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For your reference, we have included the original job posting below.
Director Sales Business Development, Strategy - Business Development EM
Job Number:
26731602
Company Name:
Cisco
Job Location:
DUBAYY, AE
Job Category:
Information Technology
Director Sales Business Development, Strategy & Business Development EM
Requisition #: E868746 Location: UNITED ARAB AI
Job Title: Director Sales Business Development, Strategy & Business Development EM Region: EMERGING MARKETS
Area of Interest: Sales Level of Experience: Experienced - Manager
Flexible Work Option: No
Job Description: Position: Reporting to Chase Nelson, the Director Strategy and Business Development will be a key member of the EM Strategy and Business Development team working very closely with the country GMs in EM.
Accountabilities include: 1. Analyzing EM markets, competitive, customer, financial, operations and human resource data to develop long term views of trends (historic and forecast) to support strategic decision making (in tight collaboration with EM Business Intelligence, EM OP's, EM Finance, EM HR, EME One Cisco Team and Verticals, IBSG, CA) - Leading the transformation of Cisco (GMT model, organizational priorities, coverage focus, strategic account focus) 2. Removing internal and external barriers to business growth 3. Creating and enable the 'context / environment' for successful conduct of business 4. Creating and prototyping new / innovative strategic opportunities and competitive differentiators by helping them 'cross the chasm' 5. Driving the multi-year view of the business plan in collaboration with EM Ops and the country managers, as well as evaluating new business opportunities and service offerings in conjunction with Cisco Services and Cisco functions 6. Teaming with the field, alliances, marketing and other organizations to message the local value proposition.
Key responsibilities: . Strategy and Business Development: o Identify and create Alliances and Partnerships for the Theater in collaboration / partnership with Cisco Strategic Alliances, Cisco Services and WW Channels ? Lead regional teams in regionalizing / localizing these alliances ? Corporate and Social Responsibility programs related to Innovation Hub and Country Transformation ? Local University programs/annexes and relationships o Support the country manager in creating the business cases / business plans for expanding Cisco's business o Developing Regional localization partnerships o Creating the business case for Cisco CDO Research and Development investments and prescence o Identify, create and manage new business models in partnership with the EME One Cisco team, Corporate BD and CA ? SP Managed Services (with SP Vertical) ? New Sales Models (Network Academies - ASR's / ASE's) ? Cost / Coverage models across region (by segment by vertical) o Build business cases, help select partners and drive creation of new investment funds, and direct technology investment business models for the Countries in Region, in partnership with Corporate BD o Review potential mergers/acquisitions: Help with scans of marketplace in certain domains/spaces. Identification and qualification of potential acquisitions. Support in due diligence and post-merger integration. o Participate in projects with EM Ops to develop Region focused strategies
. Other o Act as a representative in various internal EM and CA project teams, councils, initiatives, etc. o Work in close collaboration with Cisco Services, Sales, Corporate Development, CDO, IT and other internal organizations in accomplishing objectives o Leverage industry contacts and knowledge to assess best practices in the field o Act as a spokesperson for internally and to customers via CBCs and customer visits o Provide support to EM Boards
Qualifications: This position requires a high degree of successful Executive-level strategy and business solution development expertise. A depth of knowledge across several specific industries is very desirable. Experience with and knowledge of business development and partner management/development is important, as is good business judgment, a comfortable, open communication style, and a willingness and ability to work with teams.
The ability to leverage available resources, in a 'virtual' style, that are not under direct control will determine success in the role.
The winning candidate will have a high degree of raw analytic horse-power, logical reasoning ability, and curiosity. He or she will be creative with a practical approach and have an intuitive feel for applying numbers, sense of proportion and appropriate orders of magnitude. Prioritization and focus is essential to success. The ability to shift from theoretical to pragmatic is essential. Team building and the ability to listen and be perceptive of others are critical personality attributes as is a hands-on, high energy, can-do, highly collaborative style. He or she will regard collaborative solution building, through teaching and learning, as integral to the role. The winning candidate will have a clear record of achievement, a willingness to work hard and perseverance to make things happen.
Specific skills required include:
. Senior executive presence and charisma . 5-10 years of combined industry and consulting experience . Experienced track record of successful relationship building and solution delivery in a Fortune 500 environment . Local knowledge of Cisco ecosystem is a plus . History of successful mentoring and coaching of resources . Distinctive career history problem solving and issue resolution . Multi-lingual ability a plus
Key Skills Necessary: Problem Solving - Able to develop solutions to complex, loosely formulated problems. Defines and applies problem solving methods and practices. Guides problem solving activities at peer and executive management levels and able to facilitate problem solving sessions.
Leadership & Governance - Defines decision-making process & forums, scope control procedures, guide all surrounding coordination & logistics. Strong facilitation sand negotiation necessary to drive accountability and desired outcomes. Ensures senior level communication resulting from impact analysis of scope changes to timeliness, budget, and resource allocations. Expectation management of stakeholders a constant activity.
Data Aggregation & Analysis- Assures data gathering activities (sourcing, queries, interviews, reporting) are consistent with a standard methodology and company financial/operational standards. Financial & statistical analysis of services P&L & operational metrics based on existing and to-be models/frameworks. Broad set of analysis techniques (scenario models, correlation/regression, trend analysis, forecasting, etc.) very helpful. Acute attention to detail critical to credibility.
Written & Verbal Presentation - Ability to communicate complex concepts via simple models. Responsible for delivery of briefings, analysis, and recommendations to senior and executive staff. Ensure pre-delivery rehearsals/walk-through and post meeting next steps, follow-ups, meeting summary, & commitments.
Educational requirements: This position requires a technical, economics or business undergraduate degree and an MBA / post-graduate degree in business or an economics related discipline from a top US or international school.
