Strategic Deals Leader

The SET Pursuit Lead role requires a strong mix of complex sales pursuit experience, deal architecture and shaping, including commercial and contracting experience within a Services-led IT technology environment.

Candidates should have a background in sales and/or delivery experience in Professional Services, Systems Integration, Managed Services or IT Outsourcing.

As an individual, the role requires the following core competencies and attributes

Consultative solution seller who clearly articulates and quantifies business value proposition, including customer outcomes, metrics and KPIs.


Sees the bigger picture, envisions future state and more importantly, how to get there (transformation journey).


Orchestrates cross-functional pursuit teams and resources with clear methodologies, tools and processes, best practices and reusable assets.

Manages key stakeholder communication and executive escalations.


Takes ownership and responsibility.

Leads cross-functional pursuit teams with authority, influence, confidence and trust.

Continually drives deal momentum across the deal lifecycle.


Understands value and price-to-win strategy, financial metrics and commercial models, consumption pricing, risk/reward, different route-to-markets, contractual structures and T&Cs.


emoves barriers, breaks silos, challenges convention, resolves issues and mitigate risks - both internally and within the customer / partner organisation.


Responsibilities:

The Pursuit Lead will work individually or in tandem with other members of the SET team to deliver the following key responsibilities

Identification, qualification and prioritisation of large strategic sales opportunities within the theatre in accordance with agreed qualification criteria.


Customer and partner workshops to understand, validate and shape requirements and establish business value.


Work directly with customer or partner to assess commercial requirements and business drivers as well as fit with Cisco’s commercial solutions and capabilities.

Once qualified – Create a bid / pursuit strategy for the sales opportunity which identifies

Value Proposition – identifying and quantifying key Cisco values, differentiators and Customer benefits
Key stakeholder relationships
Cross-functional resources required to pursue, timelines, risks and non-standards
Architecture solution – initial baseline including products and estimated volumes
Services Strategy – including where Cisco will take delivery responsibility versus the customer or partners
Commercial strategy – including contractual structure, any risk/reward for Cisco and appropriate consumption price model

Work closely with the Account team, Sales Engineering and Services Organizations, to create an overall proposition/offer to the customer which will encompass

Business Value Proposition
Architecture/Technical Solution
Services Strategy, Design and Scope
Commercial & Contractual Framework
GTM/Adoption Approach to accelerate uptake
Deal orchestration and governance of cross-functional resources: Product, Services, Finance, Legal, Business Operations, both direct and virtual, to deliver a comprehensive, holistic and assured Cisco solution/offer.


Work with commercial solution providers (e.g.

Cisco Capital, Commercial Finance, Global Infrastructure Fund) and stakeholders to qualify and agree appropriate commercial solution and construct.


Work with the necessary product and service P&L holders, Finance, Legal and Ops stakeholders to model, assure and approve the commercial offer, including any potential Cisco risk/reward.


Work with Account Team, CX Service Delivery, Finance and Legal on commercial negotiations through to contract agreement.


Build multi-level relationships with key internal stakeholders and engage appropriate cross-functional resources to ensure broad agreement on the deal construct.

In addition, ensure all required deal assurance and approvals are obtained.


Build direct relationships with key external stakeholders, at CxO level, and use these relationships to understand the customer’s requirements, validate the proposed Cisco offer approach against those requirements and regularly review and communicate progress (internal and external) throughout the deal pursuit.


Operational Excellence:
Participate in regular review of the SET sales funnel and report on deal status, decisions and next steps on all active deals.

Diligently maintain deal data in SFDC in conjunction with the local Account Teams.


Provide regular executive stakeholder deal reports and updates, including status, progress, roadblocks and other key dependencies.

Drive momentum and proactively escalate any resource constraints or risks affecting the execution of the deal in timely fashion.


Share information and best practice across the global SET community – on wins, case studies, lessons learned and replicable solutions.


Why Cisco
At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond.

We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds.

These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Simply put – we power the future.
Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions.

Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless.

We work as a team, collaborating with empathy to make really big things happen on a global scale.

Because our solutions are everywhere, our impact is everywhere.
We are Cisco, and our power starts with you.