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Technical Solutions Specialist

2 months ago

Durham, North Carolina, United States Cisco Full time

***Application deadline is August 20***

Role Overview

We are seeking a talented Pre-sales Solutions Consultant to join our Global Enterprise Segment – Premier Area. In this pivotal role, you will engage with one of Cisco's largest global accounts, collaborating closely with sales colleagues and extended team members to design and showcase Cisco architectures and solutions that address intricate challenges and facilitate strategic business results.

Your Role as a GES Premier Area Cisco Solutions Consultant: Delivering Value to Customers, Partners, and Cisco Teams.

  • Your technical expertise enables you to position, demonstrate, and sell solutions that drive outcomes and enhance customer value realization in collaboration with Cisco partners and colleagues (sales, CX, engineering).
  • You assess customer needs, facilitate demos/trials/PoVs, expedite new opportunities, and oversee the solution lifecycle, demonstrating a strong commitment to customer success.
  • Your enthusiasm for the influence of technology on business drives thought leadership through customer/partner events, training sessions, blogs, and active sales engagement.

Key Responsibilities: Defining Success and Deliverables.

Technology Insights:

  • Stay informed on the technologies across the portfolio, understanding market trends and Cisco solutions: customer benefits, partner ecosystem, competitive advantages, and long-term vision. You align Cisco solutions with customer environments to help them achieve their business objectives.
  • Advocate for Cisco's platforms, solutions, and offers to drive adoption, integrating software and subscriptions into messaging to foster recurring revenue. You possess a comprehensive understanding of Cisco's primary platforms: Networking Cloud, Security Cloud, Collaboration, FSO, and the Power of the Platform.

Sales Strategy:

  • Grasp market context and needs, encouraging customers to adopt new technologies to digitize their operations and stay ahead of competitors. You build trusted relationships with both technical and business decision-makers, exploring innovative solutions through demos, technical updates, cross-architecture designs, and strategic multi-year planning.
  • Understand your role in the Cisco E2E Selling Method, focusing on customer intimacy by establishing strategic relationships and comprehending customers' decision-making processes. You address their business needs through a holistic lifecycle approach to ensure value realization.

Leadership Engagement:

  • Educate customers, partners, and account teams on Cisco solutions and our unique differentiators. Leverage your knowledge to achieve positive outcomes for customers, collaborating across technology domains to drive cross-architectural solutions.
  • Contribute to demand generation and enablement campaigns, participating in internal and external events as relevant. You may have opportunities to mentor and sponsor partners, customers, and colleagues, ensuring Cisco remains a market leader.

Team Collaboration & Tools: Enhancing Efficiency and Impact.

Team Dynamics:

  • Engage with extended teams to support customers and address complex needs, sharing best practices to empower colleagues. Your performance is partly based on collaboration and mutual success.
  • Involve Partner SEs, Cisco partners, Customer Success, and service sellers early in the sales process, ensuring relevant information is shared with adoption and onboarding teams.
  • Utilize available tools and resources effectively, maintaining engagement only when it fosters customer trust and intimacy.
  • Leverage telemetry to initiate and drive renewal discussions, ensuring a proactive approach to customer engagement.

Tools Utilization:

  • Master the tools that accelerate sales, such as SFDC, CCW, Ask Licensing, Solution Builder, Click2Expert, dCloud, and other domain-specific resources.
  • Translate business needs into impactful demos, utilizing dCloud, DevNet, and GVE for use-case-driven demonstrations and workshops.
  • Assist leaders in measuring success through visibility over activities and initiatives, employing tools like SFDC, weekly check-ins, QBRs, MEDDPICC, and Sales Console.
  • Familiarize yourself with enablement tools and platforms available for learning and development in your role.

Skills and Professional Growth.

  • Keep your skills and certifications current.
  • Articulate the value of Cisco's portfolio of products and solutions effectively.
  • Demonstrate the value of technology to peers and teams.
  • Exhibit Emotional Intelligence, Storytelling, Consultative Selling Skills, Communication, Leadership & Influence, Business Acumen, and Empathy.
  • Engage in mentoring and sponsoring peers for mutual growth.

Preferred Qualifications:

  • A minimum of 5 years of relevant pre-sales experience is highly desirable.
  • Experience with Cisco products or relevant experience in key competitor offerings in the technology area of emphasis.
  • A BS/BA in Electrical Engineering or Computer Science, or equivalent experience.
  • Cisco Certifications such as CCNP, CCDP, or CCIE are highly desirable.