Service Provider Senior Systems Engineer Manager
What You’ll Do
Proactively develop, mentor and manage a high-impact team of SEs and continually seek for innovative methods for improving organizational performance.
Help meet strategic Service Providers account / territory revenue goals in MCO region (Argentina, Paraguay, Uruguay, Chile and Colombia) by developing and driving an innovative technical program, creating and managing a budget, and overseeing important account-
level activities. Operationalize those strategies through account and resource planning and allocation.
About the Responsibilities
Sales Process Alignment
Build and maintain consultative relationships with strategic customer / partner technical leaders (Director / CxO level)
Promote the business and technical value of Cisco to SP customers and partners
Monitor and approve requests for domain-focused pre-sales resources from direct / extended team
Assist in determining expert resource needs and escalate requests for these resources
Engage on large / strategic deals to optimize proposed solutions, leveraging one's broad expertise, best practices and external resources (tools, specialists, etc.) as needed
Address escalations and facilitate the solving of technical problems
Provide timely and appropriate feedback on large / strategic deals that focuses on those things that will make the biggest difference in performance;
reinforce efforts and progress
Track and report relevant metrics (e.g., SE time allocation, resource / program usage, etc.)
Support handoff's / transitions to other supporting groups (e.g., services, partners, etc.) as needed
Personal and Organizational Development
Facilitate expert communications and understanding of SP customer / market requirements among customers, partners, corporate, and the field
Monitor and measure progress against the SP account / territory Sales Strategy and recommend changes as needed
Build relationships with internal Cisco organizations (e.g., BUs, Consulting Services, etc.) to provide support for team and / or drive the business
Lead cross-functional projects within areas of responsibility
Proactively seek feedback on self; recognize own capabilities and take initiative to continually improve
Manages key SP customer / partner relationships and helps address escalated requests (e.g., Service Requests, etc.)
Drives continual improvement in customer / partner / experience with Cisco to increase loyalty and satisfaction (e.g., low score follow-
up, product quality audits, partnering with CDO and Cisco Services, etc.)
Implement mechanisms for building team capacity and improving performance
Measures using appropriate metrics, reviews and manages the performance, development and satisfaction of one's team
Creates and manages a budget for resources to enable the account / territory (development, travel, etc.)
Drives the Cisco technology vision in the industry (e.g., participation in industry organizations, events, etc.)
Sales Strategy and Planning
Collaborate with Sales partners to create the Strategic Sales Plan (including the Technical Plan) for one's SP account / territory
Create a plan to allocate resources (e.g., people, programs, budget, facilities, etc.) aligned to the sales strategy for one's account / territory
Ensure execution of technical sales strategy and leveraging of architectural selling approaches across the account / territory
Collaborate with own and extended teams to prioritize and target opportunities; review quantitative information to identify and explain trends
Engage on larger, more strategic / complex deals to help the team execute technical account strategies that align to customer / partner business requirements and goals
Assist in qualified partner identification where appropriate
Partnership with the Sales team (RM, AM, etc.) to :
Consult with and provide technical direction to customers / partners on how Cisco technology and solutions can add business and strategic value
Ensure alignment and optimization of the technical strategy (account, territory, etc.) with customer / partner / market business goals
Coaches the team on the most effective ways to demonstrate and communicate the strategic value of Cisco to customers / partners in language that is relevant to their business
Develops and maintains trusted, senior-level relationships within key customers (CxO, Technical and Business Decision Makers, etc.
partners (CxO, Practice Lead, Owner, etc.) and Cisco (RM, OD, BUs, etc.)
Measures - KPIs
Meet account / territory-level bookings, operational targets as defined by leadership
Partner cross-functionally (with Sales, BUs, Services, etc.) to drive effective technical / business planning, strategy and execution at the strategic account / territory level
Foster successful relationships with strategic customers / partners and address escalations in a timely / effective manner
Build, manage and coach your team to drive productivity and promote satisfaction
Develop your own & your direct / extended team's capabilities and skills to achieve short and long term individual / organizational objectives
Participate in strategic initiatives that drive / influence the direction of the organization
Who You'll Work With
Report to the Systems Engineer Director SED. Collaborate with other SEMs in the team to reach the goals and respond to the challenges for the region.
