Central Area Partner Solution Architect

  • Location:
    Offsite, Minnesota, US
  • Additional Location(s)
    MN, IA, KS, MO, NE
  • Area of Interest
    Engineer - Pre Sales and Product Management
  • Job Type
  • Technology Interest
  • Job Id

<b>What You'll Do</b>

     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.

Partner Enablement

·       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

Business Development

·       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

Sales Coordination/Alignment

·       Encourage partner alignment around Cisco’s architectures

·       Cross communicate Cisco and partner value propositions, especially between partner and Cisco field SEs

·       Proactively gather 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.

<b>Who You'll Work With</b>

   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 ROI and impact of Cisco solution to customer's business

<b>Who You Are</b>

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 relationships with partners and leaders of various partner groups, linking the Cisco vision to relevant 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 Competitive Intelligence

·       Keeps current on the technological capabilities and limitations of key competitors, describing Cisco's relative competitive positioning.

·       Recognizes Cisco’s competitive advantages and disadvantages, from the customer’s perspective.

·       Knows when to collaborate and when to compete 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 business plan to create opportunities to enlarge their sales base.

·       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 unique value obtained by integrating all of the various Cisco technologies, capabilities, and solutions into a customer's network.

·       Drives adoption of Cisco advanced and emerging technologies, solutions and specializations.

·       Inspires and motivates partners to align with Cisco’s vision, driving mutual benefit.

Excellent Communication, Teamwork & 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.


<b>Why Cisco</b>

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.

@Cisco #CiscoJobs #WeAreCisco  #SalesJobs

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