Pre-Sales Solution Architect (SP)

  • Location:
    Kuala Lumpur, Malaysia
  • Alternate Location
    Indonesia
  • Area of Interest
    Business Development
  • Job Type
    Professional
  • Technology Interest
    Networking, Service Provider
  • Job Id
    1349639

Please note this posting is to advertise potential job opportunities. This exact role may not be open today, but could open in the near future. When you apply, a Cisco representative may contact you directly if a relevant position opens.

CX BDM Service Provider Job Description

Job Role

The Business Development Manager is a substantial role in assuring Cisco’s Customer Experience business offers are accurately aligned with customer needs, fulfill their requirements, and favorably impact Cisco’s financial performance.

The BDM engages and assists in the development of basic to highly complex deals which require customized elements of the Services Portfolio to create effective solutions.

To implement this role, the BDM partners with Cisco Sales (e.g., AMs; RMs; SEs; PSS; Specialist Sellers) and Cisco Services guides (Solution Architect, Project Managers, Product Managers etc.) to develop business deals which are crafted for successful delivery of the scope agreed and are financially attractive and supportable by Cisco.

The BDM activities include:

  1. Conducting a comprehensive Customer Requirement Workshop to detail the Requirements / Use Cases to deliver Design, Build, Implementation, Acceptance & support Operations
  2. building the right services solution (assembling outcomes, deliverables need to achieve the outcomes), execution plan (preferably a project plan with achievements, tasks and a supporting resource plan), thereby coming up with the cost and pricing.
  3. analyze/ construct sophisticated Sales proposals (technical & commercial), creating support documents and collateral needed (case / Value Realisation) to optimally close business deals.

The BDM orchestrates the delivery of required support elements to build the proposal from all internal & partner organizations and personnel outside of the Cisco Services Theater.

This position reports directly to the Leader, CX Business Development. At the professional level, the BDM is expected to work with minimum supervision.

Role and Responsibility

  • Scope is program and/or project-oriented and focuses primarily on deals of high to very high complexity which can potentially include the entire portfolio of Cisco services, including Professional Services (PS), Support Services (SS), Cloud & Managed Services (CMS) and other Cisco services offerings.
  • Actions directly impact the timely booking of attractive business deals.
  • Responsible for the development of offers which align deliverables and outcomes to the customer realization of appropriate value. Contributions result in maximizing Cisco’s revenue and margin performance.
  • The BDM works with customers and partners to capture requirements for project based solution rollouts and translate these requirements into a Statement of Work (SOW) outlining roles and responsibilities of the parties as well as project based deliverables.
  • The BDM also works with and direct CX Centre teams with regard to internal processes, Statement of Work (SOW) drafting, effort and margin analysis, legal reviews, deal-desk reviews, and delivery planning. Including effectively running remote back office teams as virtual support teams on deals.
  • BDM role addresses either assigned qualified deal projects / programs, or opportunity development (including working with customer to position offers / use cases / advisory capabilities of CX, creating technical specifications that customer can take as RFP specs) for the designated market / customer segment. Individual expertise may be demonstrated in other complex sales opportunities across Cisco.
  • Applies extensive knowledge & technical / practitioner expertise of Cisco (or competitors) horizontal, or cross-architectural solutions, to develop effective and competitive offers that result in booked business.
  • Leverages multiple services offerings and/or service offer elements to optimize the value delivered and Cisco’s financial performance.
  • Creates delivery cohesion by integrating selected service offer elements from Cisco’s multiple services organizations.
  • Drive knowledge management regarding best practices (knowledge on how to sell and approach complex solutions) on given topics for internal and external use.
  • Ensure continuous upgrade of subject matter expertise and actively participate as a specialist on assigned Virtual Team(s) and/or Solution Team(s).
  • Provides guidance as a Cisco Services SME to less senior BDMs in the development of new business offers and deal support.
  • Develops and maintains relationships across the internal Cisco Services organizations to develop Services Solutions expertise

external Interface

Provides frequent customer-facing Services and solutions expertise in creating, documenting, and validating the offer detailed requirements.

Articulates the value of Cisco services to the customer by aligning Services’ skills, efforts, and deliverables associated with qualified sales opportunities.

Services brand ambassador who proactively engages with customer, understands their business plans, technology adoption plan and highlights how to make the adoption successful by bringing in the right service offerings at an opportune moment thereby building a brand of the trusted advisor

Strong technologist who can map the business needs to technology architecture and can peer with the customer CTO, Engineering & operations team leaders

Validates the value proposition with Sales, Services teams, and the customer during the offer construction. Frequently assists in direct customer communication on validating and refining their requirements and expectations.

Supervision given and received

Provides direction to and coordinates efforts of services support resources in creating effective elements of the deal negotiation package and required business documentation.

Provides direction and guidance to more junior SVAs or BDMs in deal development and support projects or programs.

Handles deal development and support projects/ programs as assigned by the BD Team leader or Senior BDM

Skill Required

  • BS degree or equivalent, in Business, IT, or related field. MBA is a plus.
  • 10 - 15 years in Technical Sales/Pre-sales related position with extensive (3+ years) technical operation/key account management experience in Services Provider segment. Should have worked as a Solution Architect in the career in Service Provider leading a sophisticated project delivery. The technology focus is IP and Optical Transport networks (Core, Aggregate, Access, IP RAN, CEN, long haul etc.) and Automation, Assurance & Analytics (SDN, Fault, Performance).
  • Combination of broad experience in SP technology & coordinating with a focus on deep technology expertise on Service Provider technologies. Industry certifications CCIE-SP or equivalent, eTOM / ITIL / TOGAF etc.
  • Proven track record to succeed in a matrix type organizational environment, High-energy self-starter with progressive track record
  • Possess extensive skills in: problem solving, negotiating, business writing, customer relationship management, conflict resolution, effective presentation, and active listening.
  • Financial Savvy – Experienced in finance and P&L process and standards. Highly capable in applying customer ROI/ financial value analyses to deal negotiations.
  • High impact interpersonal and communication skills at both operations and executive level. Ability to influence without owning processes or organizations directly.
  • Strong analytical capability, able to convince key stakeholders regarding solution constructs with sensible justification based among other things, on customer business understanding, competitive landscape and benchmarking.
  • SME on evaluating and applying Services Capabilities (direct and/or through Partners) to fully align to customer opportunities and expectations.

#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 we’re “old” (36 years strong) and only about hardware, but we’re 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 can’t 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? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool. Pop culture geek? Many of us are. Passion for technology and world changing? Be you, with us! 

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