Cisco Pre-Sales / System Engineer - R&S Telenor in Lysaker, Norway
Pre-Sales / System Engineer - R&S Telenor
Location: Lysaker, Akershus, Norway
Area of Interest Sales - Product
Job Type Professional
Technology Interest Service Provider
Job Id 1225997
What you’ll do
This role is in support of the Service Provider team in Norway.
The Systems engineer III is a highly skilled, customer-focused technical sales professional who provides technical support and guidance to customers and collaborates with the Account Manager to develop appropriate customer solution offerings on large and complex opportunities. He / she provides an architectural perspective across the Cisco product portfolio and can leverage his / her technical specialization for specific opportunities.
Who you’ll work with
The Systems Engineer will partner with our Account Executives in a pre-sales technical role, showcasing Cisco product solutions, setting up demonstrations and explaining features and benefits to customers, designing and configuring products to meet specific customer needs.
In addition to his/her technological aptitude, and the ability to learn quickly and stay current, the ideal candidate's interpersonal and presentation skills evoke passion and confidence. The successful candidate will have direct account responsibilities for Telenor. He will actively participate as a specialist on assigned Virtual Team and provides consultative support to other Systems Engineers. He will assist with the development of formal sales plans and proposals for assigned opportunities.
Who you are
CCNP, CCDP, CCIP or CCIE certification is a major plus. Knowledge on Cisco equipment and OS (IOS, IOS-XR, …) as well as notions of network programmability (Netconf/Yang, Python, …), SDN and network security are an advantage.
Excellent written and verbal communication, listening, and strong presentation skills.
A high sense of ownership, coupled with a results-driven mentality.The successful candidate can also lead a virtual team in order to deliver on customer expectations.
Strong problem solving skills: ability to assess a problem and determine an effective course of action.
Very good social skills, capable of building trust relationships internally and at our customers.
Team player, willing to help others and prepared to ask for help when necessary.
A high focus on quality and responsiveness
Drive the development of a Territory Account Plan based on knowledge of local market demand
Actively engage SEM in region in finalizing the Territory Account Plan
Apply business requirements to the creation of a Technical Account Plan and strategy
Proactively generate leads through customer meetings, seminars and education
Define customer business problem in a technical context
Recommend qualified partner resource if required
Take the lead on moving deals through the sales process by knowing how and when to engage the appropriate Cisco and partner tools and resources (such as CSE, SE, PSS, AS Engineers, etc.)
Refine and research technical requirements of the opportunity
Define solution options and articulate the benefits of a Cisco solution
Lead research of potential competitive offerings for the proposed solution
Develop and Present Solutions
Develop the technical response to RFPs or the technical elements or approach for the proposal
Research and demonstrate solution ROI and articulate findings to customer
Coordinate solution development, including leveraging replicable architectures and researching customized solutions
Identify and engage appropriate post-sales support resources
Lead and develop PoC, including presentation and documentation of test results. Consult with SEM and other SEs on proposed plans
Coordinate account team in developing or oversee development of customer presentation materials
Lead presentation of Cisco solutions to customer, including white-boarding and presentation of technical material
Act as a technical advisor to customer and account team in area of technology expertise, guiding the solution based on expert knowledge of technology and the solution space (technical specialist SE)
Utilize Cisco Development Organisation Requirements Process as needed for key features / product requests
Synch with post-sales engineer and provide adequate documentation for clear handoff to post-sales organization
Ensure minimal / no post sales time by escalating requests and outstanding questions to appropriate post-sales organization (Partner, TAC, CA)
Document PoC if applicable to multiple customers and share findings with BUs and SE Community
Provide feedback to account team on opportunity performance and request individual feedback
Personal and Organizational Development
Share technical, professional, and sales skills and knowledge with others
Promote new and innovative approaches to addressing business challenges and problems
Competency and behaviour
Creating Business Relevance
Study key customers and industries in your specialty, to gain expert understanding of key technical drivers and market issues
Articulate how technical leaders plan for their future network environments
Consults with customers about how Cisco solutions can impact their Network Architecture, as well as drive their business and technology strategy and goals
Solution and Architectural Selling
Develop an expert understanding of the various types of architectures and how they’re interconnected
Ensure the features, benefits, and architectural impact of Cisco technology are understood and valued
Lead the development process of business cases for architectural solutions
Position the appropriate Cisco services for customers to consider when deploying a technology solution
Establish expert knowledge in Routing & Switching and Networking Platform Design
Building Competitive Intelligence
Develop expert understanding of technological capabilities and limitations of key competitors
Effectively highlight Cisco’s technological advantages and disadvantages from the customer’s perspective
Know when to collaborate and when to compete with other key providers in an account
Identify technical win strategies from a business and technology perspective
Optimizing Sales Performance
Lead the ongoing Account Planning strategy
Help the Account Team identify potential gaps in the customer’s network to create opportunities to enlarge the sales base
Participate in engagements at appropriate times to provide technical expertise and address customer issues
Use Cisco defined processes and tools such as SFDC to navigate through the sales cycle
Working Across Boundaries
Help the Account Team and customer ensure technical initiatives tie into the customer's strategy and goals
Identify and effectively leverage Cisco technical resources needed to drive engagements
Maintain and develop collaborative relationships with Channel partners and ecosystem partners
Establish collaborate relationships with internal resources such as BU(s), Customer Advocacy Sales and Delivery, and SE technical specialists
Driving the Cisco Vision
Promote the long-term architectural value of Cisco to business and technical leaders
Articulate the unique value obtained by integrating the various Cisco technologies, capabilities, and solutions into a customer’s network
Help identify innovate ways Cisco advanced and emerging technologies / solutions can be integrated with existing Cisco solutions
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