Sales

VA, United States

- Remote

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Splunk, a Cisco company, is building a safer and more resilient digital world with an end-to-end full stack platform made for a hybrid, multi-cloud world. Leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. Our customers love our technology, but it's our caring employees that make Splunk stand out as an amazing career destination. No matter where in the world or what level of the organization, we approach our work with kindness. So bring your work experience, problem-solving skills and talent, of course, but also bring your joy, your passion and all the things that make you, you. Come help organizations be their best, while you reach new heights with a team that has your back.

ROLE: 

The Business Operations and Business Architecture Leader for Recurring Revenue Operating Model Team will spearhead Cisco's strategic initiatives to transition and optimize its business model towards recurring revenue streams. This role requires a visionary leader with a proven track record in driving large-scale transformations, fostering cross-functional collaboration, and delivering measurable business outcomes in a Recurring / XaaS Business Model. This leader combines expertise in subscription-based business models, operational excellence, and cross-functional collaboration to deliver measurable outcomes.

This global role demands a deep understanding of Cisco’s GTM motions, recurring revenue portfolios and metrics, sales operations, renewal motion and Partner Operations, coupled with experienced business intelligence management, process management and design, and system thinking. Core activities will focus on simplification of the user and data journey for users across personae, developing efficiencies through automation and improved system / data architecture, and ensuring support of ELT and SMLT business decision makers through timely and precise insights. In addition, you’ll take point on projects to understand and optimizing core processes, behaviors, and decision making with a focus on improving existing legacy systems and adapting to new methods of working. A differentiated candidate will be at ease guiding process and capability development through concept to enablement, ensuring adoption, and contributing as a key member of the strategy and operations leadership team within Revenue Execution and Intelligence Team – WW Sales Strategy and Planning Org.

RESPONSIBILITIES: 

• Provide management and leadership to the work on Recurring Revenue Operating Model leading high impact workstreams across the breadth of GTM workflows.

• Defining optimal target states that eliminate complexity and friction. 

• Leveraging deep business acumen to perform business analysis turning complex concepts into understandable proposals and recommendations for stakeholders. 

• Creating interim solutions that migrate the business to an optimal state. 

• Creating methodologies for diagnosing problem areas in process and policy implementation. 

• Driving co-ordination between SMEs across functions and developing integrated plans for change. 

• Assess change impacts across the operational landscape and develop counter measures or interventions. 

• Supervise the handover of requirements to implementation, testing and change management teams. 

• Monitor post deployment feedback and provide recommendations to enhance or improve adoption of processes, policies and features. 

REQUIREMENTS: 

Master’s degree in business related field and/or analysis related field, or equivalent professional experience.

10-12 years’ combined experience in GTM Operations, Process Optimization, business intelligence, people management, business architecture or similar functions.

A clear and structured communication style in both written and verbal English at a professional level.

Ability to communicate effectively using Powerpoint

Global/international management experience is a differentiator.

Deep understanding and experience of Recurring / XaaS business model

Understanding and experience of Cisco’s data landscape for sales and recurring/renewal business. Specifically: CiscoReady, SalesForce.com, bookings, quoting, SAP Hana/Snowflake/GCP and CPQ infrastructure.

Understanding and experience of Cisco’s data/system/process/policy landscape for sales and recurring/renewal business.

Understanding and experience of industry standard data preparation, visualization, and security tools and processes.

Understanding and experience of industry standard business analysis, process management and agile development.

Experience leading and coordinating cross-functional meetings globally and virtually.

Deep understanding of Cisco’s recurring revenue and renewal metrics: iACV, AOV, and renewal rates.

Cisco, is an 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.

Note:

Base Pay Range: $144000 - $198000

When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long -term disability coverage, basic life insurance and numerous wellbeing offerings.

Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday (for non-exempt employees), plus a day off for their birthday. Non-Exempt new hires accrue up to 16 days of vacation time off each year, at a rate of 4.92 hours per pay period. Exempt new hires participate in Cisco’s flexible Vacation Time Off policy, which does not place a defined limit on how much vacation time eligible employees may use but is subject to availability and some business limitations. All new hires are eligible for Sick Time Off subject to Cisco’s Sick Time Off Policy and will have eighty (80) hours of sick time off provided on their hire date and on January 1st of each year thereafter. Up to 80 hours of unused sick time will be carried forward from one calendar year to the next such that the maximum number of sick time hours an employee may have available is 160 hours. Employees in Illinois have a unique time off program designed specifically with local requirements in mind. All employees also have access to paid time away to deal with critical or emergency issues. We offer additional paid time to volunteer and give back to the community.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco typically pays as follows: .75% of incentive target for each 1% of revenue attainment up to 50% of quota; 1.5% of incentive target for each 1% of attainment between 50% and 75%; 1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.

For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.

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