Solutions Engineer-TW

Taiwan SE team

The SE position is a customer-focused technical sales professional who provides technical information and design/implementation guidance to one or more customers in a dedicated and / or pooled manner. The SE position has direct technical accountability for specific opportunities, leveraging knowledge across the broad Cisco portfolio, including software and services, as well as his / her technical specialization as needed. The SE position takes an architectural perspective to demonstrate how Cisco products and solutions can solve the customer's business problems. He / she collaborates with the Account Manager(s) and engages additional resources (e.g. consulting specialists, demo labs, etc.) to recommend, develop, and propose appropriate customer solutions. The SE position develops and sustains relationships with customer technical staff allowing the SE to identify opportunities aligned to their understanding of the customer's business goals. The SE position proactively shares knowledge and best practices throughout Cisco and the SE Community.

Reports To: SEM

Minimum Qualifications
Qualifications: 7 to 10 years experience in markets where Cisco competes. 2 years field technical sales experience, working as a Systems Engineer or equivalent. Knowledge and strong operating experience in at least one of the following areas of specialization: Enterprise Campus Network, Service Provider Routing, Security, Data Center/Virtualization, System/Server Administration, Cloud Management Platform

Role & Responsibilities

Identify Opportunities

• Participate in the creation of a Territory Account Plan by providing input on local market demand
• Participate in the creation of a Technical Account Plan, applying knowledge of customer's business requirements
• Proactively generate leads through customer meetings, seminars and education

Qualify Opportunities

• Define customer business problem in a technical context
• Recommend qualified partner resource if required
• Help plan for and move deals through the sales process by knowing how and when to engage the appropriate Cisco and partner tools and resources (such as CSE, SE, PSS, AS Engineers, demo labs, etc.)
• Refine and research technical requirements of the opportunity
• Define solution options and articulate the benefits of a Cisco solution
• Understand and research potential competitive offerings for the proposed solution

Develop and Present Solutions

• Understand the technical elements in RFP and different approaches for proposal development, including products, solutions, software, and services.
• Engages external resources as needed for RFPs, competitive material, etc. (e.g. CSE, TSN)
• Research and demonstrate solution business benefits, including ROI
• Coordinate solution development, including services, leveraging validated designs and researching customized solutions
• Identify and engage appropriate post-sales support resources
• Develop PoC, leveraging resources such as demo labs,, including presentation and documentation of test results
• Develop or oversee development of presentation materials
• Present technical components of Cisco solutions to customer. Leverage additional resources as needed (e.g. CSE, TSA, etc.)
• Act as a technical advisor, as needed, to customer and account team in area of technology expertise
• Utilize appropriate processes as needed for key features / product requests
• Synch with post-sales team and provide adequate documentation for clear handoff to post-sales organization
• Ensure minimal post-sales time by escalating requests and outstanding questions to appropriate post-sales organization (Partner, TAC, CA)
• Ensure customer technical needs are met, addressing gaps where necessary
• If appropriate document solutions share findings with relevant teams, including 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
• Promote new and innovative approaches to addressing business challenges and problems
• Actively develop technical, professional, and sales skills