Cisco Customer Solutions Architect in Offsite, Minnesota
Customer Solutions Architect
Location: Offsite, Minnesota, US
Additional Location(s) KS, IA, IL, NE
Area of Interest Engineer - Pre Sales and Product Management
Job Type Professional
Technology Interest Cloud and Data Center, Collaboration, Video
Job Id 1224946
What You'll Do
Technical professional with broad and deep knowledge of Cisco products, solutions, technologies and related programs.
Demonstrates expertise of multiple architectures (i.e., Collaboration, Data Center, Enterprise Networking, Security) to support partner capability and investment consultation. Collaborates across Cisco team to execute partner capability development.
Educates partners on Cisco's architectural plays and drives partner solution innovation, investment, and practice building in alignment with architectural and solution strategies.
Leads partner enablement and long-term growth by providing and coordinating technical/sales training, technical certifications management, post-sale services model development, and sales process support. Works with senior partner technical and business leadership to co-develop technical business plan, investment business case, and execution/enablement needs.
Innovates to accelerate partner transition in alignment with Cisco’s evolution.
Create and validate the partner strategic and tactical Technical Business Plans
Support, influence, and implement effective partner service practices and offerings
Involve learning partners and internal training to help partners improve technical sales and service capability
Ensure partner technical resources are provided appropriate products, solutions and architectures training
Provide positioning and business case development training (for partner to use with customer) to senior partner technical leadership. Focus training around Cisco’s architectures
Evaluate partners’ technical readiness relative to Cisco’s technical strategy (solutions, product, quality of service, reputation) and identify gaps
Provide technical direction and influence new and existing partners toward developing new Cisco-based solutions
Provide input to business counterparts and management in structuring new partnerships
Support partner alignment around Cisco’s architectures
Cross communicate Cisco and partner value propositions, especially between partner and Cisco field SEs
Aggressively capture insight into strategic/high-value opportunities that the Partner is pursuing and communicate with Cisco field teams
Market Analysis and Planning
Provide input regarding partner landscape within a local market, solutions offered, quality of service and technical reputation
Provide input to coverage plan and capacity model based on partner needs in local market
Personal and Organizational Development
Provide feedback to Cisco business entities on features and solutions gaps
Ability to recognize potential competitive advantage of Cisco solutions from partner perspective
Desire to achieve greater technical proficiency
10 or more years related experience
Pre-sales experience required
Typically requires BS/BA (EE/CS) or equivalent
CCIE certification or multi-domain expertise equivalent highly desirable and/or preferred.
Who You'll Work With
Assist partner in refining and researching technical requirements of an opportunity
Provide support in partner meetings and seminars
Assist partner in qualifying customer technical requirements
Work with partner to develop technical account plan
Work with partner in driving solution development (demos, POC and technical questions)
Assist partner in developing customer presentation materials
Assist partner with technical presentations of Cisco solution options to customer
Assist partner in demonstrating solution Return on Investment and impact of Cisco solution to customer's business
Who You Are
Competencies & Behaviors Creating Business Relevance
Studies key partner’s business and industry to gain clear understanding of key business drivers and market issues (margins, cash-flow, utilization, regulations etc)
Builds trusted technical advisor collaborations with partners and leaders of various partner groups, linking the Cisco vision to important business strategies.
Consults with partners about how incorporating Cisco technology and services into their solution portfolio can drive their strategy and provide competitive advantage.
Positions an ROI case to partner for incorporating Cisco technologies and services into its solutions portfolio.
Assesses macro market opportunity to develop a long-term partner strategy that can be executed across all partner practices and geographies.
Solution & Architectural Selling
Explains the various types of architectures and how they’re interconnected, ensuring that the features and benefits of Cisco technology are understood and valued by partners.
Helps partner technical sales teams design innovative architectural solutions that drive strategic objectives and help differentiate partner offerings.
Assists in the development of business cases for architectural solutions.
Positions the appropriate Cisco Services for customers to consider when deploying a technology solution.
Building Bold Intelligence
Keeps current on the technological capabilities and limitations of key competitors, describing Cisco's relative competitive positioning.
Recognizes Cisco’s high-reaching advantages and disadvantages, from the customer’s perspective.
Knows when to collaborate and when to contend with other key providers in an account.
Is familiar with a partner's competitive landscape.
Optimizing Sales Performance
Participates in the partner business planning process, identifying potential gaps in the technical
Participates in partner engagements at appropriate times to provide technical expertise and address customer issues, helping partners evaluate and prioritize technical opportunities.
Aligns local market opportunities with partner needs/strengths to drive growth.
Working Across Boundaries
Helps the partner account team ensure technical initiatives tie into their customer's strategy and goals.
Connects partners with appropriate Cisco programs and resources to address issues and drive their business plan.
Establishes collaborative relationships with internal resources such as Business Unit(s), Customer Advocacy Sales and Delivery, and SE technical specialists, staying connected in any location.
Creates multi-partner ecosystem relationships that bolster individual partner offerings.
Driving the Cisco Vision
Promotes the Cisco vision from customer and partner perspectives.
Articulates the rare value obtained by integrating all of the various Cisco technologies, capabilities, and solutions into a customer's network.
Drives adoption of Cisco advanced and new technologies, solutions and specializations.
Inspires and motivates partners to align with Cisco’s vision, driving mutual benefit.
Excellent Communication, Collaboration & Leadership Skills
Excellent written and verbal communication, listening, negotiation and presentation skills.
Ability to participate as a team member and assume a leadership role for the team.
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.
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Cisco is an Affirmative Action and Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.