Solutions Architect, Splunk Canada

Meet the Team

The Partner Solutions Designer Team is a strategic technical team focused on enabling and scaling partner capabilities within the Americas ecosystem!

Your Impact

Technical sales professional, being responsible for the Cisco brand with customers and partners. Provides technical solutions to address customer and partner business needs. Collaborates with the account team and connected sales teams on the customer plan, jointly ensuring customer success. Serve as a trusted technical advisor by the account team and customer/partner

• Specialization and Focus - Understanding of Cisco’s and Splunk's portfolio, including specialized/architecture perspective, Increases penetration via cross/up-selling and displaces competition, Owns technical relationship with customer(s)/partner(s)
• Customer Engagement and Accountability - Leads engagements with IT & decision makers at customer/partner and LOB interaction, Knowledgeable of customer environment and market, including competitor plays, Primary technical sales influencer, Translates customer/partner business need into technical requirements The Internal Sales Process, Most selling time spent landing opportunities and expanding within an account, Involved in customer strategic planning
• Corporate Interlock - Provides active feedback to BEs and relevant sales teams on strategic customer needs and market opportunities, and competitive market tactics
• Typical Sales Cycle - Takes the lead on moving deals across technical sales process, Develop and presents relevant solution based on technical and business requirements identified by the customer or partner, Leads virtual support team of sales resources, Leverages relevant tools and resources to support a deal
• Success Measures - Increase revenue: Closed opportunities converted to closed deals, Displace a competitor/increased market share, Increase net new customers on a quarterly basis
• Develops multi-year strategic plans for customers, integrating Cisco’s portfolio
• Deepens expertise of Cisco's portfolio by integrating extensive domain knowledge with cross-architectural solutions
• Builds senior executives' technical strategy
• Integrates customer’s business objectives and industry knowledge to develop comprehensive cross-architecture solutions
• Develops strategic cross-architecture frameworks for customers
• Leads the strategy and planning of demand generation and enablement initiatives
• Identifies latent customer needs and showcases cross-architecture solutions
• Leads demonstrations that emphasize how Cisco solutions can drive business outcomes
• Applies advanced competitive intelligence to differentiate Cisco solutions
• Mobilizes a broad network of stakeholders to drive transformative synergies and optimize customer relationships
• Directs SE virtual and extended sales teams toward continuous improvement and coordinates educational programs
• Demonstrates agility by adjusting strategies in response to significant disruptions

Minimum Qualifications

Proficient in English and Canadian French

8+ years of experience in a pre-sales role

Masters and 6+ years of demonstrated ability in a pre-sales engineering role

Preferred Qualifications

• Experience building and maintaining positive relationships with customers and partners.
• 6 to 8 years of communication and presentation skills
• Observability or security pre-sales experience and AI experience
• Cisco knowledge
• Relevant industry certifications
• Experience in a thought leadership role
• MSP/SI practice-building experience

Rencontrez l’équipe

L’équipe d’ingénierie des solutions partenaires est une équipe technique stratégique axée sur l’habilitation et l’évolutivité des capacités des partenaires au sein de l’écosystème des Amériques!

Votre impact

Être un professionnel de la vente technique, un responsable de la marque Cisco auprès des clients et des partenaires. Fournir des solutions techniques pour répondre aux besoins commerciaux des clients et des partenaires. Collaborer avec l’équipe chargée du compte et les équipes des ventes connectées sur le plan du client, en assurant conjointement la réussite du client. Agir en tant que conseiller technique de confiance auprès de l’équipe chargée du compte et auprès du client et du partenaire.

