Senior?customer?focused?technical?sales?professional?with?intimate?knowledge?of?customer?-specific?business?drivers?and?networking?environment,?including?adjacent?technology?and?solution?areas?in?Data?Center?and?CSP?and?Large?Enterprise?Networks.?Acts?as?a?trusted?advisor?in?an?account(s)?and?works?with?Strategic?Account?Managers?to?demonstrate?the?business?value?of?Companysolutions?and?architectures?by?aligning?opportunities?with?a?3-5?year?architectural?vision.?Serves?as?the?lead?advocate?for?customers?within?Brocade.
Key?Responsibilities?
·?????????Support?account?planning?when?specialized?opportunities?are?identified,?especially?on?dedicated?accounts.
·?????????Ability?to?articulate?the?strengths?and?benefits?of?Brocades?value?proposition,?technology?and?key?products?to?prospects.
·?????????Technology?focus?-?The?successful?candidate?will?be?able?to?architect,?present,?demonstrate?and?assist?in?the?sale?of?Brocade's?Ethernet/IP?product?range
·?????????Analyze?the?local?market?opportunities?with?account?team?and?help?developing?technical?communication?plans?to?generate?incremental?opportunities
·?????????Studies?key?customers/partners?and?industries?most?relevant?to?his/her?specialty,?to?gain?clear?understanding?of?key?business?drivers?and?market?issues.?(Challenger?Insights?Teach?and?Tailor)
·?????????Articulates?how?technical?leaders?plan?for?their?future?business?environments.(?Challenger-?Take?Control)?
·?????????Identify?and?engage?appropriate?PS/Support?resources?to?position?a?services?sell
·?????????Conduct?or?participate?in?meetings?related?to?solutions,?systems?architectures,?design?and?overall?deployment
·?????????Provide?leadership?and?guidance?in?technical?responses?to?customer?RFP's.?Trial,?PoC?and?Demonstration?Support.
·?????????Professionally?present?to?Companyat?marketing?events?to?corporate?groups,?channels,?and?customer?management.
·?????????Work?closely?with?sales?management?to?achieve?revenue?goals
·?????????Document?technology-focused?PoC?if?applicable?to?multiple?customers?/?Partners?and?share?findings?with?business?units?and?SE?Community
·?????????Promote?new?and?innovative?approaches?to?addressing?business?challenges?and?problems.
·?????????Educate?customer-focused?resources?on?revenue?opportunities?within?specialty?(Challenger?Insights)?
·?????????Identifies?potential?gaps?in?the?relevant?pieces?of?the?customer's?Technology?Architecture?to?create?opportunities?to?enlarge?the?sales?base.
·?????????Articulates?the?unique?value?obtained?by?integrating?all?of?the?various?Companytechnologies?(EF,?SDN,NFV,?etc.)?in?his/her?specialty,?identifying?potential?new?applications,?based?on?deep?knowledge?of?Companytechnologies?and?industry?trends.
·?????????Leads?business?discussions?concerning?how?Companysolutions?in?his/her?specialty?compare?against?and?integrate?with?competitor?solutions?in?various?levels?of?the?customers?network
·?????????Keeps?current?on?the?technical?capabilities?and?limitations?of?key?competitors?in?his/her?specialty.
·?????????Recognizes?a?competitors?architectural?advantage?within?his/her?specialty,?from?a?customers?perspective,?identifying?Cisco's?architectural?win?strategies.
·?????????Exhibits?excellent?knowledge?of?DC?Design?and?Architecture?in?compute,?storage?and?virtualized?networking.
Capabilities?and?competencies?for?success
·?????????CompanyBCNE,?Cisco?CCIE?or?equivalent?industry?certification?
·?????????A?solid?understanding?of?Ethernet?and?TCP/IP?
·?????????8?years?relevant?work?experience?in?Ethernet?design?and?architecture?for?Data?Centre,?Campus?or?Service?providers?and?or?Server?deployments?and?management?
·?????????Confident?presentation?in?front?of?OEM/End?User?customer?&?being?able?to?handle?basic?objections?
·?????????Ability?to?build?trusted?relationships?with?partners,?End?Users?
·?????????Strong?Understanding?of?sales?cycle?
·?????????Solid?understanding?of?all?product?areas,?developing?toward?Subject?Matter?Expert?
·?????????The?ability?to?work?outside?of?normal'?hours?if/when?required?
·?????????The?ability?to?travel,?mostly?within?China,?some?international
Desired
·?????????Hypervisor?understanding?and?knowledge
·?????????Carrier?or?Service?Provider?technology?and?technical?understanding?with?a?view?to?position?and?architect?CompanyCarrier?solutions
·?????????Understand?disaster?recovery?and?high?availability/backup?solutions
·?????????Storage?Area?Networking?(SAN)?using?Fibre?Channel?skill?set