【職務概要】 Ciscoブランドの代表として、顧客やパートナーのビジネス課題を解決する技術ソリューションを提案する役割です。アカウントチームと密に連携し、顧客のビジネス成功を戦略的に支援します。
【主な業務内容】
- ポートフォリオの活用: Cisco製品の深い知識を活かし、クロスセル・アップセルを通じてシェアを拡大。
- 顧客エンゲージメント: IT意思決定者との信頼関係を構築し、ビジネス要件を技術要件へ翻訳。
- 戦略的提案: 顧客の課題を特定し、最適なソリューション設計やデモンストレーションを実施。
- 競合分析: 市場環境や競合の動きを分析し、Ciscoの価値を最大化する戦略を立案。
- クロスファンクショナルな連携: 社内外のチームと協力し、アカウント戦略の推進と関係強化を図る。
- 自己リーダーシップ: 複雑で変化の激しい環境下で、優先順位を判断し自律的に行動。
【応募資格】
- 必須条件: 以下のいずれかの学歴・経験をお持ちの方
- 大卒 + 関連業務経験5年以上
- 修士 + 関連業務経験3年以上
- 博士 + 関連業務経験0年以上
Technical sales professional, owning the Cisco brand with customers and partners. Provides technical solutions to address customer and partner business needs. Collaborates with the account team and connected sales teams on the customer plan, jointly ensuring customer success. Serves as an expert, or trusted technical advisor by the account team and customer/partner
- Specialization and Focus - Strong knowledge of Cisco’s portfolio, including specialized/architecture perspective, Increases penetration via cross/up-selling and displaces competition, Owns technical relationship with customer(s)/partner(s)
- Customer Engagement and Accountability - Leads engagements with IT& decision makers at customer/partner and LOB interaction, Knowledgeable of customer environment and market, including competitor plays, Primary technical sales influencer, Translates customer/partner business need into technical requirements
The Internal Sales Process, Most selling time spent landing opportunities and expanding within an account, Involved in customer strategic planning
- Corporate Interlock - Provides active feedback to BEs and relevant sales teams on strategic customer needs and market opportunities, and competitive market tactics
- Typical Sales Cycle, Takes the lead on moving deals across technical sales process, Designs and presents relevant solution based on technical and business requirements identified by the customer or partner, Manages virtual support team of sales resources, Leverages relevant tools and resources to support a deal
- Success Measures - Increase revenue: Closed opportunities converted to closed deals, Displace a competitor/increased market share, Increase net new customers on a quarterly basis
What You'll Do:
- Contributes to account planning activities to identify opportunity for upselling and sharing technical insights to refine account strategy
- Maintains up-to-date expertise in Cisco's portfolio, specializing in one or few domains
- Builds strong relationships with technical and business decision-makers
- Listens for and identifies customer pain points and uses insights to tailor solutions
- Develops strategic plans for customers and leads solutions design
- Participates in demand generation and enablement campaigns by analyzing data, developing content and providing status updates
- Translates customer business requirements into technical solutions beyond primary expertise, bringing the power of the entire Cisco portfolio to customer and partner opportunities
- Uses demonstrations to help customers visualize real-world outcomes of Cisco solutions
- Proactively analyzes and scans the competitive landscape as a core strategy to position Cisco’s value and win business
- Fosters cross-functional collaboration with internal teams and external partners to align strategy and strengthen customer relationships
- Contributes to SE teams and leads educational efforts to familiarize stakeholder with Cisco solutions and value
- Leads self in a complex and dynamic sales environment, identifying shifts and re-prioritizes accordingly
Minimum Qualifications:
Bachelors + 5 years of related
experience, or
Masters + 3 years of related
experience, or
PhD + 0 years of related experience
Preferred Qualifications:
Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications.
THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY& NETHERLANDS
Why Cisco?
At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.
Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.
We are Cisco, and our power starts with you.
