Meet The Pre-Sales Crew

Meet Clara - Flight Engineer

Design before you fly. Prove before you promise.

More than just a demo specialist.
More than just a product explainer.
More than just a data sheet translator.

The Flight Engineer is the most critical role in modern pre-sales.
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The Flight Engineer designs the aircraft before it ever leaves the runway.
In AI-led selling, complexity is the risk. Buying decisions are made by systems — security, data, operations, compliance — not by enthusiasm. The Flight Engineer exists to turn ambition into something that can actually operate in the customer’s world.

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Cisco 5 GTM Tracks

These Flightpaths are designed for pre-sales technical design sellers to work backwards from the customer outcomes delivered by each Cisco GTM play. The focus is on outcome-led design, platform thinking, and repeatable execution rather than product-level selling. The structure is as follows:

Outcome Focus: Define the target business and technical outcomes the customer is trying to achieve, with emphasis on simplicity, scalability, resilience, and future readiness.
Customer Problems to Solve: Identify and prioritise the core challenges impacting the customer today, including complexity, performance limitations, operational inefficiency, and lack of visibility.
Design Capabilities: Apply outcome-led, end-to-end architecture thinking across relevant environments, ensuring designs are coherent, scalable, and aligned to platform principles rather than individual products.
Technical Role: Translate business intent, growth objectives, and operational goals into practical, modern, and automated technical designs that can be executed and adopted.
Success Measure: Define how success will be validated post-design, focusing on operational simplicity, scalability, adoption, and readiness to support future capabilities such as AI.

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Cisco Track 1

Secure Networking & Assurance

Outcome Focus: Secure, reliable digital experiences with built-in visibility and assurance.
Customer Problems to Solve: Poor user experience, limited insight into network health, fragmented security controls.
Design Capabilities: Identity-aware networking, segmentation, and experience assurance by design.
Technical Role: Design networks where security and assurance are inherent, not bolted on.
Success Measure: Consistent, measurable application and user experience with reduced risk.

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Cisco Track 2

Unified Security

Outcome Focus: Reduced risk and complexity through a unified, platform-based security approach.
Customer Problems to Solve: Tool sprawl, fragmented visibility, slow detection and response.
Design Capabilities: Platform security architecture spanning users, devices, applications, and data.
Technical Role: Connect security controls into a single, coherent design aligned to business risk.
Success Measure: Improved visibility, faster response, and lower operational security overhead.

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Cisco Track 3

AI-Powered Collaboration

Outcome Focus: More productive employees and better customer interactions through AI-enhanced collaboration.
Customer Problems to Solve: Inefficient meetings, poor engagement, limited insight from interactions.
Design Capabilities: Collaboration experiences designed around people, workflows, and outcomes.
Technical Role: Design collaboration solutions that embed AI to improve experience and insight.
Success Measure: Higher adoption, improved productivity, and measurable experience improvements.

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Cisco Track 4

AI-Powered Infrastructure

Outcome Focus: Secure, scalable infrastructure capable of supporting AI workloads responsibly.
Customer Problems to Solve: Unclear AI readiness, performance constraints, security and governance concerns.
Design Capabilities: AI-ready compute, networking, and security architecture.
Technical Role: Translate AI ambition into practical, secure, and scalable infrastructure designs.
Success Measure: Infrastructure that enables AI use cases without increasing risk or complexity.

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Cisco Track 5

Modernising Infrastructure

Outcome Focus: Simplified, scalable, and resilient infrastructure that reduces operational complexity and supports future growth.
Customer Problems to Solve: Legacy complexity, inconsistent performance, operational overhead, limited visibility.
Design Capabilities: End-to-end architecture thinking across campus, branch, WAN, and data centre.
Technical Role: Translate business growth and operational goals into modern, automated infrastructure designs.
Success Measure: Infrastructure that is simpler to operate, easier to scale, and ready for AI-enabled services.

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Meet the Pre-Sales Flight Engineer
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Meet Clara - Flight Engineer

Design before you fly. Prove before you promise.

Cisco 5 GTM Tracks