Aufgaben und Verantwortungen im Arbeitsumfeld eines technologie Consultant bei Cisco Systems
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1 Aufgaben und Verantwortungen im Arbeitsumfeld eines technologie Consultant bei Cisco Systems Rolf Schinkels Manager Consultant System Engineer ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 1 Tagespunkte Vertriebsstruktur Cisco Systems Germany Technologische Ausrichtung der Consultant Technische Funktionen Cisco Germany Verantwortung und Rolle der Consultants (SE) Verantwortung und Rolle der Consultants (CSE) ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 2
2 Business Model Germany Retail Manufacturing Finance SP Transportation Public Channel Partner Team Germany Technical Consultant Team Germany Business Development / Marketing Germany ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 3 Project Assurance Process Mainstream Mobil/WLan Security SAN Review Technical Security Review Acceptance Technical CDN Review Technical Acceptance Review VAP IPT Acceptance Technical CSE Review Acceptance Review Technical CSE Acceptance Review Technical CSE Technical Acceptance CSE Acceptance CSE CSE CSE Germany TOP 10 Accounts Must wins strategic ECSO OD s Prio. Champ. of grow GOT Tool engagemnet TOP 10 Support Project Support Project planning Resource planning Pilot support Engagement CA / Partner Acceptance Escalation Mgmt BU coordination Proj. Mgr SEM/Esca. Mgr. CSE owner SE Project planning Resource planning Acceptance Pilot support Monthly review (SEM) Escalation Mgmt BU coordination(vt) SEM CSE sponsor SE ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 4 GOT engagement
3 Tagespunkte Vertriebsstruktur Cisco Systems Germany Technologische Ausrichtung der Consultant Technische Funktionen Cisco Germany Verantwortung und Rolle der Consultants (SE) Verantwortung und Rolle der Consultants (CSE) ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 5 Technische Ausrichtung Enterprise Business Convergence Routing & Switching Wireless Mobility (WLAN) ATM Cable SP Business IP Core Mobile Wireless (infrastructure) SP Ethernet SP Voice Content & Video SP & Enterprise Business Storage Optical Security NMS ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 6
4 Tagespunkte Vertriebsstruktur Cisco Systems Germany Technologische Ausrichtung der Consultant Technische Funktionen Cisco Germany Verantwortung und Rolle der Consultants (SE) Verantwortung und Rolle der Consultants (CSE) ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 7 Technologische Bereiche Cisco Germany Pre Sales Engineer (SE) Pre Sales Consultant System Engineer (CSE) Pre Sales Partner System Engineer (PSE) Profesional Service System Engineer (PS-SE) Customer Advocacy System Engineer (CA-SE) ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 8
5 Tagespunkte Vertriebsstruktur Cisco Systems Germany Technologische Ausrichtung der Consultant Technische Funktionen Cisco Germany Verantwortung und Rolle der Consultants (SE) Verantwortung und Rolle der Consultants (CSE) ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 9 Job Grading for SE Identifies new strategic opportunities. Develop relationships with customer technical department. Understands competitive technologies and products. Delivers technology and product presentations. Customizes existing presentation to customer application. Perform network design activities. Influence/steers customer requirements definitions. Provides consultative support to a customer in area of spezialization. Drive activities for Customer Satisfaction. Drive escalation and management of problem resolution (Case, CAP monitoring, joint contral, political support). ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 10
6 The Pillar of Role s and Responsibilities for SE s develop, promote and increase the sales of advanced technologies within a defined customer base Sales Opportunity Partner involvement VTMember Involvement of External Resources SE development proactively employ in-depth technical, business and competitive knowledge 10-15% self development ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 11 Job Grading for SE 1. Sales Opportunity 1. Drive new technology - IP Telephony, Wireless, Optical, CDN, Security Measurement will be based on quantitative goals and qualitative goals (special activities) 2. Drive Ready to Go solution Wireless, Storage, ECDN, IPCC, Data Centre/AIP, SNA-IP Data Centre and other. Measurement will be based on quantitative goals and qualitative goals (special activities) ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 12
