The CX Renewals Annuity Sales Manager (ASM) is responsible for renewing, up selling, cross selling and expanding Cisco’s footprint in the marketplace and the processing of maintenance, service, and license contracts for assigned geographies or accounts.
As the brand ambassador for Cisco Services to the customer and partner, the ASM will manage and deliver on a book of business and will monitor and escalate any concerns they may have to the management team.
therefore excellent communication skills are required.
What You'll Do
Achieve sales objectives including quota and productivity requirements and other key performance indicators as determined by sales management.
Focuses on current customers and partners sales in an effort to consult and sell specified renewal product and service options including multi-
year and coterminous service renewals. May deal with multi-national and global renewals. Supports the pursuit and closure of an annuity renewal emphasizing the value of services.
This includes, but is not limited to, maintaining install base data and general sales requests. Increase penetration through cross and up selling based on the understanding of the customers’ landscape and the ability to recommend improved and complementary solutions.
Collaborate cross functionally (integrated sales, inside sales, channels, delivery, operations, and partners) to build credibility, earn trust and provide a single customer facing solution and view.
The ASM will focus on renewing existing contracts. Interpret and utilize install base data to produce an accurate renewal list by customer and partner on a quarterly and annual basis and drives that information into the sales motions.
Own overall communications and oversee quoting and ordering escalations.
Customer Engagement and Accountability :
May be aligned directly to an account or deployed geographically and based on team coverage and assignment; may sell both directly and through partners.
Pro-actively engages with customers and partners on their renewal opportunities 120 days before renewal date. Spend >
50% of time in contact with customer; mainly interact with information technology, line of business, and key decision makers.
Key Behaviors :
Manage multiple stakeholders to a successful customer and partner outcome. Strong analytical skills to provide Cisco partners and customers with insights into their business.
The ability to manage and prioritize multiple critical issues. Ongoing self-development of skills and Cisco Service and Product knowledge where appropriate and taking part in organized training courses when applicable.
Uses skill development and business knowledge to increase the productivity of the team. Maintain effective work behavior in the face of pressure and setbacks.
Successfully adapt to changing demands and conditions.
Who You Are :
Understand basic business mathematics, financial strategies, and performance indicators, and applies that knowledge to client’s economic and buying environment.
Effectively explores interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data and objective criteria to support one’s proposal.
The candidate should have experience in building effective account plans and communicating them to stakeholders. A comprehensive understanding of the Cisco services portfolio, which include Advanced Services and Technical Services, are necessary to be effective in this role.
Excellent written and oral communication skills with external customers, team, management and with Cisco Sales Team. Ensures the level of communication is appropriately focused for the audience they are communicating.
Required Experience, Skills and Alignment : + years Sales experience in the information technology industry. Bachelor’s Degree, preferably in Business or Communications, High School Diploma or GED.
Analytical skills to interpret data and produce summaries. Effective customer services skills to resolve partner and customer issues.
negotiation and influencing skills. Positive attitude, professional work ethic and standards. Strong understanding and aptitude for technology. #CXRenewals