Customer Solutions Architect

  • Location:
    Bangalore, Karnataka, India
  • Area of Interest
    Professional Services
  • Job Type
    Professional
  • Technology Interest
    Cloud and Data Center
  • Job Id
    1019451
Customer Solutions Architect (CSA) - Job Description 

The Business Entity

This is lead Architect role is a key part of a team driving Cisco's top Indian Global Partner (“IT SP”) relationships from incubation to building and supporting their capabilities and offerings around Cisco at scale. 

This senior-level architect is heavily involved in all aspects of the partnership including, solution ideation and development, large deal support, technical enablement, Go to Market strategy, and Field Execution

This candidate will be a key player in Cisco's global team to enable the Indian partners + Cisco to reach our true potential. 

The Team

The select key Indian SI will be a vital member of Cisco's global team around transforming how Cisco engages with these partners globally as we look to scaling next generation partnerships around digital, cloud and our strategic priorities. 

This is a fantastic opportunity for the right candidate to take a leadership position in this effort and have an impact on Cisco's ability to execute with the right partnership for our mutual customers globally. 

Key Role & Responsibilities

In this role as a Senior Architect / CSA, you will:


1.	Build Joint Value Propositions based on certified and preferred Reference Architectures 

Mandate: 
*	Build, Lead and align technical reference cross-domain architectures to ensure maximization of “Cisco Inside” TAM and Value
*	Maximize Preference for Cisco within IT SP's critical technology practices: Data Centre, Enterprise Networking , IOT and Security

Responsibilities:
*	Establish and/or enhance the partner's understand and recognition of the value of Cisco's architecture approach and technology vision though regular discussions, workshops and engagements
*	Act in an increasingly consultative fashion and be looked to as a trusted technical advisor by the customer's engineering team 
*	Drive visibility, understanding and alignment around Cisco's key technologies into the partner's solution offerings and product catalogues 
*	Support pre-sales engagements with technical solutions as a key differentiator to maximize the value and TAM of Cisco to our customers and IT SP partners 
*	Understand the customer's technological landscape and architecture and spot Cisco insertion and leadership points at their earliest stage
*	Prototype and evaluate new solutions and architectures in conjunction with key regions, R&D and BUs
*	Devise and create technical strategies and design architectural solutions that will ensure the maximization of Cisco Inside Reference architectures
*	Present the SW programmatic component of the solution to the customer, articulate solution benefits emphasizing long-term benefits and value of solution over best-of-breed point products.
*	Create architectural solutions that have commercial viability and bring value to the IT SP and end customer
*	Create, develop and pitch new ideas on how Cisco can solve customers' key strategic objectives with Cisco Capabilities
*	Map Joint Cisco-ITSP Competency, Capability and Capacity, translate to IT SP requirements to determine joint insertion opportunities in either an identified enterprise customer or vertical
*	Work in partnership with IT SP account lead in EPO, GPO and theatres to ensure consistent engagement and joint approach 
*	Actively support peers and mentors about how to effectively demonstrate developed code both internally and externally.
*	Lead and/or support the creation of pre-sales solution PoC and transition them to live network solution

2.	IT SP Technology Vision, Strategy & Execution 

Responsibilities: 
*	Build a 3 year technology vision alongside a strategic execution plan for assigned IT SP in partnership with Commercial lead; 
*	Develop an in-depth network within business customers and beyond the technical community based on mutual trust and reciprocal advisory role
*	Demonstrate a deep technical background and an ability to think strategically about business, product, and technical challenges 


3.	Technical Deal Pursuit Leadership
Responsibilities: 
*	Proactively gather insight into the strategic / high value opportunities that the partner is pursuing and ensure Cisco alignment and inclusions 
*	Drive a business outcome selling approach by consulting with customer about how Cisco solutions can impact their business
*	Lead and support in deal solution validation and design
*	Provide proactive technical sales expertise across the complete sales cycle, and qualifying solutions that are matched to the end user's requirements, by partnering with the relevant team members to incorporate Products, Software, and Solutions into the deal process 


4.	Relationship Building & Management
Relationships: 
*	Develop strong partnerships with key internal and external decision-makers through thought leadership, trust, proven execution and always seeking a reciprocal advisory approach

5.	Cultural Fit
o	The right Attitude
o	Experience of working in a fast-moving customer-led culture is essential
o	A positive, can-do and pragmatic approach to challenges and complexity and willingness to learn, un-learn and re-learn
o	Ability to challenge others in a constructive way to help transform, innovate
o	Desired character traits: Agility, Adaptability, Grit, Passion and Resilience

Select Definition of Success
*	Sell To & Sell Thru IT SP WW account bookings
*	# New Franchises
*	# Joint Engagements
*	# Trainings, Workshops
*	# of Deals

Minimum Qualifications

* Candidate should have a broad understanding of Cisco's key technologies and strategic directions including knowledge of the competitive market 
* Candidate should have particular technical depth and expertise in the Data Center domain including UCS, ACI, management software, virtualization and cloud.
* Knowledge around SAP HANA, Analytics and VDI will be a plus
* Candidate should come with experience in working with senior leaders in driving architecture alignment and adoption and gaining the support and understanding around Cisco's core priorities. This includes an ability to translate Cisco technology products into innovative solutions with a sound use case that aligns to customer and partner business needs. 
* Candidate should have strong consultative and communication skills for an ability to influence and work productively with a broad set of stakeholders both inside the partner and inside Cisco
* Candidate should be a self-starter and have the ability to work independently and with a strong sense of urgency and passion
* 7 to 10 years of education or experience in software development. Knowledge should include current development methodologies and several applicable programming languages (e.g. Python, Java). 
* 2 to 4 years opportunity-focused field experience in supporting CSE/CSA on SW related projects. 
* 1year experience in one of the Domains where Cisco competes
* Demonstrable opportunity-focused field experience with proven capabilities in leading SW related projects.

Desired Skills

* Skills and knowledge around applications (SAP, Oracle, etc) a plus
* Deep knowledge of system integrator business models enabling Cisco to align Cisco technology with SI business models to drive beter alignment and profitability
* Knowledge around collaboration, video, security, SDN 
* Candidate should have strong skills leading cross functional teams 
* Candidate should have solid skills in issue resolution and creativity in overcoming challenges

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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