Sales Business Development Manager (Public Sector - Defense)

Cisco · Minato

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Identifies long-term and short-term sales opportunities and acts as SME to drive and develop proposal opportunities. Works closely on market development to ensure Cisco’s presence in the marketplace for new and existing product/solution offerings. Partners with the Field organization to market relevant Cisco offerings. Targets existing clients for upselling. Cultivates new relationships to drive business growth and market expansion. Builds a robust pipeline of qualified opportunities for account teams. Tailors deal structures to meet customer and Cisco objectives. Develops technology or solution-based whole offering, or vertical market expertise to exert influence on customers purchasing decisions. Develops new consumption models to boost customer adoption

• Specialization and Focus - Demand Generation/ Business Development, Deal Shaping, Drive New Consumption Models / Product Enhancement
• Customer Engagement and Accountability - Customer Intimacy: High, Customer Focus: Vertical/ Industry Focus: solution selling & new business development, Product Focus: Moderate - architecture focus/product specialization: solution or business transformation focus
• The Internal Sales Process - Sales Process Focus: Prospect/Qualify, Key Working Partners: Business Units, Product/Service Specialists, Partner/Account Manager, Extended Sales Team, Marketing
• Corporate Interlock - Sales - Product & Services, Product Development
• Typical Sales Cycle - Deal Size: > $1M in Sales Revenue, Deal Complexity: High Complexity & Customization, Deal Cycle: 12 – 18 months on average (up to 2 years)
• Success Measures - Revenue Growth - Drive increased sales revenue for both new and existing products, Demand Generation - Displace competitors & gain wallet share through creation of existing account demand generation, • Pipeline Volume & Value – Increase volume and value of opportunity pipeline

What You'll Do:

• Leads enterprise-wide demand generation strategies for emerging technologies and/or cross-domain solutions
• Shapes global market expansion strategies through developing high-impact deals
• Shapes enterprise-wide customer engagement strategies aligned with company goals
• Participates in global demand generation campaigns and helps build Marketing team’s campaign strategies, as needed
• Builds executive-level relationships to secure long-term commitments
• Leads comprehensive market research, reviews multi-dimensional structured and unstructured analyses to understand customer and industry economic drivers
• Drives lead qualification processes, ensures field feedback is integrated to maximize lead conversion rates
• Architects innovative deal structures and advises business development teams on deal structuring strategies in difficult situations
• Commands expert-level knowledge across multiple architectures and emerging technologies
• Develops architecture or solution-based thought leadership
• Shapes product roadmaps by providing strategic market customer driven insights
• Innovates tools, processes, and consumption models and drives adoption of advanced collaboration tools to scale business development
• Leads cross-functional governance for high-stakes opportunities
• Builds and leads a BDM community, driving strategic alignment and best practices

Minimum Qualifications:
Bachelors + 12 years of related
experience, or
Masters + 8 years of related
experience, or
PhD + 5 years of related experience

Why Cisco? 

At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere. 

We are Cisco, and our power starts with you. 

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