1223159 Sales Specialist Premium Services - South

  • Location:
    RTP, North Carolina, US
  • Additional Location(s)
    Houston, Dallas, Atlanta,
  • Area of Interest
    Sales - Product
  • Job Type
  • Technology Interest
    Cloud and Data Center, Internet of Everything, Networking
  • Job Id

What You'll Do

Role & Responsibilities

* Increase sales of Advanced Services for Cisco Solutions through:

o Developing a thorough understanding of customer requirements;

o Designing an Advanced Services Solution in response to customer requirements during the qualification phase to assess whether Cisco has a solution to meet customer requirements as part of qualifying the opportunity;

o Partner with the Integrated Sales Team to effectively package, price, and present solution to customer, including ROI and value proposition.

* Increase rapid adoption Cisco Solutions in the geography through:

o Developing a thorough understanding of the Advanced Services portfolio and its' business impact;

o Defining and articulating a technology-specific business relevant services strategy and solution for each customer opportunity;

o Partnering with the relevant Product Sales Specialist (PSS) teams to incorporate the solution into the customer Account Plan and successfully executing on the plan;

o Assuming a leadership role, based on field and customer experiences, to assist in developing next generation Cisco services & solutions for assigned specialty.

* Develop and manage territory sales strategy to meet or exceed bookings targets in partnership with the CSE or CSM. SSPS is a collaborator for the opportunities they are engaged in.

o Provide weekly forecasting and visibility into sales activity by keeping a current pipeline using Cisco forecasting tools, SFDC.

* Cross-functionally align with the following organizations:

o Product Sales Teams and Service Sales: to ensure alignment and consistency in go-to-market strategy presenting ONE CISCO to customers;

o Services Delivery: provide visibility to opportunities and pipeline with sufficient detail to allow an assessment of needed skill to ensure proper capacity planning of resources, scoping of customer requirements and deliverables, and inclusion of subject matter experts (technical, delivery) in sales cycle as required;

o Organizations: to ensure awareness of the enablement tools and methodology and provide feedback as to ongoing market requirement evolution.

o Marketing: to provide feedback between customer requirements and current offering to allow for early recognition of changing business climate and customer needs and to provide feedback for continuous improvement or refinement of Cisco Service offerings.

* Prepare AS deals for customer presentation and approval

o Gather and refine customer requirements and document them in initial scope which the AS Solution and Proposal team will use to build the solution and generate the customer proposal, and align internal team on the solution strategy

o Lead cross functional teams to architect a solution to meet the customer's specific requirement to validate solution feasibility during the qualify stage

o Understand, and architect the solutions milestones and deliverables to provide to AS Solution and Proposal team

o Create and present ROI for customer's investment, as appropriate

o Prepare calculations and estimate financial impact of AS deals to Cisco, and partners for deal approval

* Develop sales documents that establish Cisco commitments and maintain customer expectations

o Provide knowledge transfer to AS Solution and Proposal Team to make solutions scalable and repeatable

o Assist in managing iterations of customer expectation through the negotiation process leveraging the AS Solution and Proposal team o Build influential relationships with key stakeholders internally and externally

o Participate in business plan interlock as needed

o Attend and present at external & internal meetings as necessary Required Competencies:

* Critical Thinking: Identifying and understanding issues, problems, and opportunities; comparing data from different sources to address sales challenges and new opportunities; taking courses of action based on sound analysis and judgment that appropriately consider customer and partner business capabilities and issues, available facts, constraints, competitive circumstances and probable consequences.

* Customer Focus: Supporting customers during the sales process; seeking and taking appropriate actions on customer requirements while balancing business needs; resolving difficult issues in a timely and professional manner; taking responsibility for customer satisfaction and loyalty.

* Time & Productivity Management: Applying personal organizational strategies and processes to prioritize and efficiently manage a high volume of work activities.

* High Impact Communication: Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others' thoughts and actions

* Building Influential Relationships: Working collaboratively with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships.

* Negotiation: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support ones proposal.

Who You'll Work With

Cisco has four focused architectures for creating strong global solution foundations for our clients: Data Center, Security, Collaboration and Next Generation Networks. To drive breakaway growth strategies within Services Sales for Global Enterprise Segment to drive your specific domain architectural solutions.  This role of Sales Specialist Premium Services will position and sell professional services for networking technologies as well as across supporting architectures to enable the total Cisco solution.

The Team

In close partnership with our Integrated Sales teams, Product Sales Specialists (PSS) and Business Transformation provide specific technology, solution, or architecture expertise advancing services bookings for Cisco in accounts in an assigned geography or segment. Service Sales Consultants provide proactive technical sales expertise primarily in prospecting, and qualifying solutions that change business outcomes for our customers while helping position Cisco services thought leadership.  SSC's drive the solution sales process by documenting service and initial solution scope to ensure customer satisfaction and prevent customer expectation gaps during the delivery cycle. The individual also provides feedback for continuous improvement of the services portfolio to ensure customer, channel partner, and system integrator satisfaction with the Cisco services portfolio while driving continued year over year bookings growth. Approximately 60% or more of this salesperson's time is customer facing.

Who You Are

Minimum Qualifications

* 5-10 years of experience in Sales/Management in Technology Solutions, Professional Services for technology.

* BA/BS degree or equivalent, MBA desired

* 5+ years of experience in delivery management and/or IT operations/management

* Excellent communication and presentation skills, experience working with cross-functional teams.

* Must be able to operate in a fast paced, high stress environment and handle ambiguity

* Must be able to travel as much as 50%

Desired Skills

* A high degree of creative ability and curiosity, analytical thinking, and general business acumen

* Consultative selling background and project management experience a plus.

* ITIL certification or experience

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.

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