Who we are:
Our vision is to provide a CLEAN IB with Renewal Ready IB sign off that enables customer lifecycle motion and delivers accurate & timely renewals. Our charter is to build a globally consistent & scalable entitlement renewal management process & coverage model by driving steadfast focus on providing an accurate install base throughout the life cycle. This will help enable the renewal manager to focus on the renewal motion and not be in-cumbered by operational dependency.
Position Overview: The IB ANALYST engages with the Renewal Manager who helps introduce the IB to Customers and Partners asset managers to help manage and optimize asset reporting and data cleansing prior to a renewal event. The Pre-Renewal IBA owns the operational responsibility for providing a clean & reconciled install base across services, software and subscriptions for the renewal. The IB ANALYST is pivotal in providing actionable insights to Internal/External partners on Customer IB across HW, SW, Services and Subscriptions. The Renewal Manager will use this information to scope renewal opportunities.
What you will do:
Customer Definition
- Customer Definition forms the most critical piece of the engagement the Pre-Renewal IBA will drive. A business entity Research (BER) of the account has to be performed in collaboration with Renewal Management and Service Sellers, Delivery and external partners to define customer and all related entities and subsidiaries which comprise complete customers.
Asset Alignment & Governance Workflow
- The Pre-Renewal IBA will build a Project plan to track the deliverables of the engagement with clear ownership. The individual is required to reconcile multiple inventory views from various data sources (Cisco, Collector, Partner/Customer) and establish a comprehensive IB baseline. Actionable Insights, analyses and recommendations will be required to be provided to the partners. The individual shall drive corrective action which will drive the IB Accuracy by performing MACD’s (Moves, Adds, Changes and Delete’s) and assessing the Renewal Readiness of the IB data.
Customer Review and Validation
- The Pre-Renewal IBA will review the IB Baseline with the partners and align the Customer definition and Renewal Scope. Specific insights which include transparency to the Total Asset View, Customer Locations/Sites, Service Levels has to be shared with the partners in order to “Verify” the IB with the customer. The individual will seek additional transparency with the partners to establish “ownership” of Asset Base.
Acquire Renewal IB signoff
- Prepare Verified Asset Summary Report for CX/Sales for Renewal Scope Engagement
Estimation, Booking & Entitlements
- IBA will coordinate the Estimation, Booking & Entitlement with the RM, Partner depending on the Route to Market of the deal.
Key Skills and Responsibilities:
- Excellent communications skills & ability to think in an unexpected way and be an instrument of change
- Deals with ambiguity and translates into a synthesized message
- A demonstrated track record of managing data across many sources is essential to this role
- Strong influencing skills solid ability to influence outside of the 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, involving others as needed, driving resolution)
- Attention to detail and ability to execute against tight timelines
- Strong operational and interpersonal skills
- Eye For Business: a solid understanding of Cisco’s business objectives – sales, channels and services, Solid understanding of Cisco offers/buying programs and Cisco Product Portfolio/Architecture
- Business Partnership – part of sales extended leadership team and advises partners on operational impacts and improvement opportunities
- Teamwork/Interface skills - negotiation and conflict resolution skills, build a solid professional network to accelerate initiative impacts
- Outcome:
- Complete transparency of Customer verified data and entitlements across Cisco tools and databases for Products, Software and Service
- Build quote and deal ready install base for opportunity crafting & presentation by RM
- Operational excellence at scale in alignment with CX and Sales priorities
We Are Cisco
#WeAreCisco, where each person is unrivalled, but we bring our talents to work as a team and make a difference. Here’s how we do it.
We embrace digital and help our customers implement change in their digital businesses. Some may think we’re “old” (30 years strong!) and only about hardware, but we’re also a software company. And a security company. A blockchain company. An AI/Machine Learning company. We even invented an intuitive network that adapts, predicts, learns and protects. No other company can do what we do – you can’t put us in a box!
But “Digital Transformation” is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)
Day to day, we focus on the give and take. We give our best, we give our egos a break and we give of ourselves (because giving back is built into our DNA.) We take accountability, we take ambitious steps, and we take the difference to heart. Because without diversity of thought and a commitment to equality for all, there is no moving forward.
So, you have colourful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool.