Americas Software Sales Regional Manager Latam

Americas Software Sales Regional Manager
LATAM Theater
Cisco is in the midst of a multi-year transformation to recurring offers (software and subscription) while continuing to drive overall sales, including infrastructure, leveraging lifecycle selling. This transition is to help customers accelerate their time to value while meeting market dynamics for recurring offers. In addition, software and subscription-based business drive greater predictability, smoother cash flow, higher margins, and increase customer lifetime value for Cisco. Cisco’s strategy is to increase software revenues to 35% of total revenue. To achieve this goal, we aligned Software Sales roles to drive transformation in the form of an Enterprise Agreement (EA) Specialist led by this Regional Sales Manager position to also drive a 50% Buying Program Pen Rate for Software in LATAM.
A quota-carrying high-performance sales leader who is chartered with accelerating the sales and adoption of EAs is required in this Regional Sales Manager position. They will lead the EA/SW Specialist (PSS) resources focused on LATAM Select and Territory segments. This role is passionate about driving the full portfolio of EA offers, including Enterprise Networking & Cloud, Security, Collaboration/Flex, Application Monitoring, and Services. The Regional Sales Manager position will be responsible for motivating, developing, and leading a LATAM team of direct and indirect reports including Account Managers, Systems Engineers, Business Transformation teams, Services sellers and delivery teams, Cisco Capital, Advanced Technology teams (Product Sales Specialists and Consulting Systems Engineers), Partner resources, Flexible consumption team, Legal and Marketing. Specific Responsibilities:
This RSM will report directly to the Americas Software Sales leader and will be responsible for the EA, Software, and Recurring Software (RSW) number. Responsibilities include providing a regular business outlook to both the Americas SW leader and the LATAM VP, leading 6 EA Specialists, and having tight alignment with LATAM Sales RSDs Architecture Leadership for Collaboration, DC, EN, and Security.
Drive the EA/SW Specialists team around sales of Enterprise Networking & Cloud, Security, Collaboration/Flex, Application Monitoring, and Services EAs as well as new EA offers as they become available. This includes prospecting, working with pricing teams and legal tools, customer proposals, booking support and partnering with the LATAM EN PSSs, Security PSSs, Collab PSSs, and Account Teams to drive sales of EAs.
Work with Services and Renewals teams to prospect EAs through SWSS, Subscription, and SmartNet Renewals
Work closely with Customer and Partner Services (CPS), Value Management Office (VMO), and the Product BE(s) on pricing and Install Base (IB) crediting to provide EA pricing
Serve as leader of EA deals guiding the EA Specialists, working with the Account and Architecture teams supporting DSA/discount structures, Cisco Capital integration, RSWI/TCO analysis for customer proposal
Work with Deal Management Organization (DMO) in order to book EAs accurately which includes RNSD support for HW sales post-EA booking
Work with the Partners to construct the EA proposal along with customer sale of EA, inclusive of Partner Adoption Services and Cisco Services as appropriate
Own the enablement of the Americas sales field (AM/PSS/CSE) to drive EA sales
Formation and consistent communication of LATAM EA pipeline and forecast
Tight alignment with APO to engage Partner’s SW Practice development around EA and adoption
Work with CX to ensure post-sales adoption resources are aligned to EAs
Team Development - attracting, developing, and retaining high-performance Account Team talent (career development, mentor, performance management, and hiring). Experience & Skills Required
Spanish and English language proficiency
Highly persuasive, able to sell cross-architecture licensing in EAs, and drive executive-level conversations with customers, procurement, finance, legal, partners, and Cisco teams translating into orders
Minimum 10 years successfully selling technology solutions e.g., Security, Collab, Enterprise Networking
**Preferred**: 5-years’ experience selling Software and Subscription licensing in EAs
**Preferred**: LATAM sales experience and sales leadership relationships
Excellent written, Excel spreadsheets, and verbal communications skills as well as good listening and strong presentation skills
Shown ability to work cross-functionally bring to bear indirect leadership to gain support and investment Travel
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