Collaborate with the Sales team (RSM, SM, AM, etc.) for business objectives success. Collaborate with key customers / partners (Director / CxO level) as a trusted advisor to enable sales and drive customer / partner satisfaction.
Act as a Cisco technical advocate in the market / industry and a market / industry technical advocate across Cisco.
Who You Are
A professional who should be able to demonstrate large experience in people-focused technical sales leadership with broad knowledge of Service Providers architectures, products, solutions, services, technologies, partners and related programs.
You should also be able to provide evidence of stretch collaboration with Sales (RM, AMs, etc.) and technical leadership (SED) to create and align technical and business strategies to drive revenue growth in strategic SP accounts.
Typically requires BS / BA (EE / CS) or equivalent with 7-10+ years related technical sales industry experience and 3-5+ years management experience (or demonstrated leadership of technical teams)
You must show that you have developed skills and have worked with
Creating Business Relevance
Demonstrated understanding of current customer / partner environment, including :
Customer / partner business strategy and goals
Industry drivers / trends and strategic issues
Market opportunities and local business economics
Solution and Architectural Selling Experience
Drove teams toward :
Discovering strategic customer / partner / market requirements, goals and challenges
Identifying associated large revenue / strategic opportunities
Optimizing architectural roadmaps and associated solutions that align to requirements / goals, while maximizing value
Ensured the appropriate architectural selling approaches, best practices, lessons learned, and customer collateral was shared and adopted consistently across the territory (country, segment, etc.)
Participated in strategic, complex engagements at appropriated times to provide guidance and broad expertise on the business value of architectures, solutions, products and technologies
Collaborated with Services and SE leadership to define the team's services strategy to ensure that the appropriate mix of services are applied to deliver the value expected
Established influential relationships with internal groups (BUs, Services, Sales, etc.), helping the team channel customer / market / competitive information and impacted future direction of the solution portfolio and sales strategy
Building Competitive Intelligence
Ensured the territory (country, segment, operation, etc.) has expertise on top competitors / competitive threats within the customer base
Demonstrated broad, strategic understanding of competitive landscape
Effectively articulated the overall value proposition relative to the competition
Helped the territory (country, segment, operation, etc.) to identify effective strategies to position a solution against the competition, escalating competitive threats appropriately
Optimizing Sales Performance
Actively collaborated with Sales and SE leadership to :
Drive technical strategic planning and support sales planning for the territory
Consult on territory forecast and help ensure goal attainment
Strategically allocate resources (people, programs, budget, etc.) to maximize productivity and optimize resource utilization
Track progress and address short and long term resource gaps / surpluses
Ensure SEs / SEMs are actively engaged in technical planning and leadership on customer / partner accounts and / or the territory
Take proactive steps (such as product quality audits, building relationships with Services, etc.) to improve the overall customer / partner experience
Built and leveraged influential relationships with the extended team, other organizations, partners, industry groups, etc.
to accelerate the business
Drove self and team readiness / expertise for the short and long term by promoting individual development, resulting in a world class team, that balances, technical and non-technical skills
Recognized and operationalizes best practices and successful sales approaches, leveraging them across the territory to improve results
Used the appropriate managerial processes, tools and resources to track and report relevant metrics and results
Demonstrated broad understanding of general SP networking concepts / trends, customer network / application environments, and products, technologies, solutions and architectures
Demonstrated expertise to engage in CTO-level discussions with customers, partners and industry outlets in the technologies / architectures most relevant to one's territory (country, segment, operation, etc.)
Guided team / territory in how to practically leverage the methods, tools, processes and teams (such as CPOCs, CBCs, road shows, demo loans, partner demo capabilities, etc.
used to design / implement solutions, and demonstrate Cisco products and technologies
Anticipated short / long term technical competency needs and drives the appropriate level of technical proficiency for oneself and one's territory (including SEs, Sales, partners, etc.)
Recognized the technical complexity of situations to enable appropriate assignment / engagement of resources
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