ASEAN Renewal Theatre Leader
5d ago

What You'll Do

You will be responsible for leading a team of Renewal Managers that are driving the CX Renewals motion with the customer and leading a team of Cisco resources for all renewal activities from opportunity identification to negation to close.

You will build direct relationships with partners, customers, other cross functional leaders and leverage other parts of Cisco to maximize renewals results across your team.

You will manage all aspects of the renewals business including coaching renewals managers, forecasting, architecture training and more! You will be responsible to the overall renewals’ quota of your team.

Responsibilities Include :

This role leads, directs, partners and improves the on-time renewal rate (OTRR) of recurring revenue and growth of annualized recurring revenue (ARR) across all customers within a specific geographic region using a globally consistent strategy aligned with the other Renewals regions.

In addition to sales planning, this position is will accurately forecast, deliver quota and lead a team of Renewal Managers and people leaders.

  • Accountable for the overall Renewals recurring revenue and growth across all customers with the assigned region / segment.
  • Renew, up-sell and close on-time contracts in assigned territory or customer segment.

  • Align with the Sales segment theatres, ensuring customer objectives are met, recurring revenue opportunities are closed, risks and expansion points identified
  • Partner closely with CX Renewals Specialist leadership to drive increased renewal rates for Cisco BE’s (CX, Applications, Collaboration, Enterprise Networking, Data Center, SP), while driving competitive differentiation.
  • Build deep relationships with customer executives and partners to understand objectives and accelerate their path to value
  • Utilize data and insights from the Customer Success Executive and cross-functional resources to co-create the customer renewal sales strategy with the account team;
  • play a key role in developing the integrated account plan and success plan

  • Conduct quarterly onsite visits with specific customers, partners and account teams to ensure continued satisfaction
  • Partner with CPS to build best and execute best in class processes around install base reconciliation, customer validation and sustained governance with customer, partners & Cisco.
  • Drive adoption of new metrics : ATR, RR, OTR, ARR IARR across the organization
  • Accountable for financial performance with focus on exceeding bookings goal and Renewal Rate targets (by geography, architecture and vertical) while managing OPEX targets and forecast accuracy with in-depth knowledge of customer insights, macro / micro trends, consumption models and deal timelines
  • Accountable for team development including attraction, development, and retention of talent as well as career development, coaching and performance management
  • Who You'll Work With

    The Customer Experience organization is one of Cisco’s fastest growing teams with diverse and motivated individuals that consistently deliver profitable growth.

    We serve our customer life-cycle through a series of selling motions to drive higher value and an optimal experience from Cisco solutions.

    We are a dynamic and international team that brings excitement to the company every day. We partner closely with the Sales Organization, and we connect Cisco customers with solutions that can transform their businesses and change the world for the better.

    We will provide you with a platform for success including : coaching, training and on-the-job learning that will strongly support you in your career advancement.

    You will discover an innovative, flexible and award-winning working environment using the latest Cisco technology to enable and empower you to perform to the very best of your abilities.

    Our teams adapt quickly to respond to market changes and we are all highly encouraged to give back to our local communities.

    Who You Are

    If you enjoy leading in a changing environment, are goal motivated and believe in performance rewards for exceeding annual sales goals though strong collaboration with partners and internal stakeholders, we have a place for you.

    The ideal candidate will have experience in managing diverse teams, a strong grasp of sales, and will demonstrate a high level of comfort working with partners, customers, internal teams and executive leadership.

    High energy, executive presence, strong communication skills and the ability to adapt to a constantly evolving marketplace and evolving business models are critical skills for this opportunity.

    Knowledge and Experience :

  • BS / BA (or equivalent) plus 12+ years related sales experience with 5+ years direct management of a direct and / or virtual team.
  • Have a proven track record in delivering excellent results against pre-defined goals and targets
  • Strong leadership skills in coaching and development of direct and / or teams
  • Excellent knowledge of sales processes, organizational structures, management practices and resources development.
  • Proven leadership and people management skills
  • Excellent communications skills (both written and verbal) and the ability / affinity for building new relationships
  • A high degree of creative ability, analytical and business skills and independent judgment
  • A strong working knowledge of Cisco and general IT Service renewals would be preferred, as well as a wide appreciation of the IT market landscape
  • If you are looking for hands-on involvement in shaping the future direction of Cisco and Customer Experience, we have a place for you.

    Why Cisco

    WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference. Here’s how we do it.

    We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re old (30 years strong!) and only about hardware, but we’re also a software company.

    And a security company. An AI / Machine Learning company. We even invented an intuitive network that adapts, predicts, learns and protects.

    No other company can do what we do you can’t put us in a box!

    But Digital Transformation is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)

    Day to day, we focus on the give and take. We give our best, we give our egos a break and we give of ourselves (because giving back is built into our DNA.

    We take accountability, we take bold steps, and we take difference to heart. Because without diversity of thought and a commitment to equality for all, there is no moving forward.

    So, you have colorful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool.

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