Leader – Business Development - Frame Contract Management

<p><span style="color:#1a1a1a"><b>The Role: </b></span></p><br /><p><span style="color:#1a1a1a">The Public Sector Team in Germany is offering an exciting opportunity to lead the Frame Contract Management team, responsible for one of the largest frame contracts within Cisco.</span></p><br /><p><span style="color:#1a1a1a">Cisco’s federal frame contracts are the commercial foundation of our public sector business in Germany. They are the vehicles through which the German federal government, the Bundeswehr and the wider public administration buy Cisco technology, carrying multi-billion euro potential. Realising it takes a dedicated team to operationalize the procurement End2End, document the obligations behind them, and working closely with the Sales teams and our fulfilment partners.</span></p><br /><p><span style="color:#1a1a1a">The successful candidate will lead the Frame Contract Management (FCM) and Contract Management Office (CMO) teams, comprising Cisco employees and external specialists.</span> The FCM Team makes the contracts sellable — the commercial constructs, processes and partner operations behind them — while the CMO Team ensures due diligence and compliance.</p><br /><p><span style="color:#1a1a1a"><b>Your Impact: </b></span></p><br /><p><span style="color:#1a1a1a"><b>Own the Frame Contract Business: </b></span></p><br /><ul><li><span style="color:#1a1a1a">Own end-to-end management of Germany’s federal frame contracts, including the commercial constructs, the approval mechanics and the operational processes that sit beneath them.</span></li><li><span style="color:#1a1a1a">Lead commercial and operational readiness for new frame contracts — process design, partner onboarding, price list mechanics, approval routes and coverage.</span></li><li><span style="color:#1a1a1a">Build and maintain the link between frame contract reporting and Cisco’s financial reporting to ensure compliance and visibility to see what the frame contract business is actually delivering.</span></li><li><span style="color:#1a1a1a">Identify growth within the contract vehicles and work with Sales to convert it</span></li></ul><p> </p><p><span style="color:#1a1a1a"><b>Lead the Team: </b></span></p><br /><ul><li><span style="color:#1a1a1a">Lead the FCM and CMO teams, with direct line management of the Cisco employees and accountability for the external specialists supporting both.</span></li><li><span style="color:#1a1a1a">Mature the operating model: defined deliverables, a clear cadence, a consistent reporting taxonomy and exception-based escalation.</span></li><li><span style="color:#1a1a1a">Develop the team — build depth behind each critical process, remove single points of failure, and grow people toward broader roles.</span></li><li><span style="color:#1a1a1a">Balance capacity so that operational load sits with the right resources and employees have time for customer-facing and value-adding work.</span></li></ul><br /><p><span style="color:#1a1a1a"><b>Run a Compliance-Grade Operation: </b></span></p><br /><ul><li><span style="color:#1a1a1a">Maintain a documentation regime that withstands audit and customer scrutiny across offers, orders and EVB-IT documentation, in partnership with Legal.</span></li><li><span style="color:#1a1a1a">Work closely with our Operations and IT teams to automate the process landscape wherever possible — acting as the link between what the sellers need and what IT can deliver, translating field requirements into something buildable and being straight with the field about what is and is not feasible.</span></li><li><span style="color:#1a1a1a">Drive AI into processes that are manual today, and keep raising the quality of the underlying data.</span></li><li><span style="color:#1a1a1a">Set the rhythm of the business: team and process calls, partner jour-fixe, quarterly business reviews with customers and partners.</span></li></ul><p><br /><span style="color:#1a1a1a"><b>Champion Synergies: </b></span></p><br /><ul><li><span style="color:#1a1a1a">Build trusted relationships across Sales, Legal, Finance, Operations, STO (Classified Operations), Customer Experience, Services and the Renewals community, in Germany and across EMEA.</span></li><li><span style="color:#1a1a1a">Own the operational and commercial relationship with our frame contract partners, including joint process design and quarterly business reviews.</span></li><li><span style="color:#1a1a1a">Represent Frame Contract Management in the BeschA governance forums and act as the point of contact for contract-related questions from Sales and from the customer.</span></li><li><span style="color:#1a1a1a">Navigate a complex stakeholder landscape with diplomacy, balancing compliance obligations against the need to keep selling simple for the field.</span></li></ul><p><br /><br /></p><p><span style="color:#1a1a1a"><b>Minimum Qualifications</b></span></p><br /><ul><li><span style="color:#1a1a1a">8+ years in contract or commercial management, sales operations, program management or public sector sales.</span></li></ul><ul><li><span style="color:#1a1a1a">Practical experience with German public procurement — frame contracts, the fundamentals of public procurement law, EVB-IT, and working with BeschA, BWI or comparable public contracting authorities.</span></li></ul><ul><li><span style="color:#1a1a1a">Proven people leadership</span></li></ul><ul><li><span style="color:#1a1a1a">Strong analytical capability: comfortable working with large data sets, reporting tools and reconciliation between commercial and financial sources of truth.</span></li></ul><ul><li><span style="color:#1a1a1a">Demonstrated ability to design processes and make them stick.</span></li></ul><ul><li><span style="color:#1a1a1a">A track record of bridging business and IT — able to turn what the business needs into requirements a technical team can build, and to land the result with the people who have to use it.</span></li></ul><ul><li><span style="color:#1a1a1a">Fluent in German and English, both written & spoken</span></li></ul><ul><li><span style="color:#1a1a1a">Preferably based in Germany.</span></li></ul><br /><p><span style="color:#1a1a1a"><b>Preferred Qualifications: </b></span></p><br /><ul><li><span style="color:#1a1a1a">Experience managing channel or service partners at both operational and commercial level.</span></li><li><span style="color:#1a1a1a">Familiarity with Cisco commercial constructs.</span></li><li><span style="color:#1a1a1a">Experience building or sponsoring internal tooling and automation;</span></li><li><span style="color:#1a1a1a">A proactive, calm temperament — the resilience to work in an environment where contract deadlines, audit requirements and sales urgency regularly collide.</span></li></ul><p><br /><br /></p><p><span style="color:#1a1a1a">This role sits at the centre of how Cisco does business with the German public sector. If you want ownership of a business that matters, a team worth building and a commercial landscape that rewards precision, we would like to hear from you.</span></p><p></p><h1>Why Cisco? </h1><p>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.</p><p>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. </p><p>We are Cisco, and our power starts with you. </p><p></p>