北京招聘

职位描述：
Job Description

Title: Virtual Annuities Sales Manager (VASM)
Reports to: Manager, Annuities Sales

Position Overview:
The Global Customer Success (GCS) Virtual Annuity Sales Manager (VASM) 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 VASM will manage and deliver on a book of business and will monitor and escalate any concerns they may have to the management team.

The VASM works predominantly in a virtual capacity interacting with customers and partners via phone, video and email mediums; therefore excellent communication skills are required.

Key Responsibilities and Activities:
? 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 VASM will be responsible for accurate forecasting and management of the deal through the entire lifecycle (prospecting, deal creation, close, booking, and execution). Tools such as Salesforce.com, My Deal Manager, Cisco Commerce Workspace, and Cisco Services Contract Central will be used during this process.
? The VASM will have a strong interlock relationship with the GCS Adopt and Expand team and leverage associated systems, processes and tools.
? The VASM 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.
? Spend 25% - 50% of their time building awareness to assess customers’ landscape and inventory in an effort to cross and up sell.

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.

Core Competencies
? The VASM will have 3 to 5+ years of Sales experience in the information technology industry, specifically in areas such as consulting, service delivery management, sales, and partner management.
? 1+ years of quota carrying experience is required.
? 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:
? 3 - 5+ years Sales experience in the information technology industry.
? Bachelor’s Degree, preferably in Business or Communications, High School Diploma or GED.
? 1 – 2 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 and customer issues.
? Excellent presentation skills.
? Highly developed negotiation and influencing skills.
? Excellent decision making skills and self-reliant with the ability to make decisions.
? Positive attitude, professional work ethic and standards.
? Strong understanding and aptitude for technology. 举报 分享

思科公司是美国最成功的公司之一。1984年由斯坦福大学的一对教授夫妇创办，1986年生产***台路由器，让不同类型的网络可以可靠地互相联接，掀起了一场通信革命。思科公司每年投入40多亿美元进行技术研发。过去20多年，思科几乎成为了“互联网、网络应用、生产力”的同义词，思科公司在其进入的每一个领域都成为市场的领导者。
1990年上市以来，思科公司的年收入已从6900万美元上升到2008财年的395亿美元。目前，思科公司在全球范围内的员工超过了65,000名。在2009年《财富》美国500强中排名第57位，并第8次当选《财富》全球最受尊敬的企业。思科公司还获得了“2008年全球品牌百强”第17名的殊荣。
思科公司目前拥有全球***的互联网商务站点，公司全球业务90％以上的交易是在网上完成的。思科坚信：互联网将改变人们的工作、生活、学习以及娱乐的方式，并且让诸多领先企业与合作伙伴成为“全球网络经济”模式的受益者。在《财富》全球500强企业中，已有包括沃尔玛（wal-mart）、埃森克美孚（exxon mobil）等300多家企业成为思科的成功客户，分享了思科的***实践经验。

思科在中国 (cisco china)
思科于1994年进入中国市场，目前在中国拥有员工超过3000人，分别从事销售、客户支持和服务、研发、业务流程运营和it服务外包、思科融资及制造等工作领域。思科在中国设立了18个业务分支机构，并在上海建立了一个大型研发中心。
2007年11月1日，思科公司董事会主席兼首席执行官约翰·钱伯斯（john chambers）访华时宣布，计划未来三至五年内在中国承诺投入160亿美元，其中包括本地采购方面的显著提升，并增加在教育、思科融资租赁、研发、直接和间接投资以及销售和服务运营等方面的投入。
2008年4月16日，思科董事会主席兼首席执行官约翰·钱伯斯再次访华，在北京宣布了思科在中国的下一阶段公司发展战略和蓝图。作为“创新及可持续发展”战略的重要一步，思科将继续加强与中国产业的合作，并与中国在经济、社会及环境等各个层面的发展目标相契合。在钱伯斯访华期间，思科与国家发展和改革委员会及商务部分别签署合作备忘录，包括加大在研发、教育、采购、投资和培训等方面的投入。
除了技术研发和业务推进，思科还致力于激发中国本土的创新文化，思科已经针对中国本土的50多家企业投入了7亿美元，并将在未来五年增加3.5亿美元相应投入。同时，思科公司也十分重视帮助中国教育和培养网络人才。到目前为止，思科已在中国各地的70个城市拥有200多所网络技术学院，总共有10万多名学生得到了培训。
2010年1月, 思科宣布将把亚太区及日本区重新划分为三个大区，以更好地促进该地区各市场的战略制定和资源投入。作为原亚太区组成部分的中国内地、中国香港和中国台湾，将组成独立的思科大中华区。鉴于中国经济发展的规模和增长速度，以及思科对中国业务的重视程度，单独设立大中华区是思科中国战略的又一重大举措。
思科的文化
质量*** 顾客至上
超越目标 无技术崇拜
节约 回馈 / 信任 / 公平 / 合作
团队精神 时常变革
乐在其中 驱动革命
充分授权 公开交流
思科的愿景
多年来， 思科的愿景就是改变世界工作、生活、娱乐和学习的方式。 我们的愿景现在更有意义。 互联网发展至今，思科功不可没。 首先， 我们注重连接性。 现在， 我们正向万联网过渡—一个我们可以通过连所未连创造前所未有价值的时代。
万联网是全球现象，正在推动着思科和我们客户的***市场转型。 这包括智能地连接人员、流程、数据和物品。 这是互联网上万物聚合之处，将使网络连接具有前所未有的关联和价值。
要帮助我们实现这个愿景， 请与我们同行。

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