1232519 Sales Specialist Premium Services - Data Center

  • Cisco
  • Chicago, IL, USA
  • Aug 09, 2018

Job Description

Why you'll love Cisco
We offer a workspace environment that gives people the flexibility to be where they need to be to do the best work they can. At Cisco we use an architectural approach, integrating mobility, video, and cloud to bring people together anytime, anywhere, on any device. We connect employees, customers, and suppliers to make decisions, resolve customer issues, or challenges. The architecture cost-effectively supports scalability, security, and accessibility. We change the World, you will become passionate about your employer and the brand you represent.

What You'll Do
Cisco has four focused architectures for building strong global solution foundations for our clients: Data Center, Security, Collaboration and Next Generation Networks. This role is looking for a Data Center Specialist Premium Services Sales (SSPS) person to drive breakaway growth strategies within Data Center Services Sales for US Enterprise segment to drive your specific domain architectural solutions. This role of Data Center Specialist Premium Services Sales (SSPS) position and sell professional services for technologies within the Data Center architecture.
SSPS's provide dedicated technical sales expertise primarily in prospecting, and qualifying solutions, that change business outcomes for our customers while helping position Data Center Cisco services thought leadership. SSPS's drive the solution sales process by documenting service and initial solution scope to ensure satisfaction and prevent customer expectation gaps during the delivery cycle.
  • You will provide feedback for continuous improvement of the services portfolio to ensure customer, channel partner, and system integrator satisfaction with the Cisco services portfolio while driving continued year over year bookings growth. Approximately 60% or more of this salesperson's time is customer facing.
  • You will increase sales of Data Center Advanced Services for Cisco Solutions through: Developing a deep understanding of customer Data Center requirements; Designing Data Center Advanced Services Solutions in response to customer requirements during the qualification phase to assess whether Cisco has a solution to meet customer requirements as part of qualifying the opportunity.
  • You will partner with the Integrated Sales Team to effectively package, price, and present solutions to customers, including return on investment and value proposition.
  • You will increase rapid adoption of Cisco Solutions in the geography through: Developing a thorough understanding of the Data Center Advanced Services portfolio and its' business impact; Defining and articulating a technology-specific business relevant services, strategy and solutions for each customer opportunity; and partnering with the relevant Product Sales Specialist (PSS) teams to incorporate the solution into the customer Account Plan and successfully executing on the plan;
  • You will assume a leadership role, based on field and customer experiences, to assist in developing next generation Data Center Cisco services & solutions for assigned specialty.
  • You will develop and lead territory sales strategy to meet or exceed bookings targets in partnership with the CSE or CSM.
  • You will provide weekly forecasting and visibility into sales activity by keeping a pipeline using Cisco forecasting tools, SFDC. You will prepare AS deals for customer presentation and approval.
  • You will collect and refine requirements and document them in initial scope which the Data Center AS Solution and Proposal team will use to build the solution and generate the customer proposal, and align internal team on the solution strategy.
  • You will lead cross functional teams to architect a solution to meet the customer's specific requirement to validate solution feasibility during the qualify stage.
  • You will understand, and architect the solutions achievements and deliverables to provide to Data Center AS Solution and Proposal team. You will build and present value for customer's investment, as appropriate
  • You will prepare calculations and estimate financial impact of Data Center AS deals to Cisco, and partners for deal approval and will develop sales documents that establish Cisco commitments and maintain customer expectations.
  • You will provide knowledge transfer to Data Center AS Solution and Proposal Team to make solutions scalable and repeatable.
  • You will assist in managing iterations of customer expectation through the negotiation process using the AS Solution and Proposal team.
  • You'll build influential relationships with key partners internally and externally and participate in business plan interlock as needed and will attend and present at external & internal meetings as necessary

Who You'll Work With
The team in close partnership with our Integrated Sales teams, Product Sales Specialists (PSS) and Business Transformation provide specific technology, solution, or architecture expertise advancing services bookings for Cisco in accounts in an assigned geography or segment.

You will cross-functionally align with the following organizations:
  1. Product Sales Teams and Service Sales: to ensure alignment and consistency in go-to-market strategy presenting ONE CISCO to customers;
  2. Services Delivery: to provide visibility to opportunities and pipeline with sufficient detail to allow an assessment of needed skills to ensure proper capacity planning of resources, scoping of customer requirements and deliverables, and inclusion of subject matter guides (technical, delivery) in sales cycle as required;
  3. Organizations: to ensure awareness of the enablement tools and methodologies and provide feedback as to ongoing market requirement evolution.
  4. Marketing: provide feedback between customer requirements and offerings to allow for early recognition of changing business climate and customer needs and to provide continuous feedback for improvement or refinement of Cisco Service offerings.

Who You Are
Required Competencies:
  • Critical Thinking: Identifying and understanding issues, problems, and opportunities; comparing data from different sources to address sales challenges and new opportunities; taking courses of action based on sound analysis and judgment that appropriately consider customer and partner business capabilities and issues, available facts, constraints, high-reaching circumstances and probable consequences.
  • Customer Focus: Supporting customers during the sales process; seeking and taking appropriate actions on customer requirements while balancing business needs; resolving difficult issues in a timely and professional manner; taking responsibility for customer satisfaction and loyalty.
  • Time & Productivity Management: Applying personal organizational strategies and processes to prioritize and efficiently lead a high volume of work activities.
  • High Impact Communication: Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others' thoughts and actions.
  • Building Influential Relationships: Working with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships.
  • Negotiation: 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.

Our Minimum Qualifications
  • 5-10 years combined Sales/Management in Technology Solutions and Professional Services, industry and technology experience.
  • BA/BS degree or equivalent, MBA desired - 5+ years of experience in Data Center technology sales/marketing and/or delivery management and/or Data Center operations/management.
  • Able to travel as much as 50%.
  • Excellent communication and presentation skills, experience working with cross-functional teams.
  • A high degree of creative ability and curiosity, analytical thinking, and general business insight.
  • You will need to operate in a fast paced, high stress environment and handle ambiguity.
  • Consultative selling background multi-lingual ability and project management experience a plus.

Why Cisco
At Cisco, each person brings their unique talents to work as a team and make a difference.
Yes, our technology changes the way the world works, lives, plays and learns, but our edge comes from our people.
We connect everything - people, process, data and things - and we use those connections to change our world for the better.
We innovate everywhere - From launching a new era of networking that adapts, learns and protects, to building Cisco Services that accelerate businesses and business results. Our technology powers entertainment, retail, healthcare, education and more - from Smart Cities to your everyday devices.We benefit everyone - We do all of this while striving for a culture that empowers every person to be the difference, at work and in our communities.
Colorful hair? Don't care. Tattoos? Show off your ink. Like polka dots? That's cool. Pop culture geek? Many of us are. Be you, with us! #WeAreCisco
Cisco is an equal opportunity employer.