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Partner Software Specialist. Cisco

TX, US

Requisition Number: 80815 

The Partner Software Specialist (PSS) works to win new and incremental business across Insight’s core software publishers.  The PSS Cisco is assigned to a specific region and/or market coverage area. Teammates in this role are responsible for qualifying, developing and closing net new opportunities and leads with key decision makers and influencers at target accounts. Primary day-to-day responsibilities are aligned to our sales and go-to-market initiatives for Insight’s core software publishers.

 

The PSS Cisco is aligned to the following priorities:

  • Serve as the strategic Cisco software trusted advisor to assigned clients
  • Sell Net New and Incremental Cisco Software Business
    • Sell net new software business to existing hardware clients as well as to completely new clients
    • Drive incremental software business across existing assigned clients
    • Win existing software business that competitors currently own
  • Support Renewals and True Ups as face of client
    • Ensure renewals and true ups are completed on time and retention rates are maximized.

 

Focus will be on achieving gross profit and new customer acquisition goals through client interface, account planning, product management and marketing team alignment, partner teaming and engagement, as well as solution development and implementation. PSS Cisco will work with sales management and the product management team to design, recommend and assist in short-term and long-term Cisco software sales strategies within their assigned accounts and/or territory.  The PSS Cisco can represent Insight’s Clear Advantage Cisco software value proposition to clients and prospects.

 Consultative selling is expected:

•             Take the time to understand, master and tell the Insight software story as well as Insight’s overall value proposition to all prospects and clients when given the opportunity.

•             General understanding of insight’s solutions and services outside of our core software offerings.

•             Performance is measured not only on expectations of net new and incremental business; but also, on ability to have a situational business and technology conversation about client needs and concerns.

 

The Insight PSS Cisco team is a “hunter” environment, where high volume activity is a daily expectation:

•             Time management and organization skills are necessary to succeed.

•             Monthly and/or quarterly quotas that you are expected to meet and overachieve.

•             Expected to drive business and prospect accounts using whatever legitimate means & information sources that will make you effective.

•             Role is held accountable to activity and sales metrics. Failure to meet expectations over the first 90 days of employment and demonstrate consistent improvement may lead to corrective action.

 

WHAT YOU WILL DO:

 

•             Act as the Cisco software extension to Insight’s Sales generalist Client Executives

•             Develop and close Net New sales opportunities on your own and/or in coordination with Insight Client Executives and other support resources, meeting or exceeding goals

•             Identify and create new software sales opportunity for Insight Software Partners exclusively for Cisco Software opportunities.

•             Proactively look for additional opportunities within client engagements for other lines of business and expanded software and services portfolio sales.

•             Complete and execute account plans to sell to non-software buying accounts

•             Conduct and deliver sales presentations on Insight’s Cisco software value proposition

•             Engage with Insight pre-sales engineers and product management team to help initiate new business.

o             Establish and maintain strong vendor relationships with key partners contacts

o             Account planning with partners to penetrate and grow mutual accounts.

o             Facilitate Partner / AE communication on opportunity and account.

o             Achieve Sales Certifications available from Key Software Partners.  Attend required training sessions.

o             Populate Opportunity and Pipeline tracking tools such as CRM.

o             Additional duties as assigned.

 

WHAT WE NEED:

Education and/or Experience

•             At least 2 years of related experience in a Corporate Sales environment managing accounts sized at 100 seats or larger.

•             Cisco, Microsoft, VMware, IBM, Symantec, and/or other software solution sales experience highly desired.

•             This is an Inside-sales based role but may require that you align with field-based resources.

•             Bachelor's degree (B. A.) from four-year college or university is desired; or related selling experience and/or training; or equivalent combination of education and experience.

•             Ability to effectively present effective information to top management, public groups, or other leaders.

•             Ability to read, analyze and interpret the most complex documents.

•             Ability to respond effectively to the most sensitive inquiries or complaints.

•             Ability to write using original or innovative techniques or style.

•             Ability to effectively present and sell the Cisco licensing programs to clients.

•             Base level knowledge of solutions provided by other strategic software vendors (Symantec, IBM, Microsoft, Citrix, Red Hat, Adobe, VMWare, etc.).

 

PHYSICAL DEMANDS

The physical demands of the position are those of an office environment working with phones, computers, and standard office equipment.  Light to moderate lifting may be required.  Ability to uphold the stress of traveling is required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The position described above provides a summary of some the job duties required and what it would be like to work at Insight. For a comprehensive list of physical demands and work environment for this position, click here.

 

Today, every business is a technology business. Insight Enterprises, Inc. empowers organizations of all sizes with Insight Intelligent Technology Solutions™ and services to maximize the business value of IT. As a Fortune 500-ranked global provider of digital innovation, cloud/data center transformation, connected workforce, and supply chain optimization solutions and services, we help clients successfully manage their IT today while transforming for tomorrow. From IT strategy and design to implementation and management, our 11,000 teammates help clients innovate and optimize their operations to run smarter. Discover more at insight.com 

  • Founded in 1988 in Tempe, Arizona
  • 11,000+ teammates in 19 countries providing Insight Intelligent Technology Solutions™ for organizations across the globe
  • $8.3 billion in revenue in 2020
  • Ranked #409 on the Fortune 500, #15 on the CRN Solution Provider 500, 2020 CRN Innovator of the Year Award
  • 2020 Intel Innovation Partner of Year, 2020 Microsoft U.S. Partner of the Year and Worldwide Customer Experience Partner of the Year
  • Ranked #7 on the 2021 Fortune World's Most Admired Companies (Information Technology Services industry), #70 on the Fortune 100 Best Workplaces for Diversity, #296 on Forbes World's Best Employers (#27 within IT), and #5 on the Phoenix Business Journal 2020 list of Best Places to Work
  • Signatory of the United Nations (UN) Global Compact and Affiliate Member of the Responsible Business Alliance

 

Today's talent leads tomorrow's success. Learn about careers at Insight: jobs.insight.com.

 

Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.

 

 

Posting Notes: Austin || Texas (US-TX) || United States (US) || SALES || None || Remote ||


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