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Business Development Manager
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Category
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Business Development
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Skill Set
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communication skills,coordination,coorporate communication,creative ideas,influencing skills,marketing,team management,time management,writing skills
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Career Level
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Junior
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Employment Type
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Full Time
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Min Work Experience
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2 - 5 Years
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Min Educational Level
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Bachelors Degree
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Monthly Salary
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Unspecified
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Benefits
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As per UAE Labor Law
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Description
Business Development Manager – Growth Initiatives (AppDynamics)
Vision
Leverage the scale of Cisco to accelerate the growth of AppDynamics (AppD) solutions whilst retaining the existing process, rigour and focus that has made AppD successful to date.
Strategy
Retain focused, stand-alone AppD sales and pre-sales organisation
Quickly win prominent accounts to build momentum and generate stakeholder (internal and external) confidence in the acquisition
Cisco teams to support AppD’s existing sales motion and accelerate growth through targeted engagements and open doors to Cisco’s customer base
Cisco sales to assist in opportunity identification
AppD sales accountable for all opportunity qualification
Execution
· Broker relationships between AppD and Cisco sales teams for target accounts
· Work closely with senior sales leadership to identify top accounts and opportunities where AppD would fit
· Educate leadership, sales and architect teams on how to spot AppD opportunities
· Create and communicate success stories for Cisco/AppD wins
· Ongoing communication of integration across field and senior leadership teams
· Identify and address factors or individuals constraining the growth of AppD across Cisco accounts
· Work with product sales specialist (PSS) teams to weave AppD messaging into joint offers (but keep sales execution separate).
· Help build trust between Cisco and AppD sales teams
o Character – intent and integrity of the sales person and process
o Capability –results that should be expected based on prior performance
· Give sales more time to sell leading to increase in qualified new business meetings per-rep (currently 10 per qtr). Take away burden of:
o Providing detail on the integration effort and success to Cisco reps, AppD reps and customers
o Enabling Cisco teams to spot opportunities
o Promoting the benefits of the acquisition to Cisco teams
o Identifying Champions within Cisco that can help broaden the engagement
o Explaining to existing AppD customers the benefits of the acquisition
o Answering common questions around compensation, targets and process
o Handling political issues around control of the account and sales process.
Metrics
· Qualified new business meetings completed per rep, per quarter
· AppD penetration into top Cisco accounts
· ASP Increase
Vision
Leverage the scale of Cisco to accelerate the growth of AppDynamics (AppD) solutions whilst retaining the existing process, rigour and focus that has made AppD successful to date.
Strategy
Retain focused, stand-alone AppD sales and pre-sales organisation
Quickly win prominent accounts to build momentum and generate stakeholder (internal and external) confidence in the acquisition
Cisco teams to support AppD’s existing sales motion and accelerate growth through targeted engagements and open doors to Cisco’s customer base
Cisco sales to assist in opportunity identification
AppD sales accountable for all opportunity qualification
Execution
· Broker relationships between AppD and Cisco sales teams for target accounts
· Work closely with senior sales leadership to identify top accounts and opportunities where AppD would fit
· Educate leadership, sales and architect teams on how to spot AppD opportunities
· Create and communicate success stories for Cisco/AppD wins
· Ongoing communication of integration across field and senior leadership teams
· Identify and address factors or individuals constraining the growth of AppD across Cisco accounts
· Work with product sales specialist (PSS) teams to weave AppD messaging into joint offers (but keep sales execution separate).
· Help build trust between Cisco and AppD sales teams
o Character – intent and integrity of the sales person and process
o Capability –results that should be expected based on prior performance
· Give sales more time to sell leading to increase in qualified new business meetings per-rep (currently 10 per qtr). Take away burden of:
o Providing detail on the integration effort and success to Cisco reps, AppD reps and customers
o Enabling Cisco teams to spot opportunities
o Promoting the benefits of the acquisition to Cisco teams
o Identifying Champions within Cisco that can help broaden the engagement
o Explaining to existing AppD customers the benefits of the acquisition
o Answering common questions around compensation, targets and process
o Handling political issues around control of the account and sales process.
Metrics
· Qualified new business meetings completed per rep, per quarter
· AppD penetration into top Cisco accounts
· ASP Increase
