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Enterprise Solutions Architect

2 months ago

Durham, North Carolina, United States Cisco Full time

What you'll do and who you are

We are seeking a talented Pre-sales Solutions Engineer to join our Global Enterprise Segment – Premier Area. In this role, you will play a crucial part in supporting one of Cisco's most significant global accounts. Collaborating closely with your sales colleagues and extended team members, you will design and showcase Cisco architectures and solutions that assist our clients in addressing intricate challenges and achieving strategic business objectives.

Your Identity as a GES Premier Area Cisco Solutions Engineer: the value you will provide to customers, partners, and Cisco colleagues.

  • Your technical expertise enables you to effectively position, demonstrate, and sell solutions that generate outcomes and enhance customer value.
  • You identify customer requirements, facilitate demos/trials/PoVs, accelerate new opportunities, and lead the solution lifecycle, demonstrating a strong commitment to customer success.
  • You are enthusiastic about the influence of technology on business and actively contribute to thought leadership through customer/partner events, training sessions, blogs, and sales engagement.

Your responsibilities: what you do and what success looks like.

Technology:

  • You maintain a strong understanding of the technologies across the portfolio, staying informed about market trends and Cisco solutions, including customer benefits, partner ecosystem, competitive differentiators, and long-term vision. You align Cisco solutions with customer environments to help them achieve their business outcomes.
  • You effectively position Cisco's platforms, solutions, and offers to drive adoption, integrating software and subscriptions into messaging to foster recurring revenue. You are well-versed in Cisco's primary platforms: Networking Cloud, Security Cloud, Collaboration, FSO, and Power of the Platform.

Selling:

  • You comprehend market context and needs, encouraging customers to adopt new technologies to digitize their operations and stay ahead of the competition. 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.
  • You recognize your role in the Cisco E2E Selling Method, focusing on customer intimacy by establishing strategic relationships and understanding their decision-making processes. You address customer business needs through a comprehensive lifecycle approach to ensure value realization.

Leadership:

  • You educate customers, partners, and account teams on Cisco solutions and our unique differentiators. Your knowledge drives positive outcomes for customers as you collaborate across technology domains to deliver cross-architectural solutions. You contribute to blogs, case studies, and best practices as relevant, articulating complex solutions to both technical and non-technical audiences.
  • You support demand generation and enablement campaigns, contributing to internal and external events as appropriate. You have opportunities to mentor and sponsor partners, customers, and colleagues, while collaborating with BEs on product roadmap direction to maintain our market leadership.

Your teams & tools: how you scale, accelerate, get time back

Teams:

  • You engage your extended teams to support customers and address complex needs, sharing best practices to help colleagues succeed. Your performance is influenced by empowerment, and you prioritize collaboration over ego.
  • You involve Partner SEs, Cisco partners, Customer Success, and service sellers early in the deal process, ensuring relevant information is handed off to adoption and onboarding teams.
  • You utilize available tools and resources to enhance customer trust and intimacy, leveraging EoS, EoL, ATR, and other telemetry to initiate renewal discussions.
  • You effectively utilize Cisco's competitive resources, ensuring that you never face challenges alone.

Tools:

  • You are proficient with tools that accelerate sales, such as SFDC, CCW, Ask Licensing, Solution Builder, Click2Expert, dCloud, and other domain-specific tools.
  • You translate business needs into impactful demos, utilizing dCloud, DevNet, and GVE for use-case-driven demonstrations and workshops.
  • You assist leaders in measuring success by providing visibility over activities and initiatives, including SFDC, weekly check-ins, QBRs, MEDDPICC, and Sales Console.
  • You are familiar with enablement tools and platforms available for your role, such as Mindtickle, Cisco U., and Degreed.

Your Skills and Career Development.

  • You keep your skills and certifications current.
  • You articulate the value of Cisco's portfolio of products and solutions.
  • You demonstrate the value of technology to your peers and teams.
  • You possess Emotional Intelligence, Storytelling, Consultative Selling Skills, Communication, Leadership & Influence, Business Acumen, and Empathy.
  • You actively engage in mentoring and sponsoring your peers.

Preferred Qualifications.

  • 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.
  • BS/BA (EE/CS) or equivalent.
  • Cisco Certifications CCNP, CCDP, or CCIE are highly desirable.