Cisco Capital, part of Cisco Systems, specializes in financing networks by providing innovative, flexible financial programs to Cisco customers and channel partners worldwide. As part of Cisco's total solution, Cisco Capital helps channel partners to manage cash flow, grow sales and increase profitability, while offering attractive, flexible and short-term financing solutions that make it possible for customers to obtain higher credit lines and longer and more flexible terms that ultimately help them build stronger and healthier businesses.
Cisco Systems is helping countries in emerging and advanaced markets modernize their economies to become leaders in the Internet age. These technologies are helping to kick start economies, whether they are faster broadband services, intelligent electricity grids, computing power optimised and securely "rented from the cloud", smart buildings or next generation video conference and collaboration tools run over the network. It is critical that public and private organisations have access to competitive financing to enable investment in the latest technology to grow and meet new opportunities as the global economy recovers.
"With everything that's going on in the economy, how customers are going to pay for their acquisition is front and center now. It's a big part of the decision-making, and everything that happened ... we went through the credit market sort of seizing," said Maryann Von Seggern, director of worldwide channel development at Cisco Capital. Gaining credit for IT investments through banks has become a more difficult chore as the banks have become much less giving when it comes to credit: the credit crunch has sucked up big-bank-provided liquidity. But for Cisco Capital the financing business has been bouyant.
Financing options can not only make deals happen that may not have come together without the aid of credit, but it also tends to increase deal sizes by an average of 30 per cent. Cisco Capital is an increasingly integral part of Cisco's overall business play.
For more information, visit www.cisco.com/go/ciscocapital
JOB DESCRIPTION
A new exciting opportunity has become avaialble within Cisco for an experienced Financial Solutions Manager. The job description for this role entials the following:
The Financial Solutions Manager will increase Cisco sales and leasing/financing volumes for Major Accounts focusing on a select number of Enterprise, Service Provider and Public Sector customers. He/She will be providing a broad range of creative financial solutions to the highest levels in these accounts. He/She communicates and integrates with the Cisco product account team(s) and solicits their support in identifying financial opportunities for Cisco Capital. Moreover the job holder educates Cisco sales colleagues such that they appreciate creative financing solutions can increase, create or pull forward sales opportunities. He/She will be closely involved where necessary in customer negotiation. Relationships: ? Reports to the Cisco Capital Middle East and Africa Regional Sales Manager. ? Builds deep relationships at all levels of the aligned Cisco Product Account team(s) ? Build relationships with Cisco End-Customers with a focus on the CFO and key financial decision makers ? Works closely with the Cisco Capital back-offices in Johannesburg, Dublin, Dubai (DIFC) as well as The US. ? Aligns with colleagues in other countries to share and develop best practice
Deliverables: ? Meet and exceed monthly and annual financing target ? Provide creative deal structuring for strategic sales opportunities ? Present, negotiate and close financial solutions to customers ? Carry out documentation to Cisco Capitals guidelines including preparing internal paperwork needed to turn a financing transaction around (e.g. ?credit write-ups, internal operations applications, legal term sheets etc) ? Align closely with Cisco?s Goals and Initiatives of the relevant fiscal year, specifically: financing target volumes, contribute to plans for churning of specific installed base, working to key account targets and plans, etc. ? Communicate with and provide training to Cisco Operation Directors, Regional Sales Managers, Products and Services Account Managers, Inside Account Managers and Service Managers with regards to Capitals financial solutions portfolio ? Develop strong relationships and develop joint sales plans with Regional Sales Manager?s and Operation Director product and services sales ? Be part of the overall business planning on selected strategic accounts ? Provide an outstanding level of service to our customers, Cisco and end user ? Proactively contribute to the overall Cisco customer relationship. ? Maintain an awareness of competitor activities
Travel / Shifts: Extensive regional travel with North Africa for client visits
Location(s): Dubai, UAE or Geneva/Zurich, Switzerland
PERSON PROFILE Technical Skills: ? Proven strong track record in financing/lease sales (origination) with experience in solution led selling. Must have track record of successfully structuring and closing high value and complex financing/lease deals (essential) ? At least 5 years of financing/lease experience in either an independent finance institution i.e. Bank, or a vendor finance captive organization (essential) ? Confident closer able to build relationships to the highest levels (essential) ? Sales "farmer"- Cisco has superb ongoing relationships that need protecting and enhancing, so this person will bring solid account management skills and track record. Looking for experience in managing a select number of accounts that represent large revenue and profit streams rather than covering larger number of accounts (essential) ? Excellent understanding of the financing/leasing market and the addressable needs (essential) ? Extensive knowledge of the different types of financial solutions as well as good knowledge of US GAAP (essential) ? Good knowledge of IAS (essential) ? Extensive knowledge of finance and accounting. ? Broad knowledge of loan/lease documentation, be able to negotiate and explain loan/lease documentation to the Cisco customers (essential) ? Is able to communicate and negotiate at board / director / CFO-level and has a track record of influencing such decision makers (essential) ? Very well skilled in loan/lease mathematic (loan/lease calculations), familiar with loan/lease related pricing (essential) ? Excellent communication skills in English both oral and in writing (essential) ? Accurate loan/lease or funding forecasting (essential) ? Competent user of technology and computers who is comfortable using MS Word, MS Excel and MS PowerPoint to a proficient level (essential) ? Experience with CRM tools like salesforce.com (advantageous)
Soft Skills: ? High level of presentation skills (essential) ? Outstanding relationship builder and be able to expand existing relationships (essential) ? Self starter and self motivator, driven by achievement (essential) ? Absolute integrity (essential) ? High levels of initiative (essential) ? High attention to accuracy and detail (essential) ? Team player (essential)
Industry or Sector Experience: ? Leasing to businesses (essential) preferably telecom, mobile, cable and / or internet service providers(advantageous) ? Leasing against assets such as business machines, printing, technology etc (essential)
Education: ? Higher Education B.A/B.Sc (essential) Finance, Accounting, Business, or Economics, MBA (preferred)
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