Who You Are

Highly regarded technical leader, both within the account team and the Operation for which they work. Has a level of transparency inside and outside of Cisco and, therefore, provides influence and drives strategy & planning and investment at large around innovative architectural solutions with key partners. Provide business level mentorship to the Partner account team or Operation on technology trends and competitive threats, both at a business and technical level. Works closely with key partners to design and present business cases for innovative architectural solution development, investment and implementation. Manages Cisco technical resources and engages SMEs on behalf of the partner. Acts as primary owner of the partner technical relationship.

What You'll Do

Market Analysis and Planning

Provide strategic feedback regarding partner landscape, and technology and solution trends within a local market (strategic)Business DevelopmentEvaluate current partner's technical readiness relative to Cisco’s technical strategy (solutions, services, product, quality of service, reputation) and identify gaps in readinessProvide technical direction, and influence new and existing partners toward developing new Cisco solutions and services offeringsWork with and influence partner to develop new partner practices aligned with Cisco’s architectural playsCoordinate with PAM, Partner SEM and MCO / CRM in structuring new partnershipsPartner EnablementBuild the partner Technical Business PlanAnalyze and give recommendations on partner technical needs, goals, and objectives. Involve learning partners and internal partner training to help the partner reach a higher technical sales and service capabilityEnsure partner technical resources are provided appropriate products, solutions and architecture training. Assist in training partner sales teamsProvide positioning and use case development training (for partner to use with customer) to senior partner technical leadership. Focus training around architecturally positioning Cisco solutions and servicesParticipate in development, measurement and management of the partner’s Technical Readiness PlanUse Requirements & Processes as needed for key features / product requestsSales CoordinationAdapt existing or develop new Cisco solutions that address a specific partner needCross communicate Cisco and partner value propositions, especially between partner and Cisco field SEsAggressively capture insight into strategic / high-value opportunities that the partner is pursuing and connect with Cisco field teamPartner Service and SupportAct as key contact and customer concern point for partner technical issues within CiscoEducate partners and promote use of Cisco remote support model and effective use of partner and customer support tools (e.g. TAC, TSN, Partner Helpline, PDI, etc.)Personal and Interpersonal DevelopmentBe the technical leader with visionTo show the value proposition thru partner practicesProvide feedback to Cisco business units (Products and Marketing) on features and solutions gaps in current products and coordinated solutions (Cisco / other vendors)Research and build collateral positioning the technical trends of the internetworking industryBecome an expert in competitive landscape nuances in local marketActively participate and contribute to Cisco technical community discussions

Qualify (Partner Led)

Assist partner in refining and researching technical requirements of an opportunityProvide support in customer meetings and seminarsAssist partner in qualifying customer technical requirementsWho you'll Work WithWork with partner to develop Technical Account PlanWork with partner in driving solution development (demos, POC and technical questions)Assist partner in developing customer presentation materialsAssist partner with technical presentations of Cisco solution and services options to customerAssist partner in demonstrating solution return on investment and impact of Cisco solution to customer's business

Post-Sales (Partner Led)

Participate with partner in addressing post-sales, deal-specific technical questions#WeAreCisco

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