Systems Architect

Location:Melbourne
Job Type:Full Time

  • The is a customer-focused technical sales professional who provides high level technical information and design/implementation guidance to customers in a dedicated and / or pooled manner.
  • The Systems Architect provides an architectural perspective across the Cisco product portfolio, including software and services, leveraging knowledge of the broad Cisco portfolio as well as his / her technical specialization as needed.

Recommended Experience

  • 7 to 10 years or equivalent experience in markets where Cisco competes
  • Minimum 2 to 4 years field technical sales experience as a Systems Architect or related field experience with customer interaction

Technical Experience & Acumen

  • Establish expert knowledge of products that are typically positioned through specialty groups (e.g. Collaboration, Security, Data Center)
  • Strong knowledge of product roadmaps in the near term
  • Establish expert knowledge in fundamental technology principles and architectures in the context of Cisco’s value proposition
  • Develop expert understanding of Cisco architectures and services applying to the customer and how they are interconnected
  • Lead the development process of business cases for architectural solutions
  • Able to augment and complement Cisco architectures through partners' solutions
  • Increases in-depth of specialization and spends a portion of their time in support other individuals within their larger org (e.g. Operation) on their specialization
  • Share their knowledge in their specialization with other team members

Business Acumen

  • Advanced understanding of the SP Market
  • Drives a business outcome selling approach by consulting with customer about how Cisco solutions can impact their business
  • Understands organizational impact of customers and it's impact on the sales proposition
  • Define customer business problem in a technical context
  • Consults with customers about how Cisco solutions can impact their Network Architecture, as well as drive their business and technology strategy and goals
  • Be able to demonstrate knowledge of key customers and industries in your specialty, to gain expert understanding of customer’s business, key technical drivers, and market issues

Sales Execution

  • Collaborate with the Technical Leadership and account team to develop a Customer Account Plan based on knowledge of local market demand
  • Collaborate with AM and other resources to help develop Heat Map of account base to help understand TAM (Total Addressable Market) for existing account base and in order to focus on real opportunities and begin to understand the opportunities and competition for existing account base.
  • Apply knowledge of customer business requirements to the creation of a Technical Account Plan and strategy
  • Proactively generate leads through customer meetings, seminars and education
  • Develop the technical response to RFPs or the technical elements or approach for the proposal, including products, solutions, software, and services
  • 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
  • Take the lead on moving forward Customer Proof Of Concepts opportunities by working closely with other Cisco resources
  • Research and demonstrate solution business benefits, including ROI, and articulate findings to customer emphasizing long-term benefits and value of solution over best-of-breed point products
  • Act in an increasingly consultative fashion and is looked to as a trusted technical advisor by the customer
  • Possess excellent written and verbal communications skills, including strong presentation skills.
  • Begin developing negotiation skills
  • Leading an extended sales team throughout the process of customer opportunity
  • How to translate business to technical requirements
  • Understanding customer's vertical
  • Expertise in messaging effectively and concisely (right message at the right time)
  • Leveraging active network to maintain relationships