AppDynamics is the Application Intelligence company that is part of Cisco. With AppDynamics, enterprises have real-time insights into application performance, user performance and business performance so they can move faster in an increasingly sophisticated, software-driven world. Our integrated suite of products is built on our innovative, enterprise-grade App iQ Platform that enables our customers to make faster decisions that enhance customer engagement and improve operational and business performance. AppDynamics is uniquely positioned to enable enterprises to accelerate their digital transformations by actively monitoring, analyzing, and optimizing complex application environments at scale which has led to proven success and trust with the Global 2000.
As a Services Sales Manager you help our customers unlock the value from AppDynamics through AppDynamics Customer Experience (CX) offerings. To do that, you establish and maintain strong relationships with our existing customers. The Services Sales Manager partners and collaborates with the software sales team, to identify, position and win Services opportunities. You drive a services sales cycle to a successful close in concert with the sales, legal and operations teams as well as technical and project management subject matter experts in services.
Who You Are
You will exemplify these traits:
- Empathy – We connect at a human level with our customers, partners and colleagues and we can walk in their shoes
- Leadership – We demonstrate technology and thought leadership and guide our customers to success
- Creative – We always find a sustainable path to yes
- Trust – We trust each other, our customers and our colleagues outside of CX and we partner with them
- Technology – We sell software for technologists and we speak their language
- Curiosity – We strive to truly and intimately understand our customer’s business challenges and help solve them
1. Responsible for Professional Services (Consulting/Education/Premium Support) signings target for the Americas region.
- 2.. Build and maintain strong, long-term relationships with AppDynamics customers and partners so that you understand the customer business goals, challenges and market opportunities and can identify new opportunities to meet them through AppDynamics CX offerings
3. Build close working relationships with AppDynamics Account Managers and Sales Leaders by articulating the value of AppDynamics Professional Services to help drive Customer Success.
4. Position AppDynamics Professional Services Offerings within a defined territory and against signings targets by structuring proposals that address the customer business objectives
5. Write clear, unambiguous and concise statements of work and proposals which capture the customer business value objectives
6. Manage all elements of sales forecasting for your territory.
7. Drive all phases of the services sales cycle and successfully orchestrate customer as well as internal stakeholders (subject matter experts, sales, legal and operations) to get to a successful close
8. Keep abreast of the services capabilities and maintain a portfolio of success stories in order to connect the dots in the field and showcase relevant past experiences to prospective customers
9. Identify and cultivate opportunities to deliver value through services with existing accounts within the assigned territory
10. Collaborate with the CX offering team on defining new packages and update existing offering and collateral on the back of the experience in the field
Critical Experiences (What experiences do you Need?)
- Degree in Computer Science or similar technical field or in business disciplines
- 5+ years of working in a services delivery environment
- 3+ years of services sales experience (customer facing proposals, estimates, Statements of Work or similar) as part of an enterprise software company
- Familiarity with services sales concept (T&M, Fixed fee, milestones, acceptance, NTE, scope, forecasting etc.) and experience in navigating a negotiation and handling objections elegantly and with a desire to find a mutually acceptable solution
- Excellent customer interaction and presentation skills (ability to present to different audiences and bring the message across in a concise, professional manner)
- Ability to get to the core of the business problem at hand and develop a creative, elegant “path to yes” solution
- Consulting background and ability to persuade with a prescriptive approach that inspires trust and confidence.
- Strong command of the English language (written and spoken) Spanish or Portuguese would be a bonus
- Ability to travel
At Cisco, each person brings their different talents to work as a team and make a difference.
Yes, our technology changes the way the world works, lives, plays and learns, but our edge comes from our people.
We connect everything - people, process, data and things – and we use those connections to change our world for the better.
We innovate everywhere - From launching a new era of networking that adapts, learns and protects, to building Cisco Services that accelerate businesses and business results. Our technology powers entertainment, retail, healthcare, education and more.
We benefit everyone - We do all of this while striving for a culture that empowers every person to be the difference, at work and in our communities.
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Message to applicants applying to work in the U.S.:
When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. 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. 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, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.
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 pays at the standard rate of 1% of incentive target for each 1% revenue attainment against the quota up to 100%. Once performance exceeds 100% quota attainment, incentive rates may increase up to five times the standard rate 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.