1+ months

Business Solutions Architect

Cisco Systems Inc.
Houston, TX 77002

What You'll Do

Ciscos Global Enterprise Segment seeks a passionate Business Solutions Architect (BSA), that will be working as a trusted advisor and partner to top Global Oil and Gas Organizations. You will be an integral member of the team, working towards our common goals and demonstrating the business value of Cisco Services, Solutions, and Architectures by aligning opportunities with a 2-5 year architectural vision to help address customer challenges and priorities.  The end result is ensuring that this Cisco architectural vision addresses the desired new outcomes and capabilities that the customers need to support their business.

 

Responsibilities:

  • You will provide a consultative relationship with the customer and collaborate with Product teams to develop customer focused architectures driving industry-wide innovation.
  • You will lead the architectural design associated with Cisco's technology strategy in alignment with key business drivers and market issues for individual customers.
  • You will demonstrate business relevance to executive stakeholders.
  • You will identify top opportunities and design top-down future state architectures and associated Cisco technical strategy.
  • You will build creative architectural solutions to take on customer business problems.
  • You will deliver and/or support delivery of technical presentations to customers, as well as deliver architecture selling concept and methodology in Partner CTO/SE events to committed Cisco partners.

 

Who You'll Work With: 

You will work with a closely aligned Client Director or Client Executive, relevant account teams across the globe as well as serve as the lead advocate for these customers within Cisco. You will coordinate with senior client leadership, industry partners, and other appropriate services and organizations to provide a vision terms of technology focus and relationship development.

You will add value by proactively identifying business opportunities for the customer, conveying a firm understanding of the costumers business drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs.  

 

Who You Are:

  • You have at least 7 years of networking / architecture and field experience working with named accounts as a Systems Engineer or equivalent.
  • You are a senior customer focused technical and architectural engineering sales professional with knowledge of customer specific business initiators and networking environment, including adjacent technology and solution areas.
  • You have deep understanding of the multiple industry trends.
  • You are a strong collaborator, and a great communicator.
  • You have a Bachelor's degree from a reputable university or equivalent experience.
  • You have Software Development Experience 

 

Competencies & Behaviors:

Creating Business Relevance

  • Study key customer's business, industry, and complete financial statements to gain clear understanding of key business drivers, relevant business model, market issues and priorities
  • Build trusted technical and business advisor relationships with C-level or other executives, articulating how other executives plan for their future business environments
  • Consult with C-level or other executives about the relevancy of new and emerging Cisco technologies to their business, linking the Cisco vision to the customer's business strategy
  • Remain up to date on industry standards and regulations relevant to the customer
  • Solution and Architectural Selling
  • Ensure the architectural integration, impact and capabilities of Cisco's overall solutions portfolio are understood and valued, identifying improvement areas in customer network design structure to create a compelling case for investment with Cisco
  • Position a multi-year, multi-architecture, and even multi-vendor architectural vision for the customer's network (including Cisco and competitor solutions) to help drive the relevant pieces of its Enterprise Architecture, Business Architecture, business strategy, and goals
  • Position the appropriate services and organizations required to support the customer's architectural vision.

Building Competitive Intelligence

  • Describe how Cisco's competitive positioning compares to other competitors' positioning at an overall business and technology level, keeping current on capabilities and limitations of competition
  • Recognize potential overall business and architectural competitive advantage from the customer's perspective, knowing when to collaborate and when to compete with other key providers
  • Identify competitive win strategies from an overall business and architectural portfolio perspective
  • Establish expert knowledge in fundamental infrastructure and security principles and architectures in the context of Cisco's value proposition

Optimizing Sales Performance

  • Identify potential gaps in the relevant pieces of the customer's Enterprise Architecture to create opportunities to enlarge the sales base
  • Evaluate and prioritizes technical opportunities with the greatest potential for producing positive business results for the customer, mitigating any potential deployment derailers
  • Work with Account Team to prepare for engagements by providing architectural overviews and highlighting potential competitive threats
  • Guide team to use Cisco defined processes and tools such as SFDC to navigate through the sales cycle

