What You'll Do
You will work directly with Customers, Partners and Cisco internal stakeholders to help lead and optimize assets from purchase to renewal, safeguarding and ensuring data accuracy of our customers at all times. This position holds the operational responsibility for the Customer Installed Base lifecycle management enhancing customers and internal stakeholders experience across Services, Software and Subscriptions. You are pivotal in providing actionable insights across Cisco on customer IB synchronicity, license activation, license consumption, service coverage, subscription term compliance and software feature utilization. The Entitlement Manager uses this information to highlight renewal/adoption/compliance opportunities for the Customer Success team.
Engage with customers/partners/field and provide visibility into the assets & entitlements procured by the Customer, and position the value proposition of asset and entitlement management
Define the operational deal plan and be accountable for the deal/renewal execution working in close alignment with Service Seller and Renewal Manager
Define cadence of engagements with customer following commitment and buy in from Sales and customer to the process of asset & entitlement management
Use clean IB to drive renewals speed and accuracy (Execute on complex IB agreements) including suggesting appropriate buying programs
Use the "My Cisco Entitlement" platform for all workflow management
Work with customers on (as per the agreed account strategy defined by Sales/CX):
Initial Customer Engagement and On-boarding (including SmartAccount strategy and set up)
Install Base Baseline Assessment and reconciliation (Customer View)
Synchronize their IB data with Cisco and collector IB data (Ensure data integrity),in partnership with internal CPS Data Operations teams including Party anchors set-up/clean-up (GU ID, Party ID, Site ID)
Ongoing IB reconciliation/validation with Customer & MACD enabling progress of IB transparency throughout the stages of IB alignment between Customer and Cisco view of the assets (total asset view including Licenses)
IB strategy to cover reduction in incumbent Services partners, Co-Term/Contract Consolidation, SA/SL, SFC, Opportunities for EA etc
Accountable for the Operational activities execution related to SFC agreements from Customer definition to consumption growth and true ups/true forward (for EA)
Provide Customer insights to the Recurring Revenue Acceleration team around the "My Cisco Entitlements" platform development and help drive internal and external adoption of the platform; facilitate together with RRA team co-design sessions and help translate customer requirements into Cisco's capabilities.
Provide guidance on Smart Account and Virtual Account structuring
Help guide customer on standard methodologies for organizing and handling assets and entitlement
Monitor critical metrics including CLI metrics and provide inputs to impact the metrics positively
Who You'll Work With
You will work directly with Customers, Partners, and Cisco internal Renewal Manager as our partners in a Presales motion to help manage and optimize assets from purchase to renewal, safeguarding and ensuring data accuracy of our customers at all times. This position holds the operational responsibility for the Customer Installed Base lifecycle management improving customers and internal stakeholders experience across Services, Software, and Subscriptions.
Who You Are
Excellent communications skills with strong Executive Presence
Ability to think creatively and be an instrument of change
Deals with ambiguity and translate into synthesized message
A demonstrated track record of managing data across many sources is essential to this role.
Strong influencing skills proven ability to influence outside of organization and across roles and functions
Ability to apply a project management approach to problem solving (taking a large, complex problem and breaking it down into components, involve others as needed, drive resolution)
Attention to detail and ability to execute against tight timelines
Strong operational and organizational skills
Business insight: has a solid understanding of Cisco's business objectives sales, channels, and services; Strong understanding of all Cisco Offers/Buying programs & Cisco Product Portfolio/Architecture
Analytical thinking ability to interpret and translate data into information and synthesize it for timely and accurate decision-making support to the client
Business Partnership part of sales extended leadership team and advises partners on operational impacts and improvement opportunities
Collaboration/Interface skills negotiation and conflict resolution skills, builds a solid professional network to accelerate initiative impacts
Ability to assess and anticipate initiative impacts and associated risks to the business and recommend potential solutions
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Cisco is an Affirmative Action and Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.
Cisco will consider for employment, on a case by case basis, qualified applicants with arrest and conviction records
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