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Product Sales Specialist, Security (Cisco) in Singapore at Westcon-Comstor

Date Posted: 6/13/2018

Job Snapshot

Job Description

This role has to develop significant numbers of 'new' resellers to Cisco security technologies and the ability to sell competitive solutions as Cisco has a large competitive base of resellers selling competing technologies. Many have never sold Cisco Security Products and others have sold some in the past, but no longer focus.

* Work with Cisco Account Manager and GSSO Sales Specialist for named and non-named accounts on new/existing opportunities for Cisco Security Solution in the respective markets/territories.
* Work with Gigamon Regional Sales Directors and Presales Specialist for named and non-named accounts on new/existing opportunities for Gigamon Solution in the respective markets/territories.
* Work with Westcon - Comstor Sales team to create new opportunities and develop existing opportunities for Cisco in the respective markets/territories.
* Develop Cisco capability for current and new Westcon - Comstor partners selling Cisco Security solutions, including the enablement of Cisco FireJumper stage 2 certification for Partner SE.
* Contribute to achieve the set revenue and gross profit targets for sales of Cisco Security and Gigamon products and services.
* Contribute to achieve the set key performance indicators as set by Westcon - Comstor to achieve Cisco and Gigamon channel growth and milestones
* Work with BDMs to identify resellers in the market that are not currently selling Cisco Security Solutions and Gigamon, build capability to represent Cisco Security and Gigamon technologies to their customer base.
* Develop cross architectures or joint solutions for the markets to qualify existing and untouched opportunities for Cisco Security and Gigamon Solutions.
* Set own appointments with vendors, resellers and end users in a nominated geographical area for engagement.
* Establish key technical contact within nominated vendors, resellers and end users.
* Provide exceptional customer service and strive to exceed customer expectations in accordance to the Service Level Agreement.
* Implement a successful KPI program through building and monitoring enable and presales support to translate them into fulfilment opportunities.
* Manage partner's enablement performance through monthly and quarterly reviews.
* Develop an in depth knowledge of Cisco's partner SE certification/specialisation model especially as it applies to tier 2 resellers.
* Attend all relevant Cisco Security and Gigamon solutions briefings and updates. Develop a thorough understanding of Cisco Security and Gigamon value proposition and be able to effectively share with partners and end customers.
* Be responsible for managing KPI milestones.
* Work with the wider Cisco team - give input to the marketing team in defining marketing campaigns and solutions showcase to the target reseller and end customer base.
* Report back to Comstor management on relevant market intel.
* Work with Director of Vendor Alliance, Vendor Partner Account Manager, Business Management and Product Management team to support all Cisco Security and Gigamon engagement programs and initiatives
* Work with Cisco Distribution and GSSO teams to strive to achieve Cisco assigned objectives
* Work with Gigamo team to strive to achieve Gigamon assigned objectives
* Obtain and hold Cisco Security Express SE Certification.
* Reporting as required.
* Other duties as required.

* Strong interpersonal skills; ability to build strong relationships quickly and effectively
* Strong technical skills including the ability to design, size, propose, demo and evaluate solutions.
* Good administrative skills with attention to detail and good follow-up
* Knowledge of Security technologies preferable in Cisco and Gigamon; ability to position different products mix correctly and effectively.
* General computer literacy
* Understanding of and ability to apply the relevant and effective solutions to address customer needs
* Previous presales experience or certification would be highly regarded for this role
* Be meticulous, attention to detail and follow-up
* Be self-motivated, willing to learn, result-oriented, independent with good attitude
* Possess go-getter attitude and enjoy working in a fast paced, dynamic industry
* Previous experience in distribution environment supporting reseller market would be highly regarded


* Equivalent 5 years of related working experience in the security solutions industry.
* Demonstrable experience in Solutions/Presales capacity in a channel environment, preferably in the IT industry

Personal attributes:

* Positive working attitude and pleasant manner
* High level of professionalism in both mannerisms and dress
* Team player - co-operative worker
* Customer service focused; sense of urgency and willingness to use initiative
* Organised and able to prioritise work
* Proactive, self-motivated
* Punctual

About Westcon-Comstor
Westcon-Comstor (WestconGroup Inc.) is a global technology distributor with worldwide capabilities in Cloud, Global Deployment and Services, and category-leading Security, Unified Communications and Collaboration, Networking and Data Center technology Practices. Combining expert technical and market knowledge with a uniquely collaborative engagement model, the company is transforming technology distribution through its digital and physical products and services delivery. The company works with its partners to deliver results together through an investment in enablement programs and its associates' dedication to creating an exceptional partner experience. Westcon and Comstor are the company's go-to-market brands, offering customers a strong portfolio of market-leading and emerging vendors. With teams in 110 offices in 70-plus countries across six continents, Westcon-Comstor provides services to more than 170 countries.