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Job Description and Requirements
The Uptime Product / Business Development Manager is responsible for both product planning and product marketing. Product here refers to the services product which in this context will incorporate the Uptime Powered by Cisco, Collaborative Services offering.
This includes managing the product throughout the product lifecycle, gathering and prioritizing product and customer requirements, defining the product vision, and working closely with services development, to deliver a winning product. It also includes working with sales, marketing and support to ensure revenue and customer satisfaction goals are met. Vendor engagement / management and driving the respective vendor program metrics will form part of the responsibilities of this resource. The Uptime Product / Business Development Manager's job includes ensuring that the product planning and marketing efforts support the company’s overall services strategy and goals.
In the context Saudi and for which the Uptime product has recently been rolled out, it is seen as the strategic interface with the Cisco services team.
The Product / Business Development Manager is expected to:
1.Be an expert on the core positioning and messaging of the Uptime (incorporating the CTS) service offerings.
2.Be able to articulate the difference between Uptime and the resale of Cisco Brand resale offerings to best suit the customer requirements.
3.Assist in defining a sales approach based on market conditions.
4.Make joint sales calls (current and potential customers) with Account Managers to: 1.Evaluate value proposition (market feedback / input)
2.Alignment of Uptime proposal to customers requirements
3.Give particular focus to Finance / Oil & Gas and Commercial Sectors
4.Ensure adoption of all Uptime and all of the Value Adds.
5.Be an expert with respect to the competition in the market.
6.Understand the Strengths, Weakness’, Opportunities and Threats (SWOT) of the Uptime service within the market.
7.Assist in planning and developing of the marketing strategy.
8.Develop and implement a go-to-market plan, working with vendor, marketing and sales to execute.
9.Set pricing (Customer and Vendor) to meet revenue and profitability goals (responsible for sales success – revenue and profit growth).
10.Assist in developing sales tools and applicable collateral (alignment of collateral to business requirements).
11.Assist in developing sales tools and applicable collateral (alignment of collateral to business requirements).
12.Develop good relationships with in-country / regional Cisco team to ensure success of Cisco initiatives.
13.Drive Attach and Renew rates of Cisco services and ensure that relevant Cisco program metrics are achieved. Review monthly forecast / actual achievements, against sales targets set – ensuring that business metrics are achieved.
14.Understand Cisco’s support services value proposition and alignment of these with the client’s business requirements.
15.Develop, maintain and execute on an in-country local Vendor development plan for Cisco. Assist Sales and Services management in managing the customer targeting / engagement process.
16.Work in partnership with designated in-country Cisco counterparts, so that Cisco’s Services annual target and metrics are achieved or exceeded
17.Facilitate collaboration with the local Cisco & company teams to position Cisco Advanced Services offerings, by means of running in-country workshops.