Prague, Inside Sales Account Manager Partner Led (ISAM PL)
Job description
Job Family: Contact Center Operations
Report to: Line Manager
Location: Prague, Cisco’s facilities
Dimension & Scope:
Responsible for retiring goal through preferred Cisco resellers and their Account Manager/s. Retire goal based on building pipeline, developing new accounts and/or expanding existing accounts, closing sales to customers and prospects over the telephone through resellers. Partners closely with territory re-sellers, CAMs and ICAMs to effectively address market opportunity. The ideal ISAM PL is success-driven, works well in a multinational team environment and enjoys a dynamic and changing environment
Principal Duties and Responsibilities:
• Responsible for territory revenue growth in a country/region. The territory is defined as a number of partners, typically up to 20 partners.
• Works with partner AM's within territory to develop pipeline and forecast Commercial business
• Engages on a select list of Commercial accounts with partners within territory to secure customer preference
• Responsible for route to market and market management by utilising customer intelligence and Marketing resources
• Manages partner focus within territory by coaching, educating and supporting those partners to position, offer and deploy Cisco products and services. Support from Channel development team, VSM's and Marketing team
• Responsible for planning lead/revenue generation marketing activities with partners within territory, leveraging campaigns, plays and collateral
• Manages funnel growth, funnel conversion and partner sales performance within territory including opportunity/deal management
• Captures “long tail” through partner landscape
• Ability to articulate the value of a converged data, voice and video network.
• Excellent overall understanding of Cisco products & services as well as network design, implementation, management & administration.
• Excellent communication and presentation skills. (remote and face-to face, as applicable)
• Understands competitive environment and can autonomously position Cisco solutions successfully. Further able to gain advantage on competition by moving beyond product vs. product situations into other areas of decision making process such as original drafting of RFP or compelling financing solutions, etc.
• CCDA and/or CCNA Certification a plus.
• Persistance in driving Partners to drive business through effective communication and tact, utilizing leadership skills for partnered benefit to customer, channel and Cisco.
• In-depth knowledge of Partner processes from both reseller and Cisco perspective.
• Supervision provided based on experience, starting with more supervision for new hires, with little supervision provided for experienced ISAMs.(specific to routine work)
• Manager may coach and direct sales behaviors to facilitate success towards revenue attainment
• Manager may help resolve higher-level issues but ISAM must own the entire resolution process.
• Manager will ensure distribution of defined account base is fair, equitable & achievable through use of customer and territory data analysis.
• Manager will review activity & results to help facilitate progress toward revenue/goal attainment, based on experience.
• Excellent verbal/written skills necessary.
• Uses telephone & other IT tools to remotely interface with channel partners and customers to present Cisco value proposition to a variety of audiences: IT director and executive level
• Organize and lead the coordination with partners to facilitate sales.
• Regular engagement with select Partner AM’s to receive updates, while coaching and advising on ongoing bases (with or without opportunities)
• Independently develop decisions within a defined processes, practices and Cisco policies.
• Works independently & proactively to avoid & resolve issues.
• Effectively utilize all available resources as and when needed to address issues/challenges accordingly.
• Demonstrated ability to excel within cross-functional team environment.
• Create a team-environment with Channel Partner Account Managers to drive effective account and opportunity management.
• Closely align with Indirect Sales Manager(IDSM) to formcountry/regional commercial team.
• Typically reports to Manager of Inside Sales with feedback from field sales engagement with Field Account Manager (AM) and Field Regional Manager (RM) and Channel AM/RM.
• BS/BA or equivalent and 5+ years related technical sales experience
• Cisco sales, product & technical certifications preferred.
• Consistency achieved Monthly/Quarterly Goal. Achieving Plan 95% of the time.
• Consistently achieved forecasted revenue Monthly/Quarterly. 85-100% Forecast accuracy.
