- Experience in Years: 0-1 Years
- City/Location: Delhi
- Qualification: Any Graduate
- Category: IT-Software/ Software Services
- Designation: Associate/Sr. Associate -(Technical)
The account SE III is a customer-focused technical sales professional who provides high level technical support and guidance to customers. Collaborates with Account Manager to recommend and develop appropriate customer solution offerings. Provides an architectural perspective across the Cisco product portfolio and can leverage technical specialization for specific opportunities.
Responsibilities
Identify Opportunities
* Drive the development of a territory account plan based on knowledge of local market demand
* Apply business requirements to the creation of a technical account strategy and plan
* Proactively generate leads through customer meetings, seminars, and education
Qualify Opportunities
* Define customer business problem in a technical context
* Recommend qualified partner resource if required
* Take the lead on moving deals through the sales process by knowing how and when to engage the appropriate Cisco and partner tools and resources (such as CSE, SE, PSS, AS Engineers, etc.)
* Refine and research technical requirements of the opportunity
* Define solution options and articulate the benefits of a Cisco solution
* Lead research of potential competitive offerings for the proposed solution
Develop & Present Solutions
* Develop the technical response to RFPs or the technical elements or approach for the proposal
* Research and demonstrate solution ROI and articulate findings to customer
* Coordinate solution development, including leveraging replicable architectures and researching customized solutions
* Identify and engage appropriate post-sales support resources
* Lead and develop proof of concept, including presentation and documentation of test results. Consult with SEI & II on proposed plans.
* Coordinate account team in developing or oversee development of customer presentation materials
* Lead presentation of Cisco solutions to customer, including white boarding and presentation of technical material
* The technical specialist SE will act as a technical advisor to customer and account team in their area of technology expertise, guiding the solution based on their expertise knowledge of their technology and the solution space
Close
* Synch with post-sales engineer and provide adequate documentation for clear handoff to post-sales organization
* Ensure no post sales time by escalating requests and outstanding questions to appropriate post-sales organization (Partner, TAC, CA)
* Document PoC if applicable to multiple customers and share findings with business units and SE Community
* Request individual feedback on opportunity performance
Personal and Organizational Development
* Share technical, professional, and sales skills and knowledge with others
* Promote new and innovative approaches to addressing business challenges and problems.
Skills and Behaviour
Business Acumen
* Maintain a broad-level of knowledge of the business economics and trends of the industries and vertical markets in which one's customers conduct business, and how Cisco solutions add financial and strategic value.
* Develop relationships and establish credibility with senior executives of strategic customers
* Advanced understanding of customer’s business model, including ability to demonstrate investment rationalization of technology investment
* Expert at understanding Cisco vision and technology; articulate the vision from the customer perspective and create unique, novel value propositions around Cisco solutions
* Advanced understanding of customer business drivers and how to map these to a customer network platform, including identification of improvement areas in network design
Technical Acumen
* Advanced understanding of internetworking industry trends, including new products and solutions
* Advanced understanding of competitive product and solution landscape and can articulate trade-offs between Cisco and competitor products
* Excellent knowledge in Routing & Switching
* Excellent knowledge in Networking Platform Design
* Excellent technical consulting skills, including ability to define trade-offs, ask probing questions, and incorporate Cisco solutions into a broader technology environment
* Proactively share information about common replicable architectures that are most appropriate for assigned customers
* The technical specialist SE has an in depth knowledge of their specialization and adjacent technologies including product, technology, and competitive information. They are increasingly consultative in their knowledge base and interaction with the account team and customers
Leadership Ability
* Leader in communication with Account Team members
* Actively seek development and training opportunities
* Share knowledge and experience with rest of account team
* Seen as trusted technical advisor by customer
* Clearly and succinctly convey information and ideas, including executive communication and presentation skills
* Probe customer business needs with insightful questions
* Expert negotiation skills based on higher level of understanding; identify and qualify customer needs and determine Cisco leverage points that resonate within the customer
* Effectively navigate the various groups within the customers' organization to keep the sales process moving forward
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