深圳 [切换城市] 深圳招聘深圳销售管理招聘深圳销售主管招聘

Virtual Sales Manager

Cisco 思科系统(中国)

  • 公司规模:500-1000人
  • 公司性质:外资(欧美)
  • 公司行业:通信/电信/网络设备

职位信息

  • 发布日期:2017-03-09
  • 工作地点:北京
  • 招聘人数:若干人
  • 职位月薪:30-40万/年
  • 职位类别:销售主管  

职位描述

职位描述:
VSE-Collaboration Shanghai Or beijing

The Business Entity

Ever wondered how it would be like to immerse yourself in the ocean of major technology disruptions in the world today - technology which spawns at rates faster than one can fathom? What if you could be handsomely rewarded for being at the epicenter of driving the sales of the largest undisputed pioneers of the Internet on our planet?
Have you ever had the desire of being in the midst of a dynamic organization where learning and growth is limited only by the the mind's imagination?
And wouldn't it be gratifying to be associated with an internationally diverse team which is unified in spirit to give back to the community, together as a family?
Global Virtual Engineering(GVE), Cisco's premier technical presales segment consisting of an elite group of 500 odd engineers spread across the globe personifies a concoction of all of these.
Entrusted with the responsibility of being trusted technical advisors for a global network of small business , midsize and enterprise customers, technology partners and a 17,000 strong field sales teams, GVE is the epitome of the right technical resource at the right time.

Join us if you are determined to blaze a trail somewhere in the future !

The Virtual Systems Engineer can fall into one of three broad categories: (1) a generalist overlay VSE, (2) a technical specialist overlay VSE or (3) a VSE with both overlay and named / dedicated account responsibilities. All VSEs are technical sales professionals who provide the account team with technical sales support and act as owners of the technical opportunity (SEs act as owners of account and/or opportunity). VSEs engage customers virtually (>80% of time) via collaborative tools and technology such as WebEx and Telepresence and are primarily deployed in a pooled / shared capacity across a Theater, Country or Area.

The Team

The generalist overlay VSE works with the Account Manager to translate customer business needs into technical requirements. The generalist overlay VSE progressively develops an architectural perspective to demonstrate how Cisco solutions and architectures can effectively solve customer business problems. The technical specialist overlay VSE supports the account team on a short- to medium-term, opportunity basis.

Role & Responsibilities

The candidate must have very strong knowledge in Cisco Collaboration solutions, including Call control, Messaging, Virtualization, Desktop Endpoint &soft clients, VoIP, UC applications and Webex, HCS cloud collaboration and have more than 5 year Cisco network design experience and pre-sales skills, enjoy the work to engaging with customer and Cisco partners. CCIE is highly recommended.

Identify Opportunities

Understand the need for a Territory Account Plan
Understand the need for a Technical Account Plan
Attend and support customer meetings, seminars and education to understand lead generation process

Qualify Opportunities

Assist in defining customer business problem in a technical context
Gain understanding of partner ecosystem
Gain understanding of Cisco and partner tools and resources (such as CSE, SE, PSS, AS Engineers, etc.) and how to use / engage them throughout the sales process
Assist in refining and researching technical requirements of the opportunity
Define solution options and articulate the benefits of a Cisco solution
Gain understanding of potential competitive offerings for the proposed solution

Develop and Present Solutions

Learn the technical elements in RFP and how different approaches for proposal development
Assist in researching and demonstrating solution ROI
Assist in leveraging replicable architectures and researching customized solutions
Support the identification and engagement of appropriate post-sales support resources
Assist in development of PoC, including presentation and documentation of test results
Develop or oversee development of customer presentation materials
Assist in technical presentation of Cisco solutions to customer
Act as a technical advisor to customer and account team in area of technology expertise (technical specialist SE)
Utilize CDO Requirements Process as needed for key features / product requests

Close

Understand role of post-sales engineer and how to document final design
Become familiar with different post-sales organizations (Partner, TAC, CA) and how to escalate requests and outstanding questions
Leverage TSN resources on an ongoing basis
Assist in documenting PoC if applicable to multiple customers and share findings with BUs and SE Community
Request individual feedback on opportunity performance

Personal and Organizational Development

Focus on development of technical, professional, and sales skills; rely on and engage mentor in development plan
Develop an understanding of best practices for effective virtual meeting facilitation (E.g. structured agenda, participant polling, checkpoints, etc.)
Develop speaking skills which will ensure participants remain engaged and focused (E.g. alternating pitch and tone of voice, pauses, etc.)
Promote building trust and social capital (E.g. minimize power differentials, anticipate participant viewpoints / concerns, consider cultural differences, etc.)
Focus on cross-functional relationship management via collaborative tools
Promote new and innovative approaches to addressing business challenges and problems
Actively participate in forum discussions in your ASSET Community

Creating Business Relevance

Study key customers and industries in your specialty, to gain clear understanding of key technical drivers and market issues
Articulate how technical leaders plan for their future network environments
Consults with customers about how Cisco solutions can impact their Network Architecture, as well as drive their business and technology strategy and goals Solution and Architectural Selling
Develop an understanding of the various types of architectures and how they’re interconnected
Ensure the features, benefits, and architectural impact of Cisco technology are understood and valued
Assist in developing the business cases for architectural solutions
Position the appropriate Cisco services for customers to consider when deploying a technology solution
Establish foundational knowledge in Routing & Switching and Networking Platform Design

