Cisco Global Offering Lead – Collaboration in London, United Kingdom
Global Offering Lead – Collaboration
Location: London, England, United Kingdom
Additional Location(s) Paris, New York, Amsterdam, Berlin, San Jose, EMEA, US
Area of Interest Sales - Product
Job Type Professional
Technology Interest Cloud and Data Center, Collaboration, Video, Internet of Everything
Job Id 1240748
Global Offering Lead – Collaboration
What You’ll Do
ITaaB is a sales engagement methodology for Enterprise. It creates a compelling engagement process with the client CxO to develop in a collaborative and joint process a Point of View that covers:
Collaboration architecture ToBe design based on the clients As-Is
Prioritized implementation roadmap – typically over 24 months
Recommended operating model for Plan, Build and Run of the network
A business case that demonstrates where investments will be made and savings created
The ITaaB methodology covers 3 main phases, typically completed over an 8-10 week period:
As-Is: Where we collate all information on the current network configuration, operating model and spend – both internal to the client, external and with Cisco
To-Be: Where we recommend the architecture, operating model and implementation roadmap
Business Case: Where we consolidate the recommendations into a 5-year cash-based view, covering technology, services and retained client functions
Collaboration technology scope covers:
Web meetings, instant messaging, audio, video and conferencing in any location.
The offering lead has global responsibility for the deployment of the Collaboration ITaaB Sales Methodology.
The role is responsible for leading the creation and deployment of the ITaaB architecture, operating model, and business case for.
This involves the definition of:
The offering value proposition which links an architectural proposition to a roadmap, implementation and run and business case
The definition of the business case levers
Industry cost data for clients and identification of hard costs of IT: technology and operations, client and 3rd party spend
Specification of the requirements and generation of the content for the sales methodology tools – specifically: workshop design, data requirements and sources and specification of deliverables
Preparation of the field sales content for technical, sales and services Cisco staff and partners
Delivery of field sales content in cooperation with local leadership
Tracking and adjustment of field adoption to ensure global sales and adoption goals are met
Gathering and publishing of best practice, internal references and client references
Who You’ll Work With
The role will coordinate multiple organizations from within Cisco that are required to complete the IBN offering. This includes:
Enterprise CTO and the associated BU’s to ensure a complete architecture offering is defined for the ITaaB offering
Cisco Customer Experience (CX) to define the services that will support the product
Partners and 3rd party advisors required to complete the proposition.
Global Enterprise Segment to create the required operating metrics and tools to define, track and accelerate adoption
The role will require an ability to work directly with clients to present the ITaaB point of view at CxO level and to their advisors. The Offering Lead will be expected to directly sponsor a number of client engagements at a global level as required by Segment and Global leadership.
Who You Are
The offering lead will have extensive consulting experience in client engagements, taking senior clients through a process to a defined outcome.
The Lead will be a practitioner and be able to deploy the ITaaB offering into a structured sales engagement methodology.
The role requires sufficient technical acumen in the technology architecture that span multiple products (Cisco and 3rd Party), in multiple technical domains with specified services for global clients.
The role requires significant financial background in business cases and a capability to understand and define the relationship between technology capability and the associated cost levers and how those are presented in a business case.
The Lead will have direct experience of how to independently originate entirely new client opportunities and to drive deals in a sole-source process.
Key data points:
Global role, with extensive travel likely
Coordinate and lead multiple internal providers of capability, mentoring and coaching the work of others
Ability to work with external partners and advisors
Client CxO experience
Provide direct supervision of teams on engagements
Can represent complex financial constructs
Can document in high quality – the templates and deliverables
Can strategically plan a release program of capabilities to the field and effectively communicate plans to a global audience
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