco