The Client Director is the next generation senior customer leader at Cisco. He or she functions as a general manager for their customer relationship, managing the account holistically from an engagement, financial, personnel, and corporate perspective.
The Client Director role is assigned to a strategic Cisco customer account to grow the relationship into a truly world-class partnership. This requires Cisco to approach the customer differently, with a long-term view, investment mentality, and commitment to assign world class resources from all cross-functional Cisco teams. The return on this investment will be higher business growth, increased profitability, and improved customer satisfaction and intimacy.
Reporting to the ITS Transformation Accounts Leader, the Client Director is the single-point-of-contact for Ciscos top customers enabling Cisco to conduct business with that customer as a unified, highly coordinated entity. The Client Director is responsible for and measured against the long term strategic value of the client relationship, and manages a cross-functional team of employees to achieve a defined set of short and long term objectives.
Specific Responsibilities:
Builds and maintains executive level relationships at client and Cisco on a global basis.
Directs all sales processes and manages short term (annual) and long term (strategic) revenues for infrastructure and services, and channels strategy.
Leads creation of and executes a coordinated and synergistic strategy to maintain and build wallet share, improve margins, productivity and bookings for the company..
Determines the global coverage model for the client based on the selling strategy.
Manages a cross-functional team of employees with diverse skill sets and representing diverse internal requirements to achieve the client strategy.
Manages all direct and indirect expenses associated with the client to maximize account profitability and margins.
Sets the pricing strategy for all Cisco products and services for the client account.
Creates short and long term plans for the client based on research and deep understanding of business and technology trends.
Team work
Provides professional leadership and coordination of all Cisco client-facing resources.
Manages sales, sales engineering and business development staff directly; manages channels and services staff indirectly.
Requirements:
Extensive background and understanding of product, service, and channels sales as well as practice building and service delivery
Intimate knowledge of the ITS market space and capable of clearly articulating details of Ciscos & Customer's business environment (i.e. Financial, Competitive & Regulatory).
Demonstrated ability to build deep relationships with CxOs in key customers
Experience building actionable long and short term account plans based on a deep understanding of the impacts of business and technology trends
Successful leadership of large, complex sales teams at key accounts.
Demonstrated clear team leadership in collaboration with cross-functional organizations (example: Service delivery, Channels, etc).
Successful sales and delivery of professional/managed services, Advanced Technologies and/or innovative business models at key customers
Demonstrated success in long term planning of resources, technology and account structure within the customer base
Track record of successful performance as a change agent
Proven ability to work closely with engineering development organizations to drive timely delivery of feature and functionality for customer requirements or practice build-outs
Education and General Experience
Bachelors degree in engineering , or equivalent
Minimum 17 years overall work experience, with exposure to sales, business development, channels, P&L & people management
Cisco Systems (India) Private Limited
http://www.cisco.com
Cisco Systems, Inc. is the worldwide leader in networking that transforms how people connect, communicate and collaborate. Networks are an essential part of business, education, government and home communications today and Cisco Internet Protocol-based (IP) networking solutions are the foundation of these networks. Cisco hardware, software, and service offerings are used to create Internet solutions that allow individuals, companies, and countries to increase productivity, improve customer satisfaction and strengthen competitive advantage. The Cisco name has become synonymous with the Internet, as well as with the productivity improvements that Internet business solutions provide. At Cisco, our vision is to change the way people work, live, play and learn.
Cisco was founded in 1984 by a small group of computer scientists from Stanford University. Since the company's inception, Cisco engineers have been leaders in the development of Internet Protocol (IP)-based networking technologies. This tradition of innovation continues with industry-leading products in the core areas of routing and switching, as well as advanced technologies in areas such as Home Networking, IP Telephony, Optical, Network Security, Storage Networking and Wireless LAN.
* Cisco Systems India Pvt Ltd. commenced operations in 1995
* India, as a region, is part of the APAC theater
* Cisco has 7 Sales Offices in the region - New Delhi, Mumbai, Bangalore, Chennai, Pune, Kolkata and Hyderabad.
* India headcount is 7000+, including R&D, sales and business support staff
* Cisco Global Development Center is in Bangalore, this is the largest outside of the US
o Joint Development Centers with Wipro Technologies and Infosys Technologies in Bangalore; HCL Technologies in Chennai and Zensar Technologies in Pune
* Cisco"s go-to-Market strategy is through Channel partners
o 1200+ Partners
o 10 Gold Certified Partners - Datacraft, HCL Comnet, AT&T, IBM, Wipro, British Telecom, HCL Infosystems Ltd., TCS, Orange Business Services, Bharti Airtel Services Limited
o 8 Silver Certified Partners - Velocis (formerly Integrix), Proactive, Locuz, PC Solutions , Nirmal Datacomm, SK International, Allied Digital Services ltd and Tech Valley (Bangladesh)
o 4 Distributors - Ingram Micro, Redington, Compuage and Comstor
Support and Service - Extensive support system for customers with 17 logistics centers (premium depots). Besides that, Cisco is the only vendor to have a support program called ARNBD (advance replacement next business day) for its resellers
Cisco Capital was launched in 2005 to offer flexible leasing and financial services to customers and partners
Currently, there are over 170 Cisco Networking Academies across 22 states & union territories with 22455 Active Students, 25.9% of which are women students. Overall these academies have impacted 46291 students since the program inception in India. India has over 81,658 Active Cisco Certified Professionals of which 66,719 are CCNA Certified.
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