Solutions Engineer-TW
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Location:Taipei, Taiwan
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Area of InterestEngineer - Network
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Job TypeProfessional
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Technology InterestNetworking
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Job Id1447230
Taiwan SE team
The SE position is a customer-focused technical sales professional who provides technical information and design/implementation guidance to one or more customers in a dedicated and / or pooled manner. The SE position has direct technical accountability for specific opportunities, leveraging knowledge across the broad Cisco portfolio, including software and services, as well as his / her technical specialization as needed. The SE position takes an architectural perspective to demonstrate how Cisco products and solutions can solve the customer's business problems. He / she collaborates with the Account Manager(s) and engages additional resources (e.g. consulting specialists, demo labs, etc.) to recommend, develop, and propose appropriate customer solutions. The SE position develops and sustains relationships with customer technical staff allowing the SE to identify opportunities aligned to their understanding of the customer's business goals. The SE position proactively shares knowledge and best practices throughout Cisco and the SE Community.
Reports To: SEM
Minimum Qualifications
Qualifications: 7 to 10 years experience in markets where Cisco competes. 2 years field technical sales experience, working as a Systems Engineer or equivalent. Knowledge and strong operating experience in at least one of the following areas of specialization: Enterprise Campus Network, Service Provider Routing, Security, Data Center/Virtualization, System/Server Administration, Cloud Management Platform
Role & Responsibilities
Identify Opportunities
* Participate in the creation of a Territory Account Plan by providing input on local market demand
* Participate in the creation of a Technical Account Plan, applying knowledge of customer's business requirements
* 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
* Help plan for and move 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, demo labs, etc.)
* Refine and research technical requirements of the opportunity
* Define solution options and articulate the benefits of a Cisco solution
* Understand and research potential competitive offerings for the proposed solution
Develop and Present Solutions
* Understand the technical elements in RFP and different approaches for proposal development, including products, solutions, software, and services.
* Engages external resources as needed for RFPs, competitive material, etc. (e.g. CSE, TSN)
* Research and demonstrate solution business benefits, including ROI
* Coordinate solution development, including services, leveraging validated designs and researching customized solutions
* Identify and engage appropriate post-sales support resources
* Develop PoC, leveraging resources such as demo labs,, including presentation and documentation of test results
* Develop or oversee development of presentation materials
* Present technical components of Cisco solutions to customer. Leverage additional resources as needed (e.g. CSE, TSA, etc.)
* Act as a technical advisor, as needed, to customer and account team in area of technology expertise
* Utilize appropriate processes as needed for key features / product requests
* Synch with post-sales team and provide adequate documentation for clear handoff to post-sales organization
* Ensure minimal post-sales time by escalating requests and outstanding questions to appropriate post-sales organization (Partner, TAC, CA)
* Ensure customer technical needs are met, addressing gaps where necessary
* If appropriate document solutions share findings with relevant teams, including BUs and SE Community
* Request individual feedback on opportunity performance
Personal and Organizational Development
* Focus on development of technical, professional, and sales skills; Rely on and engage mentor in development plan
* Promote new and innovative approaches to addressing business challenges and problems
* Actively develop technical, professional, and sales skills
When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.
U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings.
Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday (for non-exempt employees), plus a day off for their birthday. Non-Exempt new hires accrue up to 16 days of vacation time off each year, at a rate of 4.92 hours per pay period. Exempt new hires participate in Cisco’s flexible Vacation Time Off policy, which does not place a defined limit on how much vacation time eligible employees may use, but is subject to availability and some business limitations. All new hires are eligible for Sick Time Off subject to Cisco’s Sick Time Off Policy and will have eighty (80) hours of sick time off provided on their hire date and on January 1st of each year thereafter. Up to 80 hours of unused sick time will be carried forward from one calendar year to the next such that the maximum number of sick time hours an employee may have available is 160 hours. Employees in Illinois have a unique time off program designed specifically with local requirements in mind. All employees also have access to paid time away to deal with critical or emergency issues. We offer additional paid time to volunteer and give back to the community.
Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco typically pays as follows:
.75% of incentive target for each 1% of revenue attainment up to 50% of quota;
1.5% of incentive target for each 1% of attainment between 50% and 75%;
1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.
For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.
