Solutions Engineer - Global Enterprise Segment - Premier

Your Identity as a GES Premier Area Cisco Solutions Engineer: the value you will provide to customers, partners, and Cisco colleagues.

• Technology: You are a solution expert. Working with Cisco partners and colleagues (sales, CX, engineering), your technical knowledge allows you to position, demonstrate, and sell solutions that drive outcomes and customer value realization.
• Selling: You are your customers’ trusted advisor. You identify your customers’ needs, demos/trials/PoVs, accelerate new opportunities, and lead the solution lifecycle. You are passionate about customer success.
• Leadership: You are a teacher and influencer. You are passionate about the impact of technology on business, and you drive thought leadership through customer/partner events, internal/external trainings, blogs, and active sales engagement.

Your responsibilities: what you do and what success looks like.

• Solution expert: You stay sharp on the technologies across the portfolio. You understand market trends and Cisco solutions: customer benefits, partner ecosystem, competitive differentiators, and long-term vision. You map Cisco solutions into the customers’ environments to help them solve their business outcomes. You enhance value with cross-architecture messaging and selling.
• Solutions, Offers, Recurring Revenue, Platforms: You position Cisco’s platforms, solutions, offers, and platform strategy to drive adoption. You integrate software and subscriptions into messaging and practice to drive recurring revenue. you understand Cisco’s primary platforms: Networking Cloud, Security Cloud, Collaboration, FSO, and Power of the Platform.

3. Consultative Selling: You understand market context/needs and you challenge your customers to adopt new technologies to digitize their business and outpace competition. You champion trusted relationships with both technical and business decision-makers. You explore the “art of the possible” and position cross-architecture solutions through demos, technical updates, x-arch designs, and strategic multi-year joint planning. You share best practices, portfolio changes, validated customer use cases, roadmaps, and ROI Analyses that can solve customer problems.

4. Cisco E2E Selling Method: You understand your role in the Cisco E2E Selling Method. You focus on customer intimacy by building strategic relationships. You understand your customers’ decision-making processes. You understand your customers’ business needs and address them through a holistic lifecycle approach to ensure customer value realization.

5. Technology evangelist and storyteller: You educate customers, partners, and account teams on Cisco solutions, and how we differentiate. You apply your knowledge to get positive results for your customers. you collaborate across technology domains/BEs to drive cross-architectural solutions. You author blogs, case studies, and best practices as appropriate/relevant. you articulate complex solutions to both technical and non-technical audiences.

6. Community Leadership: You support demand generation and enablement campaigns. When able and as relevant: You actively give to internal and external events; You have the opportunity to be visible on social media; you mentor, and sponsor partners, customers, and colleagues; you work with BEs on top-of-mind product roadmap direction to ensure we are a market leader.

Your teams & tools: how you scale, accelerate, get time back

• Team success. You engage your extended teams to support your customers and solve complex needs. You help your colleagues succeed with best practices. My performance is partly based on empowerment. You leave your ego at the door.
• Drive adoption. You engage Partner SEs, Cisco partners, Customer Success, and service sellers as early as possible in deals. You hand off relevant information to adoption and onboarding teams.
• Customer escalations. You leverage the tools and resources available to me and stay engaged only if it helps grow customer trust/intimacy (“post-sales as pre-sales”)
• Drive renewals. You leverage EoS, EoL, ATR, and other telemetry to initiate and drive renewal discussions.
• Competitive Win Center. You know how to leverage Cisco’s competitive resources and ensure that You never lose alone!

• Tool mastery. You know your tools and use them to accelerate sales. Examples: SFDC, CCW, Ask Licensing, Solution Builder, Click2Expert, dCloud, and other domain - specific tools.
• Demos, Trials, PoV. You translate business needs into powerful Demos. You apply dCloud, DevNet, and GVE to provide powerful use-case-driven demos/workshops.
• Visible and measured impact. You help your leaders measure our success, giving visibility over activities and initiatives, e.g. SFDC, weekly check-ins, QBRs, MEDDPICC, and Sales Console.
• Enablement Tools: You understand the enablement tools and platforms that are available to me to learn and use in your role: Mindtickle, Cisco U., and Degreed

Your Skills and Career development.

• You are proficient in core networking knowledge and keep your skills and certifications up to date.
• You cultivate broad technical knowledge and articulate the value of Cisco’s portfolio of products and solutions.
• You know how to demonstrate the value of technology to your peers/teams.
• Power Skills: Emotional Intelligence, Storytelling, Communication, Leadership & Influence, Intuition For Business, and Insight.
• You maintain a career development plan, including mentoring and sponsoring your peers.

Preferred Qualifications.

• 5+ years-related pre-sales experience highly preferred.
• Cisco product experience or relevant experience in key competitor offerings in technology area of emphasis.
• BS/BA (EE/CS) or equivalent.
• Cisco Certifications CCNP, CCDP, or CCIE highly preferred.

Why Cisco - #WeAreCisco.

We are all unique, but collectively we bring our talents to work as a team, to develop innovative technology and power a more inclusive, digital future for everyone. How do we do it? Well, for starters - with people like you!

Nearly every internet connection around the world touches Cisco. We're the Internet's optimists. Our technology makes sure the data traveling at light speed across connections does so securely, yet it's not what we make but what we make happen which marks us out. We're helping those who work in the health service to connect with patients and each other; schools, colleges, and universities to guide in even the most exciting of times. We're helping businesses of all shapes and sizes to connect with their employees and customers in new ways, providing people with access to the digital skills they need and connecting the most remote parts of the world - whether through 5G, or otherwise.

We solve whatever challenges come our way. We have each other's backs, we recognize our accomplishments, and we grow together. We celebrate and support one another - from big and small things in life to big career moments. And giving back is central to our purpose (we get 10 days off each year to do just that).

We know that powering an inclusive future starts with us. Because without diversity and a dedication to equality, there is no moving forward. Our 30 Inclusive Communities, that bring people together around commonalities or passions, are leading the way. Together we're committed to learning, listening, caring for our communities, whilst supporting the most vulnerable with a collective effort to make this world a better place either with technology, or through our actions.

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!

Message to applicants applying to work in the U.S. and/or Canada:

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 abilities, 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, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.

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.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.

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.