What You'll Do

Technical sales professional responsible for providing network design expertise on high value opportunities. Seen as a leader with expert knowledge in one or more technical specializations and complementary technologies and services. Expertly collaborates with the SE and account team to develop winning and innovative solutions and proposals. Provides a consultative approach to understanding customer / partner technical and service requirements within an architectural domain, including an expert knowledge of the competitive landscape. Mentors others and shares technical depth with Cisco community.

Role & Responsibilities
Identify Opportunities
* Support territory surrounding identification of specialized opportunities
* Support account planning when specialized opportunities are identified, especially on dedicated accounts or significant Partner opportunities
* Impact market awareness by participating in seminars, showcases, public events, etc.
* Partner TSA : Provide input to new Partner recruitment and development based on capacity model and interaction with Partner SE on most significant Partner opportunities Develop and Present Solutions
* Engage after opportunity qualification and agreement of customer to move forward with opportunity
* Partner TSA : Engage with Partner SE on large Partner opportunities
* Provide technical qualification in area of specialization for opportunity and be able to expertly recommend a Cisco validated designs or an alternative solution
* Actively recommend solutions options for customer / partner and serve as liaison for driving product and solution innovation within the BU
* Develop, plan and coordinate with the account team with regard to deliverables and presentations for specific opportunities
* Leverage TSN resources on an ongoing basis
* Design and present customized solutions for specific customers / partners and industries within specialty
* Identify and engage appropriate post-sales support resources in order to position relevant Cisco's services
* Leverage existing business relationships with the Account Team internally, and various technology and business groups within customers' organizations to recommend innovative customer solutions in specialty
* Provide leadership and guidance in technical responses to customer RFP's
* Provide trial and demonstration support
* Perform executive-level presentations for customers, partners, and prospects
* Partner TSA : Engage with partners to transfer technical, business and soft skills to help them build a solutions / technology practice related to your area of specialty
* Partner TSA : Work with Partners team to assist partner enablement via various technical trainings and support events
* Utilize Engineering Requirements Process as needed for key features / product requests
Close
* Adjust design based on customer / partner negotiation process
* Synch with post-sales engineer and provide adequate documentation for clear handoff to post-sales organization
* Document technology-focused Proof of Concept if applicable to multiple customers / partners and share findings with BUs and SE Community Personal and Organizational Development
* Share research and report in area of technical specialization (e.g. competitive analysis, Q&A, product details, design guides).
* Publish white papers in specialty area
* Initiate and facilitate expert communication and shared understanding between customers, partners, Cisco corporate and the field
* Seek out opportunities to partner with and mentor less-experienced teammates—including TSA s--within specialty, to share leading practices and help strengthen capabilities
* Leverage specialty expertise to help address customer / partner concerns / issues and expedite a deal through the sales process
* Educate customer-focused resources on revenue opportunities within specialty
* Promote new and innovative approaches to addressing business challenges and problems.
* Develop awareness of Cisco's patenting process
* Partner TSA : Create a development framework, mentor and lead development of partner specialists at key partners Creating Business Relevance
* Study key customers / partners and industries most relevant to your specialty, to gain clear understanding of key technical drivers and market issues
* Articulate how technical leaders plan for their future network environments
* Build trusted technical advisor relationships with technical executives at key customers in your specialty, communicating with the account team and partner as appropriate
* Discuss the relevancy of new Cisco products / services in your specialty, with customer / partner technical leaders Solution and Architectural Selling
* Ensure the detailed features, functionality, capabilities, and architectural impact of Cisco products / solutions in your specialty are understood and valued
* Designs innovative, technology solutions, positioning the appropriate Cisco Services in your specialty to drive technical and business objectives
* Assists in developing the business case for Cisco technology solutions in your specialty and region / market segments
* Exhibit excellent knowledge of fundamental network principles, Applications and Middleware, pursuing additional industry certifications as appropriate to your specialization and in the context of Cisco's value proposition Optimizing Sales Performance
* Assist Account Team in developing the technology / services strategy for customer / partner accounts specific to your specialty, providing technical training as needed
* Help the Account Team identify potential gaps in the relevant pieces of the customer's / partner's Architecture to create opportunities to enlarge the sales base
* Help the Account Team evaluate and prioritize technical / services opportunities in your specialty, providing technology-specific expertise and addressing customer issues
* Identify and mitigates potential deployment de-railers specific to one's specialty
* Guide team to use Cisco defined processes and tools such, e.g. SFDC, to navigate through the sales cycle Working Across Boundaries
* Coordinate with Account Team and communities of interest to ensure initiatives in your specialty link to the customer's / partner's technical strategy and goals
* Coach and supports partners to help them understand the technology / services and drive solutions for an account
* Use collaborative technology to stay connected with team members, customers, and partners, as well as any specialty-specific BU(s) Driving the Cisco Vision
* Promote the Cisco vision for your specialty to technical audiences
* Articulate the unique value obtained by integrating the various Cisco products in your specialty into a customer's network
* Describe the impact of general technology trends on the Cisco products / technologies in your specialty.
Who You'll Work With

Drive to success with Cisco Collaboration. We are looking for a dynamic individual to join this already epic Collaboration staff. Make an impact, make a difference, Collaboration as Cisco changes the way you conduct business.
* Partner TSA : Participate in partner enablement activities such as Partner VT and other partner education forums
* Partner TSA : Work with Partners team and key partners to leverage existing practices for architectural enablement and increase the number of certified partners
Who You Are

Minimum Qualifications
At least 8 years of experience in technology specialization, with 4 years of field experience as a Systems Engineer or equivalent Desired Skills
* Promote the Cisco vision for Collaboration to technical audiences
* Articulate the unique value obtained by integrating the various Cisco products in Collaboration into a customer's network
* Describe the impact of general technology trends on the Cisco products / technologies in Collaboration
Why Cisco
We connect everything: people, processes, data, and things. We innovate everywhere, taking bold risks to shape the technologies that give us smart cities, connected cars, and handheld hospitals. And we do it in style with unique personalities who aren’t afraid to change the way the world works, lives, plays and learns. We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers. We Are Cisco.