About this role
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
• 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 The 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 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: • Develops and refines technical sales approach to meet clearly defined customer requirement • Demonstrates comprehension of Cisco's portfolio while steadily progressing into a specialist within a domain • Learns how to navigate different parts, teams, and roles of their customers/partners (i.e., IT teams, certain decision makers, implementers) • Analyzes customer requirements to ensure Cisco solutions meet current needs • Supports the development of customer plans and contributes to solutions design • Supports demand generation and enablement campaigns by collecting and organizing data, coordinating others and assisting with content creation • Begins to understand and identify opportunities for expansion across Cisco’s portfolio (e.g., networking, security, observability and collaboration) • Delivers presentations and demonstrations to specific customer scenarios • Uses prevalent market trends and competitive analysis to position Cisco solutions to customers • Collaborates with internal teams and select external partners to contribute to customer success • Contributes to sharing practices and assisting in developing educational materials • Modifies workflows to handle unexpected changes
Minimum Qualifications: Bachelors + 5 years of related experience, or Masters + 3 years 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
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.
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