Interview with a Cisco Gold partner

Cisco interviewed Jason Dupree, Recruiting Manager for Calence, LLC to find out about exciting changes and job opportunities with this company.

Cisco: Jason, please tell readers about your company's history.

Jason: Calence, Inc., based in Tempe, Arizona was founded in 1993 by three former Accenture employees, grounding us in professional services. We then merged with Avnet Enterprise Solutions in early 2006 to form Calence, LLC with satellite locations across the United States. Calence, LLC is recognized as one of Cisco’s leading U.S. network integrators, serving the LAN/WAN services needs for the commercial, enterprise, government, and education markets. Our focus is on IP communications, security, network strategy and infrastructure, and management services. We specialize in providing lifecycle solutions that range from consulting services to implementation and operations.

Calence, LLC has achieved customer satisfaction scores exceeding 4.6 (on a scale of 1 to 5) in the implementation of Cisco advanced technology solutions. The customer satisfaction surveys are conducted by Cisco. Cisco ranks Calence as its ninth largest IP communications partner and 13th largest security partner.

Cisco: Calence is a Cisco Gold Certified Partner. Can you tell readers what that means?

Jason: As a Cisco Gold Certified Partner, Calence, LLC is a leading provider and partner in the implementation of Cisco's networking technologies. As Cisco’s seventh largest direct value-added reseller, Calence, LLC employs over 300 Cisco-certified engineers, including eighteen CCIEs. Cisco is our largest partner since we focus entirely on the network, and as such, we are a qualified Cisco Gold Certified Partner for delivering the highest level of support, achieving high marks in measurable customer satisfaction, and gaining elite status by attaining Cisco specializations in IP communications, security, and wireless, in addition to becoming a Cisco Advanced Technology Partner in optical, rich media, IP contact center, and the Cisco 3200 Mobile Access Router.

Cisco: What types of positions might be available for Cisco Networking Academy Program candidates who are interested in job opportunities at Calence, LLC?

Jason: Calence is currently looking for engineers across the board. We look for technical skills in our help desk and network operations center positions as well as our consulting and managed services roles. Right now, skills in voice technologies such as VoIP and IT security are highly sought out and challenging to find. Positions may be available in any Calence, LLC location (Tempe, AZ; Seattle, WA; Portland, OR; Denver, CO; New York; Dallas, Austin, Houston, and San Antonio, TX; Kansas City and St. Louis, MO; and Chicago, IL).

Cisco: How might candidates prepare for an IT or networking position at Calence?

Jason: Although certifications are important, hands on experience is the most critical skill set. Having the certification shows a commitment to mastering the technology, but time spent physically working with computers and routers can give a candidate invaluable experience. Formal training in CCNA, CCNP, security, wireless, IP telephony, and voice over IP are highly desirable. We hire new grads depending on the position and technical experience gained in school. We hire associate consultants in both the network infrastructure group and IT security. If their educational experience is appropriate, we would hire them into any of the other groups as well.

Cisco: What advice can you give Networking Academy program candidates about the job-search process?

Jason: There are several keys things to consider:

1. Do your research. Before you send your resume to a company, learn about them. Look at the other positions they have posted. Spend a fair amount of time reading the information on their Website and learn about their partners and technology.
2. Make sure that your resume reflects as many of the technical qualifications in the job description as possible. Don’t embellish your resume; be honest. At the same time, don’t be afraid to modify and edit your resume for a specific job. The first thing most recruiters look for on a resume is a match to specific skill sets.
3. Build relationships. The majority of technical positions are filled through referrals. Follow other people in your class (and other classes) and stay in touch with them. Build relationships with your professors and network with recruiters if possible.

Cisco: What other recommendations do you have for candidates interested in working for Calence?

Jason: The most exciting candidates for me are those who match the technical qualification for the job and that know a lot about Calence. When a candidate lets me know that Calence is absolutely where they want to be, that energy and passion is contagious all the way up to the hiring manager. Bottom line, do your homework. Target the companies your want to work for, learn as much as you can about them, and be prepared.

Learn more about Calence at www.calence.com. To apply, visit the Careers at Calence page and click the Open Positions link, or contact Jason Dupree, Recruiting Manager for the Tempe, Arizona office, by calling 480-889-9798 or sending an e-mail to jason.dupree@calence.com.

Interview with a Cisco Channel Account Manager

Cisco continues the Career Connection discussion series by interviewing Cisco Channel Account Manager Matt Cook, who presents an internal perspective on the telecommunications industry in the St. Louis, Missouri area.

Cisco: Matt, please explain your role at Cisco.

Matt: I have over ten years of experience in developing a channel (building the capabilities of a partner community from a sales, technical and business perspective) for various companies in the telecommunications industry. My primary focus is now on identifying, creating, and executing sales, technical, and strategic plans within the channel. I act as an advocate for the channel by constantly keeping an eye out for resources and opportunities to help the partner community grow in revenue, capacity, and skills.

Cisco: Can you explain to readers what a “channel” is?

Matt: A channel is the route a manufacturer of products takes to get a product from manufacturing to the end-user. For Cisco, it is through channel partners. For Ford or Chevrolet, it would be through car dealers.
Cisco: So you spend a lot of time finding out about the needs of Cisco channel partners. What have you learned in terms of hiring needs in your territory?
Matt: Partners are growing and this industry is thriving. The most common question asked is "Do you know any good sales reps or engineers?" The second most common question is "How can we get better at doing (fill in the blank)?"

Cisco: What are the Cisco channel partners in your territory looking for in a sales rep or engineer?

Matt: The communications industry is growing. With the adoption of IP communications there appears to be a shortage of sales people. A sales person needs to be ”technical minded” but does not have to know it all coming into this industry. Many channel partners don't mind taking the time to groom new hires. All sizes of employers are looking for more post-sales engineers, pre-sales engineers, and sales reps, as well as people who have knowledge of programming. Hiring the right people can help channel partners grow their business and perform more efficiently.

Cisco: What level of coursework completion and education might be required? How important are soft skills?

Matt: Technical certifications such as a CCNA and an AA or BA are a great foundation for getting a new job, but candidates must also have some kind of differentiator. From a technical perspective, I recommend taking coursework in VoIP and IP Telephony as well as becoming very familiar with how to secure a voice infrastructure.

In terms of soft skills, learn the art of questioning and listening by taking a public speaking course. Remember that Cisco and its channel partners are in the communications business. We may use technology to help with communications, but it all has to start with a human being and her or his ability to communicate. Partners want open, ethical, hard-working individuals who aren't afraid to team up to accomplish a task and are simultaneously able to contribute individually.

Cisco: What can you suggest for future graduates of the Cisco Networking Academy Program in terms of researching the industry and obtaining internships and jobs?

Matt: Spend time on the Cisco.com Website to learn about the broad product set. Jobs are available across the United States. Research Cisco channel partners through the Partner Locator and start making contacts by introducing yourself. In my opinion, candidates should specialize in voice technologies or security technologies and understand the business reasons why customers would want to use these technologies. This will help you articulate why Cisco, the channel partner, and you can work together effectively.