Working Across Boundaries

  • Act as liaison between various customer leaders to ensure disparate initiatives tie into the customer's architectural vision and business strategy
  • Use collaborative technology to stay connected with team members, customers, and partners in any location
  • Build relationships with internal stakeholders to drive customer requirements, including Business Units (BUs), sales organizations, Services, and operations

Driving the Cisco Vision

  • Promote the Cisco vision from a customer perspective to C-level audiences and industry outlets
  • Articulate the unique value obtained by integrating all of the various Cisco technologies, capabilities, services, and solutions into a customer's architecture
  • Identify innovative ways emerging technologies can be integrated with existing Cisco solutions to provide enhanced customer value
  • Identify potential new applications of Cisco solutions based on deep knowledge of Cisco technologies, services, and industry trends.

 

Key Responsibilities:

Identify Opportunities

  • Expertly design top-down future state architectures and associated Cisco tech strategy
  • Drive top-down long-term lead generation, including identification of top opportunities
  • Coordinate with account leadership team to provide a vision for the account team in terms of technology focus and relationship development

Qualify Opportunities

  • Coordinate technical resources within an account, including alignment of individual opportunities with overall account plan and architectural blueprint
  • Define high level solution options and articulate the pros and cons of a Cisco solution in solving a business problem
  • Prepare account team with solution overview and potential competitive threats and facilitate interactions within Cisco, e.g. BUs, Services, etc.
  • Proactively engage partners involved in deals with strategic customers or partners developing unique, differentiated offerings
  • Work with Partners team to ensure partner architects are certified with the appropriate level of architectural certifications

Develop and Present Solutions

  • Selectively review and approve significant RFPs and proposals for complex technical solutions
  • Design multi-architecture and/or multi-vendor customer solutions and mentor junior team members on solution design
  • Determine appropriate services and organizations needed to support solution and how to incorporate them into a broader technology environment
  • Leverage Sales support resources (GVE, Architecture Teams, demo) on an ongoing basis
  • Deliver and / or support delivery of technical presentations to customers / key partners
  • Utilize Engineering Requirements Process as needed for key solution and inter-operability requests

Personal and Organizational Development

  • Develop high level technical relationships (CTO, CISO, IT Leadership, Senior Architects) within an account
  • Leverage existing business relationships with the Account Team, and BDMs internally, and various technology and business groups within customers' organizations to ensure disparate initiatives tie into the overall business architecture roadmap
  • Seek out opportunities to partner with and mentor less-experienced teammates to share leading practices and help strengthen their capabilities
  • Leverage Cisco marketing intelligence resources for industry knowledge and trends
    Participate in, Business Unit summits, and / or customer and industry vertical forums, including industry trade organizations
  • Develop customer-specific architectures that can be leveraged throughout Cisco
  • Act as an evangelist for customer needs within Cisco by shaping future product, service, and sales process development; Work with business units, sales organization, and operations to drive these changes
  • Lead Cisco initiatives on a World Wide level and actively seek out cross-functional collaboration opportunities
  • Develop and leverage best practices and actively share knowledge within the SE organization

 

We Are Cisco 

#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference powering an inclusive future for all. 

We embrace digital, and help our customers implement change in their digital businesses. Some may think were old (36 years strong) and only about hardware, but were also a software company. And a security company. We even invented an intuitive network that adapts, predicts, learns and protects. No other company can do what we do you cant put us in a box!

But Digital Transformation is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)

Day to day, we focus on the give and take. We give our best, give our egos a break, and give of ourselves (because giving back is built into our DNA.) We take accountability, bold steps, and take difference to heart. Because without diversity of thought and a dedication to equality for all, there is no moving forward.

So, you have colorful hair? Dont care. Tattoos? Show off your ink. Like polka dots? Thats cool. Pop culture geek? Many of us are. Passion for technology and world changing? Be you, with us! 

 

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Posted: 2021-01-22 Expires: 2021-03-24

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Business Solutions Architect

Cisco Systems Inc.
Houston, TX 77002

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