Leader, Business Development - Frame Contract Management (m/f/d)

The Role:

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.

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.

The successful candidate will lead the Frame Contract Management (FCM) and Contract Management Office (CMO) teams, comprising Cisco employees and external specialists. 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.

Your Impact:

Own the Frame Contract Business:

• 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.
• Lead commercial and operational readiness for new frame contracts — process design, partner onboarding, price list mechanics, approval routes and coverage.
• 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.
• Identify growth within the contract vehicles and work with Sales to convert it

Lead the Team:

• Lead the FCM and CMO teams, with direct line management of the Cisco employees and accountability for the external specialists supporting both.
• Mature the operating model: defined deliverables, a clear cadence, a consistent reporting taxonomy and exception-based escalation.
• Develop the team — build depth behind each critical process, remove single points of failure, and grow people toward broader roles.
• Balance capacity so that operational load sits with the right resources and employees have time for customer-facing and value-adding work.

Run a Compliance-Grade Operation:

• Maintain a documentation regime that withstands audit and customer scrutiny across offers, orders and EVB-IT documentation, in partnership with Legal.
• 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.
• Drive AI into processes that are manual today, and keep raising the quality of the underlying data.
• Set the rhythm of the business: team and process calls, partner jour-fixe, quarterly business reviews with customers and partners.

Champion Synergies:

• Build trusted relationships across Sales, Legal, Finance, Operations, STO (Classified Operations), Customer Experience, Services and the Renewals community, in Germany and across EMEA.
• Own the operational and commercial relationship with our frame contract partners, including joint process design and quarterly business reviews.
• 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.
• Navigate a complex stakeholder landscape with diplomacy, balancing compliance obligations against the need to keep selling simple for the field.

Minimum Qualifications

• 8+ years in contract or commercial management, sales operations, program management or public sector sales.

• 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.

• Proven people leadership

• Strong analytical capability: comfortable working with large data sets, reporting tools and reconciliation between commercial and financial sources of truth.

• Demonstrated ability to design processes and make them stick.

• 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.

• Fluent in German and English, both written & spoken

• Preferably based in Germany.

Preferred Qualifications:

• Experience managing channel or service partners at both operational and commercial level.
• Familiarity with Cisco commercial constructs.
• Experience building or sponsoring internal tooling and automation;
• A proactive, calm temperament — the resilience to work in an environment where contract deadlines, audit requirements and sales urgency regularly collide.

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.

Why Cisco?

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.

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.

We are Cisco, and our power starts with you.

Why Cisco?

Cisconians power the future. We make impact as a team, innovating fast and fearlessly to create meaningful solutions on a large scale. The depth and breadth of our technology doesn't just benefit our customers – it also means limitless opportunities for us to experiment and learn. We understand the power each of our unique backgrounds bring when we work together. Because of that, we have a global network of thinkers, doers, experts, and curious creators who help one another do their life’s best work.