Experience:0 - 1 Years
Job Title:Systems Engineer III
Location: Delhi
Education:UG - Any Graduate, PG - Any PG Course
Job Description:
The account SE III is a customer-focused technical sales professional who provides high level technical support and guidance to customers.
Collaborates with Account Manager to recommend and develop appropriate customer solution offerings. Provides an architectural perspective across the Cisco product portfolio and can leverage technical specialization for specific opportunities.
Responsibilities-
Identify Opportunities:
Drive the development of a territory account plan based on knowledge of local market demand
Apply business requirements to the creation of a technical account strategy and plan
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
Take the lead on moving 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, etc.)
Refine and research technical requirements of the opportunity
Define solution options and articulate the benefits of a Cisco solution
Lead research of potential competitive offerings for the proposed solution
Develop & Present Solutions:
Develop the technical response to RFPs or the technical elements or approach for the proposal
Research and demonstrate solution ROI and articulate findings to customer
Coordinate solution development, including leveraging replicable architectures and researching customized solutions
Identify and engage appropriate post-sales support resources
Lead and develop proof of concept, including presentation and documentation of test results. Consult with SEI & II on proposed plans.
Coordinate account team in developing or oversee development of customer presentation materials
Lead presentation of Cisco solutions to customer, including white boarding and presentation of technical material
The technical specialist SE will act as a technical advisor to customer and account team in their area of technology expertise, guiding the solution based on their expertise knowledge of their technology and the solution space
Close:
Synch with post-sales engineer and provide adequate documentation for clear handoff to post-sales organization
Ensure no post sales time by escalating requests and outstanding questions to appropriate post-sales organization (Partner, TAC, CA)
Document PoC if applicable to multiple customers and share findings with business units and SE Community
Request individual feedback on opportunity performance
Personal and Organizational Development
Share technical, professional, and sales skills and knowledge with others
Promote new and innovative approaches to addressing business challenges and problems.
Desired Profile:
Skills and Behavior-
Business Acumen:
Maintain a broad-level of knowledge of the business economics and trends of the industries and vertical markets in which one's customers conduct business, and how Cisco solutions add financial and strategic value.
Develop relationships and establish credibility with senior executives of strategic customers
Advanced understanding of customer’s business model, including ability to demonstrate investment rationalization of technology investment
Expert at understanding Cisco vision and technology; articulate the vision from the customer perspective and create unique, novel value propositions around Cisco solutions
Advanced understanding of customer business drivers and how to map these to a customer network platform, including identification of improvement areas in network design
Technical Acumen:
Advanced understanding of internetworking industry trends, including new products and solutions
Advanced understanding of competitive product and solution landscape and can articulate trade-offs between Cisco and competitor products
Excellent knowledge in Routing & Switching
Excellent knowledge in Networking Platform Design
Excellent technical consulting skills, including ability to define trade-offs, ask probing questions, and incorporate Cisco solutions into a broader technology environment
Proactively share information about common replicable architectures that are most appropriate for assigned customers
The technical specialist SE has an in depth knowledge of their specialization and adjacent technologies including product, technology, and competitive information. They are increasingly consultative in their knowledge base and interaction with the account team and customers
Leadership Ability:
Leader in communication with Account Team members
Actively seek development and training opportunities
Share knowledge and experience with rest of account team
Seen as trusted technical advisor by customer
Clearly and succinctly convey information and ideas, including executive communication and presentation skills
Probe customer business needs with insightful questions
Expert negotiation skills based on higher level of understanding; identify and qualify customer needs and determine Cisco leverage points that resonate within the customer
Effectively navigate the various groups within the customers' organization to keep the sales process moving forward
Company Profile:
Cisco Systems, Inc. is the worldwide leader in networking for the Internet. Today, networks are an essential part of business, education, government and home communications, and Cisco Internet Protocol-based (IP) networking solutions are the foundation of these networks. Cisco hardware, software, and service offerings are used to create Internet solutions that allow individuals, companies, and countries to increase productivity, improve customer satisfaction and strengthen competitive advantage. The Cisco name has become synonymous with the Internet, as well as with the productivity improvements that Internet business solutions provide.
This tradition of IP innovation continues with industry-leading products in the core areas of routing and switching, as well as advanced technologies in areas such as: Home Networking, Optical, Storage Networking, IP Telephony, Network Security, Wireless LAN.
Reference: R885469
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