Job SummaryYou'll be the network specialist for our Commercial sales teams, helping reps win and grow mid-market accounts. Commercial reps carry many accounts and run fast cycles. You'll give them quick, practical network expertise: qualify opportunities, scope solutions and close deals. You'll pull in Architects only when a deal needs deeper design.
This is a remote position required to reside in the St. Louis, MO area as required for business needs and as determined by SHI management.
Role Description- Support Commercial Account Executives across a high volume of network opportunities. Respond quickly with clear, right-sized recommendations.
- Join customer calls to uncover network needs and refresh opportunities. Position solutions in terms of cost, simplicity and business impact.
- Help reps build pipeline. Run campaigns and account reviews to find upgrade, refresh and renewal opportunities in the install base.
- Build quotes and configurations, mainly in Cisco Commerce Workspace (CCW). Recommend Cisco, Meraki and comparable vendor solutions that fit the customer's budget.
- Lead repeatable plays such as Meraki, SD-WAN, wireless refresh, switching refresh, SASE and secure access. Bundle with Security, Data Center, Cloud and Services where it fits.
- Use OEM programs, promotions and deal registration to improve win rates and margin.
- Escalate larger or more complex opportunities to Architects and Enterprise Engineers. Hand them clean notes for a smooth transition.
- Coach reps through 1x1 sessions, team huddles and short enablement sessions on network basics, objection handling and competitive positioning.
- Track your pipeline and activity in CRM and report on progress against targets.
- Represent SHI at partner and customer events, including regional and virtual ones.
Behaviors and Competencies- Organization: Can prioritize daily tasks, manage personal workflow, and utilize basic tools to keep track of responsibilities.
- Time Management: Can generally use time effectively but may occasionally struggle with prioritizing tasks, meeting deadlines, or maintaining work-life balance.
- Initiative: Can identify opportunities for improvement, propose solutions, and take action without explicit instructions.
- Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
- Digital Acumen: Can identify opportunities to use digital tools for improvement and propose digital solutions.
- Consultative Sales: Can identify customer needs, propose suitable products or services, and take action to close sales without explicit instructions.
- Continuous Improvement: Can identify moderate areas for improvement and implement moderate changes.
- Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.
- Teamwork: Can work effectively in a team, contributing ideas and effort, and respecting the contributions of others.
- Presenting: Can prepare and deliver presentations, addressing key points and responding to questions with clarity.
- Documentation: Can independently create and update documentation, ensuring accuracy and consistency, and can identify gaps or areas needing clarification.
Skill Level Requirements- The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Basic
- Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth - Basic
- Proficiency in utilizing Cisco's suite of tools such as CCW, Connect the Dots, EOL/EOS Newsletters, Webex Teams, Datasheets, Installation Guides, and Customer Service Hub to support technical and sales-related tasks - Basic
- Ability to understand and articulate various security technologies, including firewalls, endpoint protection, email security, and identity management, to identify and address customer security challenges - Basic
- Skilled in providing guidance and mentorship to teams to enhance their performance and support their professional development - Basic
Other Requirements- Completed Bachelor's Degree or relevant work experience required
- 2+ years working with Cisco networking (switching, routing, wireless, Nexus, Meraki) in a sales, presales or technical role.
- Working knowledge of LAN, WAN, SD-WAN, wireless, SASE/SSE and secure access (intermediate).
- Familiarity with competing vendors: Aruba, Juniper, HPE, Arista.
- Willingness to travel to SHI, partner and customer events - up to 10%
Preferred- Sales or technical certifications (Meraki CMNA, CCNA/CCNP or equivalent).
- Experience in a Commercial, SMB or mid-market sales environment.
- Experience with a pipeline or quota.
The estimated annual pay range for this position is $100,000 - $150,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