• Spécialisation et objectif – comprendre la gamme de Cisco et de Splunk, y compris du point de vue spécialisé et architectural, augmenter la pénétration grâce à la vente croisée ou incitative et éloigner la concurrence, détenir une relation technique avec les clients et les partenaires.
• Échanges avec les clients et responsabilité – diriger les échanges avec le service informatique et les décideurs lors de l’interaction avec les clients et les partenaire ainsi qu’avec les secteurs d’activités, avoir des connaissance de l’environnement du client et du marché, y compris les jeux des concurrents, être le principal influenceur des ventes techniques, traduire les besoins commerciaux des clients et des partenaires en exigences techniques, suivre le processus de vente interne, consacrer la plus grande partie de son temps à conclure des opportunités et à développer les comptes existants, participer à la planification stratégique des clients.
• Interaction avec les entreprises – fournir des commentaires actifs aux entités commerciales et aux équipes de vente concernées sur les besoins stratégiques des clients, les opportunités du marché et les stratégies de marché concurrentielles.
• Cycle de vente typique – diriger le déplacement des offres tout au long du processus de vente technique, développer et présenter une solution pertinente en fonction des exigences techniques et commerciales identifiées par le client ou le partenaire, diriger l’équipe d’assistance virtuelle des ressources de vente, tirer parti des outils et des ressources pertinents pour soutenir une offre.
• Mesures de réussite – augmentation des revenus : convertir les occasions conclues en affaires conclues, déplacer un concurrent ou une augmentation de la part de marché, augmenter le nombre de nouveaux clients nets sur une base trimestrielle.
• Élaborer des plans stratégiques pluriannuels pour les clients, en intégrant la gamme de produits Cisco
• Approfondir l’expertise de la gamme de Cisco en intégrant des connaissances approfondies du domaine aux solutions interarchitecturales
• Élabore la stratégie technique des cadres supérieurs
• Intégrer les objectifs commerciaux du client et les connaissances du secteur pour développer des solutions complètes d’architecture croisée
• Élaborer des cadres stratégiques d’architecture croisée pour les clients
• Diriger la stratégie et la planification des initiatives de stimulation et d’habilitation de la demande
• Déterminer les besoins latents des clients et présenter des solutions d’architecture croisée
• Diriger des démonstrations qui mettent l’accent sur la manière dont les solutions de Cisco peuvent stimuler les résultats commerciaux
• Appliquer des renseignements concurrentiels avancés pour différencier les solutions de Cisco
• Mobiliser un vaste réseau de parties prenantes pour stimuler les synergies transformatrices et optimiser les relations avec la clientèle
• Diriger les équipes de vente virtuelles et étendues des spécialistes en ingénierie réseau vers l’amélioration continue et coordonner les programmes de formation
• Faire preuve d’agilité en ajustant les stratégies en cas de perturbations importantes

Qualifications minimales

Bilingue en français et en anglais

Baccalauréat et plus de 8 ans d’aptitudes démontrées dans un rôle d’ingénieur avant-vente

Maîtrise et plus de 6 ans d’aptitudes démontrées dans un rôle d’ingénieur avant-vente

Qualifications souhaitées

• Expérience dans l’établissement et le maintien de relations positives avec les clients et les partenaires
• 6 à 8 ans de communication et de présentation
• Expérience avant-vente en matière d’observabilité ou de sécurité, et expérience en intelligence artificielle
• Connaissances de Cisco
•  Certifications pertinentes au secteur
• Expérience dans un rôle de leadership éclairé

Why Cisco? 

At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere. 

We are Cisco, and our power starts with you. 

Message to applicants applying to work in the U.S. and/or Canada:

Individual pay is determined by the candidate's hiring location, market conditions, job-related skillset, experience, qualifications, education, certifications, and/or training. The full salary range for certain locations is listed below. For locations not listed below, the recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees are offered benefits, subject to Cisco’s plan eligibility rules, which include medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, paid parental leave, short and long-term disability coverage, and basic life insurance. Please see the Cisco careers site to discover more benefits and perks.  Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time.

U.S. employees are eligible for paid time away as described below, subject to Cisco’s policies:

• 10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees

• 1 paid day off for employee’s birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco

• Non-exempt employees** receive 16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees

• Exempt employees participate in Cisco’s flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations)

• 80 hours of sick time off provided on hire date and each January 1st thereafter, and up to 80 hours of unused sick time carried forward from one calendar year to the next

• Additional paid time away may be requested to deal with critical or emergency issues for family members

• Optional 10 paid days per full calendar year to volunteer

For non-sales roles, employees are also eligible to earn annual bonuses subject to Cisco’s policies.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components, subject to the applicable Cisco plan. For quota-based incentive pay, Cisco typically pays as follows:

• .75% of incentive target for each 1% of revenue attainment up to 50% of quota;

• 1.5% of incentive target for each 1% of attainment between 50% and 75%;

• 1% of incentive target for each 1% of attainment between 75% and 100%; and

• Once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.

For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay 0% up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.

The applicable full salary ranges for this position, by specific state, are listed below:

New York City Metro Area:

Non-Metro New York state & Washington state:

* For quota-based sales roles on Cisco’s sales plan, the ranges provided in this posting include base pay and sales target incentive compensation combined.

** Employees in Illinois, whether exempt or non-exempt, will participate in a unique time off program to meet local requirements.