• Works with partner AM's within territory to develop pipeline and forecast Commercial business
• Engages on a select list of Commercial accounts with partners within territory to secure customer preference
• Responsible for route to market and market management by utilising customer intelligence and Marketing resources
• Manages partner focus within territory by coaching, educating and supporting those partners to position, offer and deploy Cisco products and services. Support from Channel development team, VSM's and Marketing team
• Responsible for planning lead/revenue generation marketing activities with partners within territory, leveraging campaigns, plays and collateral
• Manages funnel growth, funnel conversion and partner sales performance within territory including opportunity/deal management
• Captures “long tail” through partner landscape
• Ability to articulate the value of a converged data, voice and video network.
• Excellent overall understanding of Cisco products & services as well as network design, implementation, management & administration.
• Excellent communication and presentation skills. (remote and face-to face, as applicable)
• Understands competitive environment and can autonomously position Cisco solutions successfully. Further able to gain advantage on competition by moving beyond product vs. product situations into other areas of decision making process such as original drafting of RFP or compelling financing solutions, etc.
• CCDA and/or CCNA Certification a plus.
• Persistance in driving Partners to drive business through effective communication and tact, utilizing leadership skills for partnered benefit to customer, channel and Cisco.
• In-depth knowledge of Partner processes from both reseller and Cisco perspective.
• Supervision provided based on experience, starting with more supervision for new hires, with little supervision provided for experienced ISAMs.(specific to routine work)
• Manager may coach and direct sales behaviors to facilitate success towards revenue attainment
• Manager may help resolve higher-level issues but ISAM must own the entire resolution process.
• Manager will ensure distribution of defined account base is fair, equitable & achievable through use of customer and territory data analysis.
• Manager will review activity & results to help facilitate progress toward revenue/goal attainment, based on experience.
• Excellent verbal/written skills necessary.
• Uses telephone & other IT tools to remotely interface with channel partners and customers to present Cisco value proposition to a variety of audiences: IT director and executive level
• Organize and lead the coordination with partners to facilitate sales.
• Regular engagement with select Partner AM’s to receive updates, while coaching and advising on ongoing bases (with or without opportunities)
• Independently develop decisions within a defined processes, practices and Cisco policies.
• Works independently & proactively to avoid & resolve issues.
• Effectively utilize all available resources as and when needed to address issues/challenges accordingly.
• Demonstrated ability to excel within cross-functional team environment.
• Create a team-environment with Channel Partner Account Managers to drive effective account and opportunity management.
• Closely align with Indirect Sales Manager(IDSM) to formcountry/regional commercial team.
• Typically reports to Manager of Inside Sales with feedback from field sales engagement with Field Account Manager (AM) and Field Regional Manager (RM) and Channel AM/RM.
• BS/BA or equivalent and 5+ years related technical sales experience
• Cisco sales, product & technical certifications preferred.
• Consistency achieved Monthly/Quarterly Goal. Achieving Plan 95% of the time.
• Consistently achieved forecasted revenue Monthly/Quarterly. 85-100% Forecast accuracy.
Candidate Profile:
• Two to four years experience, in a contact center or Sales environment, preferably in the IT sector
• University degree or equal education ideally in Business Administration or IT
• Strong communication skills (verbal & written) including excellent telephone skills
• Work toward goal achievement using negotiation, teamwork/collaboration and motivation
• Ability to demonstrate innovation and good judgment/problem solving skills when making decisions
• Ability to establish a course of action for self to accomplish goals while using appropriate resources
• Work well under pressure, professional demeanor, Self-driven
• Fluency in English and native language of the target market is a must
• Must have proficiency with various software applications including Microsoft Office
• Basic knowledge of network is beneficial, Knowledge of web is a requirement
• University degree or equal education ideally in Business Administration or IT
• Strong communication skills (verbal & written) including excellent telephone skills
• Work toward goal achievement using negotiation, teamwork/collaboration and motivation
• Ability to demonstrate innovation and good judgment/problem solving skills when making decisions
• Ability to establish a course of action for self to accomplish goals while using appropriate resources
• Work well under pressure, professional demeanor, Self-driven
• Fluency in English and native language of the target market is a must
• Must have proficiency with various software applications including Microsoft Office
• Basic knowledge of network is beneficial, Knowledge of web is a requirement