Job DescriptionWhat You’ll Do
The Collaboration Technology Group (CTG) is a multi-billion dollar technology group that creates enterprise collaboration solutions, and is investing heavily to transform the future of collaboration experiences for our end users. CTG’s vision is to continue to be the recognized industry leader in the enterprise Collaboration market and our current mantra is to build bridges, not islands. To do this we must sustain innovation in our current product lines, and develop high quality new partnerships for the future that expand and disrupt the market to stay competitive. The Webex Ecosystem BD group is a small, global team chartered with challenging the status quo and focusing on next generation experiences as apart of the Worldwide Collaboration Sales team. This role would manage this team and requires understanding the collaboration market landscape and customer needs extremely well. This allows us to be ahead of the curve placing calculated bets on technology and use cases from strategic Ecosystem Partners that will prove to be a winning combination with Cisco as we jointly go to market together. In this role you will manage the team that evaluates and engages in potential partnership opportunities with a broad strategic view as well act as consultants to customers looking to solve business problems with custom integration needs. You will act as an external representative of the Collaboration Technology Group in business development relationships that will require the following: Setting the industry and go-to-market strategy for CTG Integrations/Ecosystem Identify, analyze and evaluate potential customer opportunities, integrating business and technology (offering) requirements as well as competitive dynamics Revenue growth in Ecosystem Solutions for CTG
Build a repeatable strategy for your BDM team to engage with account team and collaboration sellers to educate and promote joint solutions with Ecosystem partners, documenting wins and value throughout the process Be a leader, working cross-organizationally (internal and external) to negotiate agreements, develop and execute detailed GTM plans for each partnership, gaining buy-in and commitments from key stakeholders throughout Cisco and Partner organizations
Ensure the team understands Cisco’s and their partners’ technologies, roadmaps, strategies and organizational capabilities to steer the evolution of the relationship for maximum value to all parties
Embody and help your team attain Customer exec facing business acumen and presentation skills with knowledge across our platform offerings and ecosystem landscape
You will interface with CTG product management to understand product direction and to identify areas of partnership interest. You are expected to understand latest development and trends and keep a pulse on the market through research and attending industry and technology conferences.
Who You’ll Work With
The Global Collaboration Engineering team is a cross functional group consisting of business development gurus and technical ninjas. The team collectively has vast experience in a diverse set of industry leading technology areas. In addition, our team participates in projects that directly influences the strategy of the global Cisco sales and BU product directions. In this position you will work with this complete cross functional team to move ideas from concept to completion.
Who You Are
You will strategically drive Cisco's vision for the organization, as well as maintain an in-depth understanding of our customers, competitive conditions, industry practices, market opportunities, customer requirements, and Cisco technology relative to those industries. Partnering with the Regional Sales Manager and Systems Engineering Manager, you will work closely with Cisco's most senior executives within Sales and Marketing, Partner Organizations, Services, Technology Business Units, and Cisco's Executive team. This key leadership role will continue the development of our sales delivery model through the capability development and enablement of our highly talented and motivated sales organization. Setting a vision, effecting results in a matrixed management environment, and building strategic business decision-making capability to the next level will be a major factor for success in this position.
Qualifications 5+ years of management/mentorship experience; you should possess both sales leadership and cross functional/general management experience 8+ years in collaboration selling solutions to senior executives at named accounts to both IT and Lines of Business buyer centers Understanding of Cisco Collaboration’s and competitors’ solutions and business models Demonstrated track record managing significant revenue responsibility and/or profit/loss center and overachieving targets to meet stretch goals Business Development, Strategy, and Operations experience Knowledge of how technical integrations work with understanding of API/SDK related workflows and requirements Adept at balancing intense short-term pressures with overall long-term goals Strong executive presence, polished, and politically savvy Strong leadership skills in coaching, enabling and developing a sales organization Excellent communication and presentation 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 change in a matrix-managed team culture Demonstrated track record of simplifying processes and/or technology solutions to translate into sellable motions