CLIENT SOLUTIONS EXECUTIVE

  • Location:
    Shanghai, China
  • Additional Location(s)
    Hong Kong
  • Area of Interest
    Sales - Services, Solutions, Customer Success
  • Job Type
    Professional
  • Technology Interest
    *None
  • Job Id
    1206370
New

The Business Entity
Global Enterprise Segment

The Team
The mission of Global Enterprise Segment (GES) is to define the next-generation coverage model for Cisco enterprise market. It is charted to provide globally consistent customer experience and lead the transformation to grow Cisco revenue and profit in a sustainable way. The GES consists of the top global enterprise accounts across various industries, FSI, MFG & IOT, Oil & Gas, Retail & Logistics, etc. Asia Pacific remains as a growth engine, and we are looking to continue to grow our market position in the region.


Role & Responsibilities
GES – Client Solutions Executive

Client Solutions Executive provides proactive technical sales expertise including prospecting, and qualifying service solutions that change business outcomes for our customers, while placing Cisco in a position of thought leadership with customers. Assistance with later sales stages may also be appropriate at times. You will drive the solution sales process by creating, documenting, and scoping services to meet customer requirements. You will also provide feedback for continuous improvement of the services portfolio to ensure customer, channel partner, and system integrator satisfaction in support of year on year bookings growth.

You will work hand-in-hand with the Global Account Managers to provide specific technology, solutions, or architecture expertise to grow services bookings for Cisco in global accounts in APJC.

 

• Provide pre-sales support to the Global Account Managers in developing and closing opportunities directly with solutions developed from the understanding of customer situation, priorities and business impact through solution selling approach.

• Work with customers and partners to capture requirements for project based solution rollouts and translate these requirements into a Statement of Work (SOW) outlining roles and responsibilities of the parties as well as project based deliverables.

• Work with and direct back-office teams with regard to internal processes, Statement of Work (SOW) drafting, effort and margin analysis, legal reviews, deal-desk reviews, and delivery planning. Including effectively running remote back office teams as virtual support teams on deals.

• Understand and articulate Cisco’s solution architectures and services. Perform in-depth service portfolio and value presentations for customers, partners and prospects in Services-led engagement.

• Drive knowledge management regarding best practices (knowledge on how to sell and approach complex solutions) on given topics for internal and external use.

• Ensure continuous upgrade of subject matter expertise and actively participate as a specialist on assigned Virtual Team(s) and/or Solution Team(s).

• Continually gather service requirements and submit findings to Cisco Services Marketing and LOBs to drive product and service portfolio development.

• Run Forecast for the regional level of Advance Services and deliver the forecast within accuracy guideline (in period of week/month/quarter/year) together with GAM.

• Support Cisco sales process for professional services from quote to order placement.

• Assist and work closely with professional services delivery teams regarding planning and delivery in professional services engagements.

• Establish working relationships with account teams including account managers and sales engineers.

• Establish working relationships with HQ delivery team and services delivery Centers of Excellence (COE) with regard to architectures such as Data Center, Collaboration, and Security.

 

Working Relationships:

 

• Collaborate and interlock with customers at business, technology, and operational levels.

• Collaborate and interlock with Cisco service sales teams at HQ level.

• Collaborate and interlock with Cisco service delivery teams at levels of Field Service Delivery

Manager (FDM) and Customer Relationship Team (CRT)

• Collaborate and interlock with Cisco account teams at levels of Global Account Manager (GAM) and Global System Engineers (GSE).

• Collaborate and interlock with Cisco Partners as required on deal-by-deal basis at levels of management procurement, sales, and services delivery.

• Collaborate and interlock with Cisco service delivery partners and Cisco technology partners as required on a deal by deal basis.

• Interlock with Cisco back office teams such as finance, legal, contract management team, project management office in support of deals.

 

Ability to manage to the key objectives listed below:

 

• Revenue goal achievement.

• Selected account service penetration with plan.

• Customer Satisfaction.

• Account strategy interlock with stakeholders.

• Solution-selling facilitation through technical knowledge.

 

Required Skills:

 

• BS degree or equivalent, in Business, IT, or related discipline.

• 10+ years in Technical Sales/Pre-sales related position with extensive (3+ years) technical operation/key account management experience.

• Expert in consultative/solution selling and professional services.

• Combination of broad experience in IT technology or consulting.

• Demonstrated ability to succeed in a matrix type organizational environment.

• Knowledge of Cisco products and solutions  an asset.

• ITIL Foundation with solid knowledge of IT operations.

• PMP or equivalent through experience.

• CCNP or equivalent through experience.

• High-energy, self-starter with progressive track record.

• High sense of ownership & be problem solver on assignment given – willing to go extra mile when needed to make things done.

• High impact interpersonal and communication skills at both operations and executive level. Ability to influence without owning processes or organizations directly.

• Strong analytical capability, able to convince key stake holders regarding solution constructs with sensible justification based among other things on customer business understanding.

• Some experience in Strategic Business Planning, Sales Operations, Finance, Deals Evaluations, project management, and process management areas.

• Ability to employ negotiation skills both internally and externally with customers and partners to obtain agreement regarding service solution scopes and pricing.

 

About Cisco

 

The Internet of Everything is a phenomenon driving new opportunities for Cisco and it's transforming our customers' businesses worldwide. We are pioneers and have been since the early days of connectivity. Today, we are building teams that are expanding our technology solutions in the mobile, cloud, security, IT, and big data spaces, including software and consulting services. As Cisco delivers the network that powers the Internet, we are connecting the unconnected. Imagine creating unprecedented disruption. Your revolutionary ideas will impact everything from retail, healthcare, and entertainment, to public and private sectors, and far beyond. Collaborate with like-minded innovators in a fun and flexible culture that has earned Cisco global recognition as a Great Place To Work. With roughly 10 billion connected things in the world now and over 50 billion estimated in the future, your career has exponential possibilities at Cisco.

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