1+ months

Pre-sales Solutions Specialist - Professionals Services

Cisco Systems Inc.
Kuala Lumpur, Wilayah Persekutuan 50050


What You'll Do

The Sales Specialist Premium Services (SSPS) is a significant role in the growth of Ciscos Professional Services (CX) business within ASEAN addressing Enterprise and Commercial accounts.

  • Increase sales of Professional Services for Cisco Solutions through:
    • Developing a thorough understanding of customer requirements and operational capabilities
    • Proactively consult with clients to explore opportunities to provide value and expand current relationships with Cisco
    • Designing Professional Services Solutions in response to customer requirements during the presales phase to assess whether Cisco has a solution to meet customer requirements as part of qualifying the opportunity
    • Partner with the Integrated Sales Team to effectively package, price, and present solution to customer, including ROI and value proposition.
  • Increase rapid adoption of Cisco Solutions in the assigned geography through:
    • Developing a thorough understanding of the Professional Services portfolio and its business impact
    • Defining and articulating a technology-specific, operationally relevant services strategy and solution for each customer opportunity
    • Assuming a solution leadership role, based on field and customer experiences, to assist in developing next generation Cisco services & solutions for assigned specialization
  • Cross-functionally align with the following organizations:
    • Product Sales and Service Sales teams: to ensure alignment and consistency in go-to-market strategy presenting ONE CISCO to customers;
    • Services Delivery: provide visibility to opportunities and pipeline with sufficient detail to allow an assessment of needed skill to ensure proper capacity planning of resources, scoping of customer requirements and deliverables, and inclusion of subject matter experts (technical, delivery) in sales cycle as required;
    • Business Unit Organizations: to ensure awareness of the enablement tools and methodology and provide feedback as to ongoing market requirement evolution
    • Marketing: to provide feedback between customer requirements and current offering to allow for early recognition of changing business climate and customer needs and to provide feedback for continuous improvement or refinement of Cisco Service offerings
    • Prepare Professional Services opportunities for customer presentation and approval
    • Gather and refine customer requirements and document them in initial scope, build the solution and generate the customer proposal, and align internal team on the solution strategy
    • Lead cross functional teams to architect a solution to meet the customer's specific requirement to validate solution feasibility throughout presales stage
    • Understand, and architect the solutions milestones and deliverables to develop Statement of Work (SoW)
    • Develop sales documents that establish Cisco commitments and maintain customer expectations
    • Assist in managing iterations of customer expectation through the negotiation process leveraging the Deal Acceleration team
    • Build influential relationships with key stakeholders internally and externally
    • Participate in business plan interlock as needed
    • Attend and present at external & internal meetings as necessary

You will understand (a) the customer IT infrastructure and install base (b) the gaps and challenges in term of customers pain points and business needs, and ability to address those challenges and convert into business benefits and outcomes through Ciscos CX offers.

An essential part of the role is the ability to listen, collaborate and work with sales and cross functional team to scope and size Professional Services requirements using consultative approach

Other responsibilities include:

  • 50% of the time is invested in driving sales through requirement gathering, scoping and solutioning, customer interactions, articulate business outcome and Cisco Value proposition up to deal structuring. These activities are realized through tight interlocks with the cross functional team
  • 50% of the time spent is invested in supporting the quoting process which includes Proposals writing, Scope of Works (SOW) and working with Internal Subject Matter Experts to develop Level of Effort (LoE). These activities are realized through collaboration with the Cisco Partner and Cisco Internal cross functional team, which would be an outcome to directly based on customer interactions, engagements and requirements

Who Youll Work With

  • Executives and Senior Executive from Cisco most valued Enterprise Customers as a trusted advisor on Ciscos CX Business Value and Outcome
  • Sales Team : Country Manager, Sales Managers, Business Development Managers, Integrated Sales Account Managers (IS AM), Client Services Manager (CSM), Pre-Sales System Engineer (SE), Product Sales Specialist (PSS)
  • The Professional Services Team : Cisco Customer Experience Team (CX Service Delivery), Cisco Global Deliver Center (GDC) and Cisco Delivery Team (CX Architecture) are the key business partners in defining and executing on successful customer projects
  • Finance, commercial finance and legal and consultants as their prime source for crafting contracts and commercials meeting the customers and following Ciscos approved complex deal guardrails
  • Legal Counsel and Cisco Commercial Finance; Sales Leaders from Country Manager and Sales Manager

Who You Are

You are a self-starter, a team player with a track record of success in combining technical and consultative business skills to drive the business. You have strong leadership skills and collaborative, work cross functionally while being able to handle conflicting pressures and priorities. You are able to manage time effectively and drive the deliver of Professional Services business proposals either independently or through the use of Deal Acceleration Team. You have prior experience using web driven pricing, and approval process tools will be useful, but if not familiar with such tools, then the willingness and flair to ramp up quickly will be required.

Our minimum requirements are as follows :

  • Experience in strategic executive and/or senior management conversations (Director, VP, CXO)
  • Prior experience working or supporting ASEAN Government/ Public Sector/ Ministry accounts
  • Proven ability to success in a matrix organization handling a number of different internal partners on a regular basis
  • Strong verbal and written communication, including executive-level formal and informal presentation skills
  • Creativity and Energy to drive Innovation including the ability to handle ambiguity and take calculated risk
  • 10+ years presales background and track record in MNC companies
  • Proficiency in Consultative and Value-Based selling experience is vital. This experience is crucial to translate business and technology requirements into Proposal, Scope of Work and Level of Effort, leading to pricing model
  • Proficiency in Technology Solutions such as Software Defined Networking, Software Defined Access, Software Defined WAN, Application Centric Infrastructure, Cisco Routing and Switching highly preferred
  • Prior (a) Presales Technical experience (b) knowledge of Cisco Products Portfolio and (c) knowledge of Cisco Professional Services practice and portfolio would be highly beneficial
  • Requires an undergraduate degree in Engineering/Computer Science, BS or BA required, MBA highly preferred
  • Ability to have tons of fun while pushing for success
  • Proficiency in written and spoken English and Local Language is highly preferred

Why Cisco

We connect everything: people, processes, data, and things. We innovate everywhere, taking bold risks to shape the technologies that give us smart cities, connected cars, and handheld hospitals. And we do it in style with unique personalities who aren't afraid to change the way the world works, lives, plays and learns.

We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers.

We Are Cisco.

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Posted: 2019-11-06 Expires: 2020-01-03

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Pre-sales Solutions Specialist - Professionals Services

Cisco Systems Inc.
Kuala Lumpur, Wilayah Persekutuan 50050

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