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Cisco is seeking an Enterprise Account Manager with extensive experience selling Data Center solutions to Enterprise Healthcare customers.
Must be aggressive, self-starter with the ability to build executive relationships, articulate Cisco's product and business strategies, and create the demand with a proven track record of closing deals. Health Care industry and Data Center technical knowledge (Networking, Compute and Storage) technical knowledge strongly preferred.
Demonstrated knowledge of teaming and managing a large enterprise account, including forecasting, quota attainment, sales presentations skills, and short/mid/long term opportunity management is essential.
Strong knowledge of working in a large teaming environment with complex technical accounts including calling on key decision makers (VP and above) and all other technical and business influencers required. The ability to negotiate solutions with peers, partners and customers using a Win/Win philosophy is a must for success in this position.
Must have keen ability to position "end to end" solutions and articulate primary vendor strategies to senior customer executives.
Requires a minimum BA degree or equivalent and 10+ years of successful sales and account management experience in a fast-growth, high-technology. Experience selling in technology and networking industry and knowledge of LAN and/or WAN networks, as well as experience in selling Server and Storage networking products. Experience with partner community and competitive landscape is a plus.
Wednesday, August 17, 2011
Thursday, August 11, 2011
NEW!!! Client Services Executive - Verizon - Iselin, NJ
APPLY HERE
This selling position centers on relationship-management and strategic selling focusing on the top/strategic accounts in a region. The goal of this role is to drive service led solution sales by establishing trusted, advisory relationships with various customer executives.
This role focuses on understanding the customer’s strategy, their needs and their business requirements in order to recommend the appropriate solution and to close complex, transformational deals. This role also focuses on achieving revenue goals; forecasting accurately on a weekly, monthly, and quarterly schedule; developing a pipeline of opportunities; creating account plans; and closing deals for their defined customers.
Approximately 80% of this salesperson’s time is customer facing.
Job Responsibilities:
Build and maintain relationships with executives at assigned customers via meetings, telephone calls and emails
- Proactively engage with the customer executives to sustain and build deep relationships to become a trusted advisor
- Create relationship maps for the customer and internal
Identify near term customer business issues, challenges, pain points, care abouts by which Cisco can improve, enhance or remedy the situation.
- Gather market and customer information
- Gain a clear understanding of customers' business portfolio and requirements
Communicate issues and solutions to executives in a way which is thought provoking, insightful and considered a burning platform.
Prepare a comprehensive transformational business case (includes a customer problem/challenge) describing how Cisco’s solutions align with the customer’s strategy
- As needed, calculate the customers positive return on investment demonstrating the value of the Cisco’s proposed solution.
Present a transformational business case and articulate how Cisco’s solutions align to the customer’s strategy
- Advise on forthcoming service offers
- Discuss customer needs as the basis for the sales dialogue
Collaborate cross functionally (product sales, inside sales, channels, delivery, partners) to build credibility and earn trust
Structure complex financial deals at an executive level (VP and above)
- Negotiate the terms of an agreement and closing sales
- Negotiate variations in price, delivery and specifications with customers
Articulate future buying trends and service requirements back to necessary business units.
Follow standardized and optimized sales processes, e.g., renewals process
Required Competencies:
1. CXO Relevancy: Adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer’s/partners business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs.
2. Consulting and Partnering: Helping external clients and partners to understand their business needs, offering advice and solutions, and operating from a position of expertise balanced with a collaborative approach.
3. Strategic Business Planning: Demonstrating significant knowledge of Cisco and the industry; developing strategies that leverage core strengths of one’s own group and Cisco.
4. Business & Financial Acumen: Understanding basic business mathematics, financial strategies, and performance indicators, and applying that knowledge to client’s economic and buying environment.
5. Negotiation: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support
ones proposal.
6. High Impact Communication: Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions.
General requirements include BA/BS, post graduate education is a plus but not required.
10 years or more of outside sales experience in the high tech industry is essential. Previous consulting and/or management experience is preferred. An understanding of Cisco cross functional business structure, go-to-market strategy and services/products is beneficial but not required. Business travel is 20% annually. Solid computer skills and use of Microsoft Office is required
APPLY HERE
This selling position centers on relationship-management and strategic selling focusing on the top/strategic accounts in a region. The goal of this role is to drive service led solution sales by establishing trusted, advisory relationships with various customer executives.
This role focuses on understanding the customer’s strategy, their needs and their business requirements in order to recommend the appropriate solution and to close complex, transformational deals. This role also focuses on achieving revenue goals; forecasting accurately on a weekly, monthly, and quarterly schedule; developing a pipeline of opportunities; creating account plans; and closing deals for their defined customers.
Approximately 80% of this salesperson’s time is customer facing.
