Solutions Specialist Services Sales

  • Location:
    Gurgaon, Haryana, India
  • Area of Interest
    Sales - Services, Solutions, Customer Success
  • Job Type
    Professional
  • Technology Interest
    Cloud and Data Center, Internet of Everything, Security
  • Job Id
    1201095
New
This solution selling position centers on relationship-management and strategic solution selling focusing on the top/strategic enterprise accounts in India. The goal of this role is to drive service led solution sales by establishing trusted, advisory relationships with various customer executives.

This role focuses on understanding the customer’s strategy, their needs and their business requirements in order to recommend the appropriate solution and to close complex, transformational deals. This role also focuses on achieving revenue goals; forecasting accurately on a weekly, monthly, and quarterly schedule; developing a pipeline of opportunities; creating account plans; and closing deals for their defined customers. Approximately 80% of this solution sales person’s time is customer facing.


Role & Responsibilities:

• Proactively engage with the customer executives to sustain and build deep relationships to become a trusted advisor.
• Identify customer business issues, challenges, pain points etc, and build / position relevant services solutions/models for customers.
• Gather market and customer information. Gain a clear understanding of customers' business portfolio and requirements.
• Communicate issues and solutions to executives in a way which is thought provoking, insightful and considered a burning platform
• Prepare a comprehensive transformational business case (includes a customer problem/challenge) describing how Cisco’s solutions align with the customer’s strategy
• As needed, calculate the customer’s positive return on investment demonstrating the value of the Cisco’s proposed solution.
• Present a transformational business case and articulate how Cisco’s solutions align to the customer’s strategy
• Advise on forthcoming service offers
• Collaborate cross functionally (product sales, inside sales, channels, delivery, partners) to build credibility and earn trust
• Structure complex financial deals at an executive level (VP and above)
• Negotiate the terms of an agreement and closing sales
• Negotiate variations in price, delivery and specifications with customers
• Articulate future buying trends and service requirements back to necessary business units.
• Build and maintain relationships with executives at assigned customers via meetings, telephone calls and emails.
• Create relationship maps for the customer and internal
• Follow standardized and optimized sales processes, e.g., renewals process

Qualifications:

• 11+ years of experience with service sales.
Desired Skills:

• Good exposure on constructing large & complex services deals like SLA based Managed Services model, Outcome based models, Software as a Service (XaaS) models etc.
• Sound knowledge on latest technologies like Internet of Things (IoT), Smart Cities, Security etc.
• Adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer’s/partners business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs.
• Helping clients and partners to understand their business needs, offering advice and solutions, and operating from a position of expertise balanced with a collaborative approach.
• Demonstrating significant knowledge of Cisco and the industry; developing strategies that leverage core strengths of one’s own group and Cisco.
• Understanding basic business mathematics, financial strategies, and performance indicators, and applying that knowledge to client’s economic and buying environment.
• 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.
• Working closely with diverse team (Product, Finance, Legal etc.) and drive sales numbers in allocated account.


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