This position focuses on strategic prospecting for transformational solutions for one of our laregst financial services customers. This is a customer facing role that identifies opportunities by researching market transitions, industry trends, and customer’s strategies. This person has a long term view of the selling opportunity and does not focus on short term sales or sales transactions.
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Job Responsibilities:
Research market transitions, industry trends, customer strategies to proactively identify transformational opportunities for key customers
Lead visionary discussions with customers on the possibilities of new Cisco solutions and technologies
Paint the visionary picture for the customer
Articulate customer’s competitive advantage gained from shared Cisco and customer vision
Contribute to the design of innovative business value adding solutions
Maintaining integrity of the solution to its original transformational intent
Build deep business relationships with Senior Line of Business & IT leaders.
Present, position, and support solution focused discussions, workshops and roadmaps.
Position and embed Cisco Architects and/or senior strategists in the deal discussions, planning phase, etc.
Support and contribute to Cisco account planning activities as necessary
Track progress in satisfying WIN reporting requirements and monitoring progress of relationship transformation
Required Competencies:
1. Strategic Business Planning: Demonstrating significant knowledge of Cisco and the industry; developing strategies that leverage core strengths of ones own group and Cisco.
2. Consulting & Partnering: Helping external clients and partners to understand their business needs, offering advice and solutions, and operating from a position of expertise balanced with a collaborative approach.
3. CXO Relevancy: Adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer’s/partners business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs.
4. 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.
5. 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.
6. Business and Financial Acumen: Understanding basic business mathematics, financial strategies, and performance indicators, and applying that knowledge to client’s economic and buying environment.
Typically requires 10-15+ years of relevant experience. Must have deep financial services industry experience to be considered. MBA preferred.
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