Technical sales professional, owning the Cisco brand with customers and partners. Provides technical solutions to address customer and partner business needs. Collaborates with the account team and connected sales teams on the customer plan, jointly ensuring customer success. Serves as an expert, or trusted technical advisor by the account team and customer/partner.
Responsibilities
- Specialization and Focus – Strong knowledge of Cisco’s portfolio, including specialized/architecture perspective; increases penetration via cross/up‑selling and displaces competition; owns technical relationship with customer(s)/partner(s).
- Customer Engagement and Accountability – Leads engagements with IT & decision makers at customer/partner and LOB interaction; knowledgeable of customer environment and market, including competitor plays; primary technical sales influencer; translates customer/partner business need into technical requirements.
- Internal Sales Process – Most selling time spent landing opportunities and expanding within an account; involved in customer strategic planning.
- Corporate Interlock – Provides active feedback to BEs and relevant sales teams on strategic customer needs and market opportunities, and competitive market tactics.
- Typical Sales Cycle – Takes the lead on moving deals across the technical sales process; designs and presents relevant solution based on technical and business requirements identified by the customer or partner; manages virtual support team of sales resources; leverages relevant tools and resources to support a deal.
- Success Measures – Increase revenue: closed opportunities converted to closed deals; displace a competitor/increased market share; increase net new customers on a quarterly basis.
- What You’ll Do:
- Actively contribute to account planning activities to pinpoint growth opportunities and align technical strategies with customer objectives.
- Elevate expertise of Cisco’s portfolio with a broadening knowledge of cross‑architectural solutions and domains.
- Partner to drive innovation and lead solution conversation with technical executives.
- Apply deep understanding of customer’s business challenges and drive customers towards portfolio solutions.
- Influence strategic priorities for customers and lead cross‑architecture designs.
- Contribute to planning and lead execution of demand generation and enablement campaigns.
- Examine underlying customer needs and promote cross‑architecture solutions.
- Lead demonstrations of technical solutions that address specific business challenges.
- Leverage advanced competitive market insights to position and differentiate Cisco solutions.
- Lead cross‑functional collaboration with internal teams and external partners to refine strategic alignment and elevate customer relationships.
- Motivate SE teams and extended sales teams to strengthen knowledge sharing and guide structured educational initiatives.
- Implement adaptation strategies to respond to evolving market conditions and challenges.
Minimum Qualifications
Bachelor’s + 7 years of related experience, or Master’s + 4 years of related experience, or PhD + 1 year of related experience.
Preferred Qualifications
Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications.
THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS.
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