Cisco Technical Solutions Architect in Houston, Texas
Technical Solutions Architect
Location: Houston, Texas, US
Additional Location(s) San Antonio
Area of Interest Sales - Services, Solutions, Customer Success
Job Type Professional
Technology Interest AI or Artificial Intelligence, Big Data, Analytics, Cloud and Data Center, Collaboration, Video, Internet of Everything, Networking, Security, Service Provider, Software Development, Testing, Wireless, Mobility
Job Id 1228046
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
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
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
At least 10 years of experience in technology specialization, with 4 years of field experience as a Systems Engineer or equivalent
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
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