7 Job Grading for SE 2. Partner involvement Analyze current partner situation in all your projects and define possible actions to improve the Partner Customer Cisco relationship. Work closely with the regional PAM. Create a list where all persons from the partner organization working in your focus area are included. Develop any kind of relationship to that organization (workshop, social event, conf-call, etc.) ESMB Germany 2001, Cisco Systems, Inc. All rights reserved VT Member Tasks and Responsibilities 1 Task Participate in German VT Meeting Hands On Training - Demo s (synergy effect) - Test plans VT Initiatives - Special Speaker update - Sales Push (e-sales pipe, papers etc). - Project Synergy effect. Internal Knowledge Transfer - VT Sales Update - VT technology update - support. Output Better cross operation project understanding and best practice sharing. Better and quicker knowledge for the primary VT members. Better understanding of the market and sales support. Improved sales/se force knowledge. Time (estimate) Primary 4 days. Backup 0 days. Primary 5 days. Backup 0 days. Primary 5 days. Backup 2 days. Primary 3 days. Backup 0 days. ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 14
8 VT Member Tasks and Responsibilities 2 Task Marketing / Channel support Trade Fair / Networkers / Marketing support. Output Marketing papers. Press back-offs. Successful events / presentations. Pod Staffing. Time (estimate) Primary 2 days. Backup 0 days. Primary 11 days. Backup 11 days. VT Member Training (EMEA VT Meetings) Better qualified VT members, and knowledge transfer to field. Primary 10 days. Backup 10 days. Competetive analysis Network Management *new* The go-to person for specific technology competition. Sales support to competetive opertunities Sales competetive updates Define a VT NMS Gateway to the NMS VT Team. - transfer Knowlege to all VT Member Primary 5 days. Backup 0 days. Total time: Primary VT member 45 days / year (~20%) Backup VT member 23 days / year (~10%) Define one spezialist 5-10 Day s Primary 1-2 days. Backup 1 days. ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 15 Job Grading for SE 4. Involvement of External Resources Create a list where all external resources which can help us to support our region (German CE s, European CE`s, PM etc.) are listed. Develop any kind of relationship to that organization. Invite external resources to customer meetings (if possible 2 or more). ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 16
9 Tagespunkte Vertriebsstruktur Cisco Systems Germany Technologische Ausrichtung der Consultant Technische Funktionen Cisco Germany Verantwortung und Rolle der Consultants (SE) Verantwortung und Rolle der Consultants (CSE) ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 17 The Pillar of Role s and Responsibilities for CSE s develop, promote and increase the sales of advanced technologies within a defined customer base Sales Business (TLP) driver and inovator VT leader Business Development Marketing CSE development proactively employ in-depth technical, business and competitive knowledge 10-15% self development ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 18
10 The Pillar of Role s and Responsibilities for CSE s Sales Business Pillar Sales Business -Project Sponsor -Project owner -Technology Speaker Slot -BU Contact (Beta Test,visit s) -Management update (per technology) Overall Discription: 3. Gather information and intelligence to drive and deliver solutions within technology and market to address short to medium term customer needs and competitive opportunity. 5. Partner with sales management to agree short term strategy to increase sales of advanced technologies and review regularly 6. Support early complex & strategic opportunities, through to implementation where necessary. ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 19 The Pillar of Role s and Responsibilities for CSE s (TLP) driver and Inovator Discription overall : (TLP) driver and Inovator - local market requerments - ODDs - SubGroupLead* -Leverage Customer feedback 2. Partner with Technology Leadership community to directly influence product development to meet defined market requirements and leverage competitive advantage. TLP member : WW TLP update only CSE US/EMEA ( 2 x 5 Day s) EMEA TLP update only CSE EMEA (2 x 2 Day) TLP ConfCall only CSE bi Weekly ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 20
11 The Pillar of Role s and Responsibilities for CSE s VT Leader Pillar Discription overall : 4. Lead field skills development & influence inc Field Sales, Customers, Partners and Local Media (CSE-II?) VT Leader - Speaker Slot (Marketing,VT,Networkers) - Feature requests (Germany) - LV Texte für Ext. Consultan - Tech Trainnig / Field Comp. ( VT,Field,Partner) - VT member/responsibilities ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 21 The Pillar of Role s and Responsibilities for CSE s Business Development /Marketing Pillar Discription overall : Business Development/Marketing - BD exist /non exit! ECO Partner BD! Channel, Market- and Product development BD! sales update BD! Best practiv sharing - BD - Marketing schnittstelle (M-BD-M)!White Paper - Marketing!Solution Guides - Marketing!Presse - Marketing!Trade Show - Marketing 1. Consult defined customer base to identify requirements for medium to long term market opportunities, mapping technology to address business issues. 3. Gather information and intelligence to drive and deliver solutions within technology and market to address short to medium term customer needs and competitive opportunity. ESMB Germany 2001, Cisco Systems, Inc. All rights reserved. 22
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