Professional Services Sales Specialist SLED West

  • Location:
    Glendale, California, US
  • Additional Location(s)
    Irvine, CA
  • Area of Interest
    Sales - Services, Solutions, Customer Success
  • Job Type
    Professional
  • Technology Interest
    AI or Artificial Intelligence, Big Data, Analytics, Cloud and Data Center, Collaboration, Video, Internet of Everything, Networking, Security, Service Provider
  • Job Id
    1273924
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Sales Specialist Premium Services – SLED West

 

What You'll Do

 

Role & Responsibilities

 
  • 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 qualification 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 Cisco Solutions in the 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;
    • Partnering with the relevant Product Sales Specialist (PSS) teams to incorporate the solution into the customer Account Plan and successfully executing on the plan;
    • Assuming a leadership role, based on field and customer experiences, to assist in developing next generation Cisco services & solutions for assigned specialization.
    • Develop and manage territory sales strategy to meet or exceed bookings targets in partnership with the services sales team.
    • Provide weekly forecasting and visibility into sales activity by keeping a current pipeline using Cisco forecasting tools, SFDC.
  • Cross-functionally align with the following organizations:
    • Product Sales Teams and Service Sales: 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 which the Professional Services Solution and Proposal team will use to 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 during the qualify stage
    • Understand, and architect the solutions milestones and deliverables to provide to the Professional Services Solution and Proposal team
    • Create and present ROI for customer's investment, as appropriate
    • Prepare calculations and estimate financial impact of the Professional Services opportunities to Cisco, and partners for deal approval
    • Develop sales documents that establish Cisco commitments and maintain customer expectations
    • Provide knowledge transfer to Professional Services Solution and Proposal Team to make solutions scalable and repeatable
    • Assist in managing iterations of customer expectation through the negotiation process leveraging the Professional Services Solution and Proposal 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
 

Required Competencies:

 
  • Consultative Approach:  Strategic ability to invest time and energy into top accounts to further enhance or establish Cisco’s trusted advisor status with customers through thoroughly understanding the customer environment, estate and where we can demonstrate value and impact in new areas of the business.  Ability to create net new opportunities and mindshare with client.
  • 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, competitive 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 manage 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 collaboratively 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.
 

Who You'll Work With

 

Cisco has four focused architectures for creating strong global solution foundations for our clients: Data Center, Security, Collaboration and Next Generation Networks. To drive breakaway growth strategies within Professional Services Sales for the US Public Sector SLED segment to drive your specific domain architectural solutions. This role of Specialist Premium Services Sales (SSPS)position and sell professional services for technologies within the Data Center architecture.

 

The Professional Services Sales Team, in close partnership with our Integrated Sales teams, Product Sales Specialists (PSS) and Business Transformation teams, provides specific technology, solution, or architecture expertise advancing services bookings for Cisco in accounts in an assigned geography or segment.  Professional Services Sales Specialist provide proactive consultative sales expertise primarily in prospecting, and qualifying solutions, that change business outcomes for our customers while helping position specific architectural Cisco services thought leadership. We drive the solution sales process by documenting service and initial solution scope to ensure customer satisfaction and prevent customer expectation gaps during the delivery cycle. We also 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 our team’s time is customer facing.

 

Who You Are

 

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 the technology sales/marketing and/or delivery management and/or operations/management
  • Must be able to travel as much as 50%
 

Desired Skills

 
  • Excellent communication and presentation skills, experience working with cross-functional teams.
  • A high degree of creative ability and curiosity, analytical thinking, and general business acumen
  • Must be able to operate in a fast paced, high stress environment and handle ambiguity
  • Consultative selling background
  • Multi-lingual ability and managed services experience a plus.
 

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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