Job Responsibilities:
Build and maintain relationships with executives at assigned customers via meetings, telephone calls and emails
- Proactively engage with the customer executives to sustain and build deep relationships to become a trusted advisor
- Create relationship maps for the customer and internal
Identify near term customer business issues, challenges, pain points, care abouts by which Cisco can improve, enhance or remedy the situation.
- Gather market and customer information
- Gain a clear understanding of customers' business portfolio and requirements
Communicate issues and solutions to executives in a way which is thought provoking, insightful and considered a burning platform.
Prepare a comprehensive transformational business case (includes a customer problem/challenge) describing how Cisco’s solutions align with the customer’s strategy
- As needed, calculate the customers positive return on investment demonstrating the value of the Cisco’s proposed solution.
Present a transformational business case and articulate how Cisco’s solutions align to the customer’s strategy
- Advise on forthcoming service offers
- Discuss customer needs as the basis for the sales dialogue
Collaborate cross functionally (product sales, inside sales, channels, delivery, partners) to build credibility and earn trust
Structure complex financial deals at an executive level (VP and above)
- Negotiate the terms of an agreement and closing sales
- Negotiate variations in price, delivery and specifications with customers
Articulate future buying trends and service requirements back to necessary business units.
Follow standardized and optimized sales processes, e.g., renewals process
Required Competencies:
1. CXO Relevancy: Adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer’s/partners business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs.
2. Consulting and Partnering: Helping external clients and partners to understand their business needs, offering advice and solutions, and operating from a position of expertise balanced with a collaborative approach.
3. Strategic Business Planning: Demonstrating significant knowledge of Cisco and the industry; developing strategies that leverage core strengths of one’s own group and Cisco.
4. Business & Financial Acumen: Understanding basic business mathematics, financial strategies, and performance indicators, and applying that knowledge to client’s economic and buying environment.
5. Negotiation: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support
ones proposal.
6. High Impact Communication: Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions.
General requirements include BA/BS, post graduate education is a plus but not required.
10 years or more of outside sales experience in the high tech industry is essential. Previous consulting and/or management experience is preferred. An understanding of Cisco cross functional business structure, go-to-market strategy and services/products is beneficial but not required. Business travel is 20% annually. Solid computer skills and use of Microsoft Office is required
APPLY HERE
Tuesday, August 9, 2011
NEW!!! Global Account Manager - Honeywell - Phoenix, AZ
APPLY HERE
This position is for a Senior-level Global Account Manager, a seasoned technology sales professional with a successful track record of strategic account selling at the executive level. The position requires the ability to manage complex sales situations and large projects. Candidate must have demonstrated experience in the following areas:
* Building executive relationships with multiple named accounts
* Must develop and execute annual plan for named account in line with company strategy
* Demonstrate ability to sell within traditional IT hierarchy as well as non-IT business units
* Business forecasting (monthly forecast, weekly commit, and pipeline development) required.
* Work with engineering team in creating integrated solutions that address complex problems with focus on the Cisco value proposition.
* Must be able to engage and manage cross-functional/virtual resources as part of extended team.
* Outstanding presentation skills required.
* Must have demonstrated negotiation skills, be a self-starter, and a strong closer
* Understanding of large business organizations and their buying cycles is preferred.
* Requires a minimum BA degree or equivalent and 5+ years global account management experience in a fast-growth, high-technology
* Experience selling in technology and networking industry and knowledge of LAN and/or WAN networks is preferred, as well as experience in selling Voice, Wireless, Storage, UCS, Security and Optical networking products.
* Experience with partner community and competitive landscape is a plus.
This position is for a Senior-level Global Account Manager, a seasoned technology sales professional with a successful track record of strategic account selling at the executive level. The position requires the ability to manage complex sales situations and large projects. Candidate must have demonstrated experience in the following areas:
* Building executive relationships with multiple named accounts
* Must develop and execute annual plan for named account in line with company strategy
* Demonstrate ability to sell within traditional IT hierarchy as well as non-IT business units
* Business forecasting (monthly forecast, weekly commit, and pipeline development) required.
* Work with engineering team in creating integrated solutions that address complex problems with focus on the Cisco value proposition.
* Must be able to engage and manage cross-functional/virtual resources as part of extended team.
* Outstanding presentation skills required.
* Must have demonstrated negotiation skills, be a self-starter, and a strong closer
* Understanding of large business organizations and their buying cycles is preferred.
* Requires a minimum BA degree or equivalent and 5+ years global account management experience in a fast-growth, high-technology
* Experience selling in technology and networking industry and knowledge of LAN and/or WAN networks is preferred, as well as experience in selling Voice, Wireless, Storage, UCS, Security and Optical networking products.
* Experience with partner community and competitive landscape is a plus.
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