Building Competitive Intelligence

Keep current on the technological capabilities and limitations of key competitors
Recognize Cisco’s technological advantages and disadvantages from the customer’s perspective
Know when to collaborate and when to compete with other key providers in an account
Identify technical win strategies from a business and technology perspective

Optimizing Sales Performance

Participate in the ongoing Account Planning strategy
Help the Account Team identify potential gaps in the customer’s network to create opportunities to enlarge the sales base
Participate in engagements at appropriate times to provide technical expertise and address customer issues
Use Cisco defined processes and tools such as SFDC to navigate through the sales cycle

Working Across Boundaries

Help the Account Team and customer ensure technical initiatives tie into the customer's strategy and goals
Identify and effectively leverages Cisco technical resources needed to drive engagements
Maintain collaborative relationships with Channel partners and ecosystem partners
Establish collaborate relationships with internal resources such as BU(s), Customer Advocacy Sales and Delivery, and SE technical specialists

Driving The Cisco Vision

Promote the long-term architectural value of Cisco to business and technical leaders
Articulate the unique value obtained by integrating the various Cisco technologies, capabilities, and solutions into a customer’s network
Help identify innovative ways Cisco advanced and emerging technologies / solutions can be integrated with existing Cisco solutions
Others
Good Oral English speaking.

职能类别: 销售主管

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公司介绍

思科公司是美国最成功的公司之一。1984年由斯坦福大学的一对教授夫妇创办,1986年生产***台路由器,让不同类型的网络可以可靠地互相联接,掀起了一场通信革命。思科公司每年投入40多亿美元进行技术研发。过去20多年,思科几乎成为了“互联网、网络应用、生产力”的同义词,思科公司在其进入的每一个领域都成为市场的领导者。
1990年上市以来,思科公司的年收入已从6900万美元上升到2008财年的395亿美元。目前,思科公司在全球范围内的员工超过了65,000名。在2009年《财富》美国500强中排名第57位,并第8次当选《财富》全球最受尊敬的企业。思科公司还获得了“2008年全球品牌百强”第17名的殊荣。
思科公司目前拥有全球***的互联网商务站点,公司全球业务90%以上的交易是在网上完成的。思科坚信:互联网将改变人们的工作、生活、学习以及娱乐的方式,并且让诸多领先企业与合作伙伴成为“全球网络经济”模式的受益者。在《财富》全球500强企业中,已有包括沃尔玛(wal-mart)、埃森克美孚(exxon mobil)等300多家企业成为思科的成功客户,分享了思科的***实践经验。

思科在中国 (cisco china)
思科于1994年进入中国市场,目前在中国拥有员工超过3000人,分别从事销售、客户支持和服务、研发、业务流程运营和it服务外包、思科融资及制造等工作领域。思科在中国设立了18个业务分支机构,并在上海建立了一个大型研发中心。
2007年11月1日,思科公司董事会主席兼首席执行官约翰·钱伯斯(john chambers)访华时宣布,计划未来三至五年内在中国承诺投入160亿美元,其中包括本地采购方面的显著提升,并增加在教育、思科融资租赁、研发、直接和间接投资以及销售和服务运营等方面的投入。
2008年4月16日,思科董事会主席兼首席执行官约翰·钱伯斯再次访华,在北京宣布了思科在中国的下一阶段公司发展战略和蓝图。作为“创新及可持续发展”战略的重要一步,思科将继续加强与中国产业的合作,并与中国在经济、社会及环境等各个层面的发展目标相契合。在钱伯斯访华期间,思科与国家发展和改革委员会及商务部分别签署合作备忘录,包括加大在研发、教育、采购、投资和培训等方面的投入。
除了技术研发和业务推进,思科还致力于激发中国本土的创新文化,思科已经针对中国本土的50多家企业投入了7亿美元,并将在未来五年增加3.5亿美元相应投入。同时,思科公司也十分重视帮助中国教育和培养网络人才。到目前为止,思科已在中国各地的70个城市拥有200多所网络技术学院,总共有10万多名学生得到了培训。
2010年1月, 思科宣布将把亚太区及日本区重新划分为三个大区,以更好地促进该地区各市场的战略制定和资源投入。作为原亚太区组成部分的中国内地、中国香港和中国台湾,将组成独立的思科大中华区。鉴于中国经济发展的规模和增长速度,以及思科对中国业务的重视程度,单独设立大中华区是思科中国战略的又一重大举措。
思科的文化
质量*** 顾客至上
超越目标 无技术崇拜
节约 回馈 / 信任 / 公平 / 合作
团队精神 时常变革
乐在其中 驱动革命
充分授权 公开交流
思科的愿景
多年来, 思科的愿景就是改变世界工作、生活、娱乐和学习的方式。 我们的愿景现在更有意义。 互联网发展至今,思科功不可没。 首先, 我们注重连接性。 现在, 我们正向万联网过渡—一个我们可以通过连所未连创造前所未有价值的时代。
万联网是全球现象,正在推动着思科和我们客户的***市场转型。 这包括智能地连接人员、流程、数据和物品。 这是互联网上万物聚合之处,将使网络连接具有前所未有的关联和价值。
要帮助我们实现这个愿景, 请与我们同行。

思科大中华区人才招聘网站:********************/web/cn/professional/index.html

联系方式

  • Email:sharzhan@cisco.com
  • 公司地址:宜山路926号新思大楼