דרושים Renewals Manager ב-Cisco ב-Japan, Minato

【募集背景】

【職務内容】

• CXでの唯一の営業組織として、弊社が提供するテクニカルサービス・アドバンスドサービスやサブスクリプション、クラウドサービスの継続的な利用を促進し、アップセル・クロスセルなどにより提供する価値の最大化を目指しています。
• リニューアルマネージャは、特定のエリア・アカウントやパートナーを直接担当し、サービスやサブスクリプションの契約情報や利用状況を管理しながら、その最大化に責任を持ちます。また、アカウントマネージャやサービス営業、カスタマーサクセス・デリバリーチームとも連携し、お客様・パートナー様の課題や計画に対して適切なソリューションを提案します。
• また、APJC

【ポジションの魅力】

• グローバルで推進するリカーリングビジネスへの変革を実現する重要な役割のひとつである。
• 立案から計画、実行。結果分析から次の立案・計画と一連の活動を自らがリードし実践することで、実務の積み重ねが直接的に自身の成長に繋げられる。

】

• (3-7年以上。売上目標管理含む)
• 基本的なビジネス知識(データ分析、プレゼンテーション)や関連するシステムによる案件管理の経験
• 顧客の課題を正しく把握し、最適な提案ができる能力
• 顧客との折衝・交渉および社内関係各署との調整能力
• SFDCなどを利用した案件管理や売上予測(セールスフォーキャスト)

】

• チームリーダの経験
• ビジネス開発業務の経験
• ネットワーク・システムの保守・運用サービスやサブスクリプション製品の営業経験
• 基礎的なビジネス英語の習得(会話、読み書きレベル以上)

【期待される人材像】

• 自ら考えて計画的に行動出来る
• 問題解決へ向けて論理的に思考出来る
• チャレンジ精神と向上心に富む
• 変化を前向きに捉え、ポジティブに行動出来る

This is a customer facing role that will have direct interaction with customers and partners in person, via phone, video and email mediums; therefore excellent interpersonal skills are required.

What You'll Do

• Achieve sales objectives including quota and efficiency requirements and other key performance indicators as determined by sales management.
• Focuses on current customers and / or partners sales in an effort to consult and sell specified renewal product / service options including multiyear and coterminous service renewals. May take care of multi-national / global renewals.
• Supports the pursuit and closure of an annuity renewal emphasizing the value of services. This includes, but is not limited to, maintaining IB data and general sales requests.
• Increase penetration through cross / up-selling based on the understanding of the customers' landscape and the ability to recommend improved and / or complementary solutions.
• Collaborate cross functionally (coordinated sales, inside sales, channels, delivery, operations, and partners) to build credibility, earn trust and provide a single customer facing solution and view.
• You will be responsible for accurate forecasting and management of the deal through the entire lifecycle (prospecting, deal creation, close, booking, execution). Tools such as Salesforce.com, Cisco Ready Connected Experience, My Deal Manager, Cisco Commerce Workspace, and CCW-R will be used during this process.
• You will have a strong interlock relationship with the CX Customer Success Adopt / Expand team and the CX Platform Connected Digital Interactions team, and use associated systems, processes and tools.
• Interprets and utilizes install base data to produce an accurate renewal list by customer / partner on a quarterly and annual basis and drives that information into the sales motions.
• Owns overall communications and coordinates quoting and ordering critical issues.

Customer Engagement and Accountability:

• May be aligned directly to an account or deployed geographically and / or based on team coverage and assignment; may sell both directly and through / with partners.
• Pro-actively engage with customers / partners on their renewal opportunities 120 days before renewal date.
• Spends > 50% of time in contact with customer; mainly interacts with IT, LOB, and key decision makers.
• Spends 25% - 50% of their time building awareness to assess customers' landscape / inventory in an effort to cross/up-sell.

Key Behaviors:

• Manages multiple partners to a successful customer / 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 efficiency of the team.
• Maintains effective work behavior in the face of pressure and setbacks. Successfully adapts to changing demands and conditions.

Who You Are

• 7+ years of quota carrying experience is also encouraged.
• Understands 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 presenting them to partners.
• 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 presenting.

Required Experience, Skills and Alignment:

• 7+ years Sales experience in the IT industry
• Bachelors Degree, preferably in Business or Communications, High School Diploma or GED
• 3+ years SalesForce.com and system and data base proficiency (Oracle Service Contracts/Discovery experience a plus)
• Analytical skills to interpret data and produce summaries
• Effective customer services skills to resolve partner/customer issues
• Excellent presentation skills
• Highly developed negotiation/ influencing skills
• Excellent decision making skills, and self-reliant with the ability to make decisions.
• Positive demeanor, professional work ethic and standards.
• Strong understanding and aptitude for technology.

What You'll Do

As a Customer Experience Manager, you will play a pivotal role in driving the successful adoption and utilization of Cisco technologies and services within our customer organizations leading to value realization and growth of our business. You're the primary CX point-of-contact for customers taking end-to-end ownership. You will understand their Business and Technical objectives and develop strategies that will enable them. You will be responsible for ensuring we deliver customer aligned outcomes. You will engage with both executives and technical partners within the customer.

• Drive adoption of software, services and value realization leading to successful renewal and growth. Proactively manage and mitigate renewal risk throughout customer journey and in alignment with Renewals team, leverage risk insights and adoption action plans to increase customer retention rates.
• Develop and maintain strong executive and technical influence with customers and understanding their business challenges and objectives.
• Advocate for the customer within Cisco, ensuring their needs are met and that they receive a high-quality customer experience.
• Accountable for financials including services revenue and margin and making needed strategic financial decisions.
• Build and implement Technical Adoption Plans in partnership with CSS that align with customer goals to maximise their technology investments and promote the full use of our technologies.
• Build E2E Customer plan aligning Delivery, Partner, Architecture, and Customer Success adoption strategy and execution
• Lead Customer Value Workshops and QBRs to review adoption progress and drive customers outcomes and benefits expected from Cisco products resulting in successful onboarding, adoption and renewals.
• Be a Technology Evangelist between customers and Cisco’s product teams, providing feedback to advise product development and enhancements.
• Stay up-to-date with the latest Cisco technologies, competitive landscape, and industry trends to provide expert mentorship to customers.

Minimum Requirements

• 5+ years experience in the technology industry & understanding of financials
• Good understanding of IT/ Infrastructure, Software & Services solutions
• Ability to build relationship with customers
• Ability to drive cross functional teams to deliver customer outcomes
• Fluent Japanese

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).