Global Virtual Sales Director, US Commercial West

GVSE Americas Virtual Sales Leader

GVSE is a sales organization that has an unprecedented opportunity for innovation and growth within Cisco Sales. This organization is responsible for selling to customers virtually (ie, hub-based) and scaling the sales motion through digital capabilities, partner ecosystems, and recruiting/developing the next generation virtual sales talent. GVSE is a global organization across the major geographies including the Americas (US, Canada, LATAM), EMEAR (Europe, Middle East, Africa), and Asia Pacific.

You are a proven leader to fill a critical senior leadership position in its Americas Virtual Sales organization. You will be responsible for delivering on sales goals in the by leading the virtual sales team covering Cisco's product, service, and software portfolio. The position will report directly to the Americas Virtual Sales Vice President.

As a 2nd level sales leader, you will have a proven track record of leading large virtual/inside sales organizations, building high-performance teams with a winning culture, and developing/executing on programmatic selling methods with sustained success. You must have experience working with partners, customers, internal teams and executive leadership in a constantly evolving marketplace, flexible consumption models, and embracing new digital selling methodologies.

This opportunity will give the candidate of choice a well-rounded business foundation for potential career advancement in multiple organizations across sales and the rest of Cisco.

What You Will Do
- Core Responsibilities:

• Develop and execute on strategy to hit and exceed plan and grow double digits in the Mid-Market customer segment
• Be fully accountable for delivering against team sales goals and key performance metrics
• Build, coach and develop an impactful leadership team and winning culture in the sales organization
• Oversee team pipeline and forecast calls, with deep knowledge of organization's customers, top deals, partners, and key dependencies
• Build cadence of programmatic sales methods for repeatable and predictable execution in the current and following quarter around:
• Sales campaigns & demand generation initiatives on key offers/solutions
• Pipeline and results management
• Sales tech stack utilization to increase seller productivity
• Leverage data to evaluate key seller/team metrics & performance and taking necessary action to achieve desired outcomes
• Conduct weekly 1:1 discussions with each leader to inspect regional pipeline progress to target, forecast accuracy, progress to goal.
• Conduct skip levels with sellers to gain insights on seller experience and opportunities for improvement
• Engage with top customers at the executive level to strengthen relationships with decision makers, influencers to support selling effort. Be able to articulate Cisco's value proposition as a strategic partner
• Establish regular cadence of engagement with strategic Partners at senior levels as route-to-market multiplier to accelerate business
• Review and approve deals and discounts within authorized levels at Director level, ensure seller is positioning Cisco's value versus price
• Collaborate with peer 2nd level leaders - share and learn repeatable processes and best practices, leverage resources to advance business
• Continuously optimize sales methodologies and share ideas to improve efficiency and focus, enable greater scale, and yield better results
• Align with cross-functional teams and stakeholders (e.g., field, specialist, engineering, partner, and customer experience) to enhance business performance and team effectiveness for each fiscal period
• Use metrics and data to continually assess both sales performance and talent performance/retention to fully understand underlying drivers

Key Qualifications for this Role:

• 10+ years leading sales organizations, including virtual or inside sales
• Experience in implementing effective sales coverage models in accordance with market needs in a dynamic and matrixed organization to deliver on short-term and long-term goals
• Leverage a structured and methodical approach to identify, recruit, and hire top sales talent at individual contributor and first line manager levels
• Leadership skills with a focus on training, coaching, motivation, and career development
• Broad knowledge and best practice insights of sales processes, organizational structures, management practices and talent development.
• History of forecast accuracy +/- 5% and ability to show intimate knowledge of the business and deals in your team or region
• Established track record of building and completing repeatable and data driven sales methods (ie, "Programmatic" or Operational Excellence) to inspect pipeline, results, and other metrics to meet or exceed sales goals
• Continuous learning and improvement mentality, embracing new digital sales and marketing tools to increase seller effectiveness and productivity
• Executive presence and excellent communications skills at all levels of management
• Operated in a matrixed environment…