Cisco Lifecycle BDM

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Job Description:

The Lifecycle Business Development Manager (BDM) is a highly specialized and consultative sales-focused role responsible for the design monetization and successful delivery of Ciscos complex service and solutions portfolio across the customer lifecycle. The BDM works to ensure Ciscos Customer Experience (CX) offers are precisely aligned with customer business outcomes drive increased adoption and consumption and maximize the profitability of recurring service deals.

This role requires a blend of deep technical architecture knowledge financial acumen (P&L ROI) and outstanding executive communication skills.

Key Responsibilities

1. Strategic Deal Structuring and Solution Development

• Translate Business Needs to Solutions: Work directly with customers partners and Sales teams to gather complex project requirements and translate them into custom-built outcomes-based service solutions.
• SOW & Proposal Creation: Design and develop comprehensive Statement of Works (SOWs) technical proposals and service contracts for high-complexity deals ensuring clear roles responsibilities and project deliverables.
• Financial & Margin Analysis: Conduct in-depth financial analysis including ROI justification P&L modeling and margin analysis to ensure proposed services are financially attractive for both the customer and Cisco.
• Service Portfolio Integration: Act as a Subject Matter Expert (SME) on the entire Cisco Services portfolio (Professional Services Success Tracks Managed Services Advanced Services Transaction etc.) to integrate multiple service offerings into a cohesive customer solution.

2. Lifecycle Enablement and Growth Acceleration

• Drive Recurring Revenue: Focus on identifying and capturing opportunities throughout the customer journey specifically within the Adopt Expand and Renew phases of the lifecycle to accelerate Ciscos annuity business model.
• Risk Mitigation: Proactively identify and mitigate risks associated with solution design and service delivery to ensure successful transition to the Customer Experience (CX) delivery teams.
• Market and Trend Analysis: Stay current on market trends competitor services and the latest Cisco product architectures (e.g. Enterprise Networking Data Center SD-WAN Security) to inform solution design and commercial strategy.
• Partner Enablement: Collaborate closely with Channel Partners and internal Partner Account Managers to align service strategies promote Ciscos Lifecycle Incentives and ensure partners are skilled in delivering the CX portfolio.

3. Cross-Functional Leadership and Governance

• Orchestration & Governance: Lead the pre-sales governance process coordinating efforts across Sales CX Delivery Legal Finance and Deal Desk teams to gain approvals and ensure a smooth transaction.
• Executive Alignment: Build and maintain strong influential relationships with customer executives articulating the business value of Cisco services through compelling high-impact executive presentations and storytelling.
• Internal Advocacy: Provide guidance and direction to virtual support teams junior BDMs and remote back-office teams (CX Centre) on internal processes SOW drafting and deal management best practices.

Qualifications and Experience

Required Skills & Experience

• 7 Years of experience in IT business development consultative sales project management or service delivery specifically focused on complex technology solutions.
• Deep Financial Acumen: Proven ability to manage P&L develop business cases perform ROI/value analysis and negotiate complex pricing strategies.
• Expertise in Cisco Architecture: Strong understanding of Cisco solutions across multiple domains (e.g. Enterprise Networking Data Center Security Cloud) with the ability to map technology features to business outcomes.
• Consultative Selling: Demonstrated expertise in consultative/solution selling and professional services with a track record of translating technical requirements into contractual agreements (SOWs).
• Communication & Negotiation: Outstanding written verbal and executive presentation skills. Proven capability to negotiate complex contract terms both internally and externally.
• CRM Proficiency: Experience with CRM systems (e.g. Salesforce) and pipeline reporting/forecasting.

Preferred Qualifications

• Bachelors degree in Engineering Science or a related field; MBA or Masters degree is highly advantageous.
• Relevant industry certifications (e.g. CCNP ITIL TOGAF).
• Experience with Ciscos recurring revenue platforms and services (e.g. Cisco Success Tracks Lifecycle Advantage CX Cloud).
• Knowledge of automation cloud infrastructures and migration strategies.

Success Metrics (KPIs)

• Cisco LCI Rebate Achievement
• Customer Consumption and Adoption Rates
• Cisco Partner Loyalty
• Renewal Rate and Attrition Reduction
• Cisco PXP DPV Alignment