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| Section | Weight | Objectives |
|---|---|---|
| Business Acumen | 35% | - Value communication and tool usage - Financial terms: CAPEX, OPEX, procurement models - Evaluate customer products and business alignment - Available To Renew, contract value and renewal types |
| Leadership and Renewals Process | 30% | - Risk assessment at T-9, T-6, T-3 milestones - Quote development, exceptions and order processing - Upsell / cross-sell opportunity identification - End-to-end renewals motion and account team collaboration |
| Customer Success Foundation | 20% | - RM role, tasks and RACI framework - Recurring revenue financial terms - Health Index and success metrics - Success Plan components and RM responsibilities |
| Cisco Tools and Processes | 15% | - Smart Accounts and licensing frameworks - CCW, renewal tools and automation - Contract management and entitlement verification - Renewal workflows and escalation procedures |
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