Cisco DTG in Tokyo, Japan
Additional Location(s) or Information: Job Category: Sales Level of Experience: Experienced - Non Manager Requisition #: S1024361
Description: Financial Services – Industry Practice Advisor
The Business Entity
Digital Transformation Group, Global Financial Services currently has a job opening for an Industry Practice Advisor. The role supports two critical functions: first to be a subject matter expert for Cisco by building strong line of business (LoB) relationships in key accounts, creating solution demand, developing qualified opportunity pipeline and forecasting bookings as per the assigned territory go-to-market(GTM) plan. In addition, the role is the key leader of a virtual Financial Services vertical team driving business relevant sales enablement between theater sales/channels, the Business Entities and other stakeholder groups such as Partner and channel operations.
The Practice Advisor is responsible for driving Digital transformation for Financial Services industry customers across XXXX and being instrumental in positioning Cisco as a strategic partner within the region. Our goal is to establish Cisco as a leading Digitization provider to the sector, providing strategic industry leadership, differentiated solution areas, a unique partner driven business model and sales and marketing leadership to the region.
This role will be a key member of the Global and Regional Financial Services industry team. You will closely lead and align with the Theatre sales organisations to include teams from the Business Entities, Architectures, Partners, Systems Engineering and Services to achieve your goals in your assigned region.
You will lead the sales & development of Digital solutions in XXXX by using your industry expertise, ability to influence senior LoB stakeholders and excellent communications skills. You will ensure that there is a focus on Digitization sales execution and be accountable for developing and implementing sales initiatives for the Financial Services industry and driving revenue & sales leadership in the XXXX region. You will leverage the established industry point of view, Digital solution portfolio, partner eco-system, use cases, procedures, methods and tools of the Cisco sales process. In addition you may also contribute to the development of new methods and tools as required.
You will be accountable for: Quota carrying for industry and territory.
Decisions on sales opportunities, including definition of account and partners penetration strategies, target accounts, target roles, etc.
Localisation of Global FS industry and vertical strategies into Theatre action plans that drive customer and partner engagement to meet your business plan.
Driving the opportunity pipeline and revenue for your assigned region.
Integrating IOT/Digitization and transformational efforts with theatre/subsidiary.
Providing feedback on the regional industry trends and requirements to the Global Industry team Provide industry point of view and Digitization solution area and partner training to sales, presales and solution sellers.
Responsible as Sales Business Development for Digitization solutions with Industries & defined verticals and customers in the assigned region(s).
Drive business development planning for vertical customers in target territories to identify qualified customer opportunities.
Investigate, identify, and execute plans to build relationships with industry related regulatory agencies, standards organizations, and industry associations.
Develop C-level and Line of Business Executive relationships with customers in assigned territory.
Identify the most influential transformational and lighthouse accounts for FSI solutions and develop business plans specific to securing solid references from those key accounts.
Work in a cross-functional team with WW Partners and the Theatre sales/channel teams to ensure the development and execution of Financial Services Industry GTM strategy.
Drive implementation of FSI GTM programs with theatre Channels leads and Theater technical leads Propose tactics to increase training sales and awareness within the Financial Services Industry partners.
Must excel within a cross-functional team environment and remote program support.
This position reports to the assigned FSI Regional Lead.
Extensive travel is required.
How does the Financial Services Advisor add value?
The Advisor adds value by: Understanding Cisco Global FSI strategy and developing the appropriate local implementation through effective prioritization based on local market dynamics.
Developing a business plan that contributes to the overall Theatre strategy and collaborating effectively with the Region and Theatre leadership team(s).
Leading a consistent and predictable business where team members are enabled and empowered to perform at an optimal level.
Leading and ensuring orchestration across all Cisco and partner assets in order to create optimal Vertical Sustainable growth & ensures coordination and collaboration at the Theatre, Global and Corporate levels (BU’s, DTG, AS, Partners..) to ensure cross group collaboration to address Industry/Vertical and top account opportunities and challenges.
Drive the Selection, Development and Management of the key Vertical Solution Areas and Partner Solution Plans and to meet business plan for his/her geographic/vertical Area Providing point of view and leadership Industry for customers and partners with regard to Cisco Vertical Solution, Platform and Technology roadmap and the impact of that roadmap on the market, customers, and partners.
Initiating and driving specific competition programs that are unique to the Financial Services industry market Elevating the Field FSI conversation with Industry LOB Executives, Leaders & Influencers. Continuing to drive the organization’s Sales & Marketing effectiveness in order to sell more broadly within the Digitization solution focus areas for all target customers Lead and support the regional sales organization to sell industry solutions.
Qualifications: This position is based in the XXXX. Experience within Financial Services industry and IOT/Digitization/Transformational go to market “approach” and knowledge of Global FSI strategies.
Detailed understanding of the Retail Financial Services sector Strong appreciation of the digital implications on the industry Extensive operational experience within a Line of Business function Demonstrates relationship-building and leadership skills to influence and work across multiple organizations and levels Strong relationship management skills in major account environments are essential.
Candidate should exhibit strong strategic thinking, initiative and leadership skills.
Must be a self-starter and strong closer with multi-tasking ability.
Excellent negotiation skills.
Must demonstrate an ability to excel within a cross-functional and cross-cultural team environment.
Requires practical experience using influence management to achieve goals in a heavily matrix organization.
Proven ability to meet or exceed quotas.
Requires excellent communication and presentation skills, both written and verbal.
Able to work independently, but within a team environment.
Confident, competitive, thorough and tenacious.
Ability to prioritize and manage multiple, competing demands Exercises judgment within broadly defined practices and policies Must be able to travel 50% and work independently.
BA/BSc degree required; MBA or advanced degree preferred.
- Who You'll Work With*
The Digital Transformation Group is focused on helping solve our customers’ most pressing challenges and opportunities by unleashing the power of technology, Cisco, and our partners.
We’re committed to a customer-in mindset focused on outcomes, simplicity, and scale; intent on providing value, modeling the collaboration necessary to ensure success, and working together across geographic and organizational boundaries to define joint go-to-market plans, common awareness, and enablement practices.
As champions of our customers’ voice, this team will ensure that we develop a crisp and compelling point of view when it comes to understanding and accelerating the transformation priorities in enterprises
Who You Are
Strong communication and listening skills, a thorough approach to complex problem solving, managing to metrics and KPIs.
Experience in consultative selling in either a technology company or consulting organization Significant industry experience, with deep understanding of industry trends, requirements and challenges.
Entrepreneurial spirit and a demonstrated ability to be flexible, positive, and creative in a dynamic, fast paced and challenging environment.
Ability to establish customer sponsors, gain consensus across Cisco, Partners, the extended team and stakeholders.
- Why Cisco* We connect everything: people, processes, data, and things. We innovate everywhere, taking bold risks to shape the technologies that give us smart cities, connected cars, and handheld hospitals. And we do it in style with unique personalities who aren’t afraid to change the way the world works, lives, plays and learns.
We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers.
We Are Cisco.
Job Type: Experienced Opportunity Category: Internet of Everything
DTG Tokyo JP S1024361-en_US