深圳招聘

职位描述：

Global Customer Success Adopt & Expand

The Partner Success Manager (PSM) is an extended member of the Partner Sales teams focused on the helping Partner develop an ADOPT and EXPAND sales practice. This role is introduced by Cisco into its most relevant partners to drive and accelerate mutual success through an effective ADOPTION and EXPANSION of Cisco offerings around solutions, services subscriptions and software. The PSM interlocks with the Partner Integrated Sales team to drive adoption business models within the partner operating model that increases Customer Partner and Cisco value stack.

The Partner Success Management Charter is to lead the long-term ADOPTION and EXPANSION strategies of Cisco offerings through a three phase process (Adopt Activation, Adopt Delivery, Adopt Scale).

The PSM helps Cisco partners to accelerate & monetize their planned ROI for Cisco Adoption practice investment, and improves mutual operational readiness and performance. This role is executed in close alignment with Cisco Sales. Cisco Service Delivery, & Business unit Subject Matter Expertise where necessary.

As an additional result derived from the appropriate execution of this role, a timely and expanded RENEW sales motion is facilitated to the respective Cisco Sales teams. This result also has a direct relationship to the customer achieving one of four major business outcomes including: increased revenue, decreased cost, mitigated risk, improved overall customer satisfaction.

PSM’s key responsibilities & activities:

Represent & be the expert of the Global Customer Success Portfolio & Strategy, accelerating customer time to value & expanded annuity business ?

Drive partner-led adoption growth through collaboration with Cisco Integrated Sales Organization, Field Marketing, individual BE’s. ?

Delivery weekly & accurate adoption forecasts & updates to management ?

Interlock with Partner Integrated Sales team to drive adoption business models within ?partner operating model that increases partner value ?

Masters Adopt and Expand Playbook deliverables and executes same within targeted ?partners to ensure partner and end customer value and business outcomes realization. ?Contributes to optimization and modification of Playbook content ?

Executes best practices engagements with targeted partners utilizing cross functional ?and SME resources where applicable. ?

Analyze and act on Adopt and Expand triggers to support both Land and Annuity selling ?motions: Result would be visible growth in Adopt and Expand measurable by targeted ?partners as well as growth in overall service sales. ?

Interlock with other sales, marketing, engineering, and service delivery teams to drive ?GCS Adopt and Expand plan and conversations with our partners ?

Focused on achievement of 4 major business outcomes (increased revenue, decreased ?cost, mitigate risk, improved customer satisfaction). ?

Lead to the EXPANSION of current solutions as new opportunities are identified through ?an intimate business relationship with the key roles of the customer. ?

Proactively qualify, communicate and transition the identified opportunities into Cisco ?Sales ?

Drive the successful introduction of the new solutions based on the customer expected ?outcomes. ?

Establish a common understanding with the partner for the ROI they are receiving from ?Cisco Solutions as the ADOPTION and EXPANSION strategy is executed. ?

Advocate on behalf of the Customer ensuring a superior Cisco experience. ?Essential Job Responsibilities ?

Represent and be the expert of America’s Global Customer Success Portfolio & Strategy, accelerating customer time to value and annuity sales motion. ?

Drive partner-led adoption growth through collaboration with Cisco Integrated Sales Organization, Field Marketing, individual BE’s, and Cisco Capital counterparts. ?

Deliver weekly and accurate adopt & expand forecasts to management. ?

Meet and exceed service adopt & expand targets on a weekly, monthly, quarterly and ?annual basis. ?

Utilize and maintain SFDC as opportunity management and forecasting tool. ?

Engage with Americas Field Marketing counterparts to create demand generation ?campaigns with named partner accounts to improve time to customer value and ?expanded pipeline week over week. ?

Comfortable in working in a predominantly virtual team setting, through inspirational ?business skills. ?

Develop a clear and concise understanding of the partner and/or customer needs, strategies, operational maturity and business goals as well as those of the industry in which they function ?

Serve as trusted advisor to Cisco partner base to evangelize and drive GCS portfolio in the Americas theatre. ?

Focus on ensuring Partners can deliver value to Cisco customers successfully and maximize the value they receive from solutions and attain their business outcomes through any relevant subscription service. ?

Operate and execute with “C” level partner executives by visiting partner locations, participating in partner executive briefings, and quarterly business reviews. ?

Plan, propose and participate in GCS portfolio feedback cycle. ?

Drive partner and customer satisfaction by executing GCS strategy ?

Meet operation expense targets and organizational financial goals. ?

Drives Field, Partner, and Customer Loyalty and Satisfaction ?Success Factors and Deliverables ?Success Factors: ?

Within account team framework, drive development of medium to long-term service ?adoption and expansion strategy ?

Provide leadership in matching Cisco Service value to partner business priorities and ?customer outcomes thru the use of Quarterly Business Reviews. ?

Work with the Cisco sales and business development teams to ensure that partners ?have a seamless and integrated view of Cisco Services Deliverables: ?

Increased ADOPTION of purchased services leading to industry leading renewal rates, success stories, and expansion opportunities. ?

Opportunities identified and reported in SalesForce.com (SFDC) ?

Identification and reporting to customer Executive Management of Key Success Factors ?for SNTC/NOS adoption and expansion. ?Reporting ?

PSMs reports into the Global Customer Success Leadership (Director, Sr. Director/VP Level)

PSM Global Community

The PSM will be charged to document and share customer best practices with the global PSM team and implement best practices from the global community within their assigned accounts. Each PSM will be expected to build cross functional relationships within Cisco to more effectively support the customer. The PSM supports cross functional initiatives, and participates in theatre/global initiatives to drive the development of the PSM community

PSM Skills, Abilities, Core Competencies

Aligns actions and execution plans with GCS Vision and strategy to deliver desired outcomes as documented through specific partner planning ?

Communicate and correlate GCS strategy and portfolio to partner growth and sales objectives ?

Practice Building: Tie financial impact to partner’s investments in both short term and long term investment models needed to deliver Adopt and Expand value based on Cisco service portfolio ?

Candidate should be comfortable with Partner Services Offer Definition: have the capability to build and manage packaging workshops. This would include blending of intellectual property (I do, you do, we do) to build next generation adoption programs. ?

Balance Planning and Reacting ?

Innovate and take risks ?

Proactively work to eliminate barriers, handle objections, and remove impediments to ?success. ?

Proven track record of collaboration across multiple organizations in order to ?accomplish significant achievements driving customer satisfaction and Cisco revenue. ?

Must be excellent communicator, team builder and motivator with a proven ability to ?provide leadership while exhibiting outstanding interpersonal written and verbal ?communication skills. ?

Must be organized and self-motivated ?

Ability and willingness to travel on demand ?

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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。

思科大中华区人才招聘网站：********************/web/cn/professional/index.html