Note: The job is a remote job and is open to candidates in USA. Cisco is hiring an Account Executive - Services to sell premium services to top Enterprise customers. The role focuses on managing services accounts, developing customer relationships, coordinating internal sales and delivery teams, and closing service-led deals.
Responsibilities
- Customer Engagement: Regularly meet in person with customers and partners, building relationships from individual contributors to C-suite executives
- Sales Planning: Plan and prioritize sales activities and customer interactions to achieve business objectives
- Quota Achievement: Execute sales strategies to exceed quota targets
- Cross-functional Coordination: Lead and coordinate with Cisco's internal teams to deliver comprehensive service sales solutions
- Solution Selling: Sell solutions from Cisco’s portfolio of current and new service offerings
- Sales Inquiries: Respond promptly to sales inquiries using appropriate methods
- Presentations: Attend and present at customer meetings, briefings, and internal stakeholder meetings
- Professional Conduct: Represent Cisco with professionalism, understanding that your brand is Cisco’s brand
- Procurement Navigation: Understand and navigate customers' and partners' procurement processes effectively
- Negotiation: Negotiate, manage, and defend service pricing and margins per agreed terms
- Opportunity Qualification: Qualify opportunities to optimize Cisco resources
- Process Adherence: Follow standardized sales processes like MEDDPICC and Responsibility Matrices
- Resource Utilization: Use extended services team resources throughout the sales cycle, including Service Delivery Architects and Customer Success teams
- Time Management: Manage personal productivity in response to fluctuating work schedules
- Account Planning: Collaborate across Cisco to create and manage account plans using data on renewals, new products, upgrades, and end-of-support situations
- Relationship Management: Maintain and develop relationships with customers through ethical sales methods to optimize service quality, business growth, and satisfaction
- Internal and External Communication: Liaise and negotiate internally and externally to develop profitable business and sustainable relationships
- Forecast Management: Maintain forecast excellence with regular submissions and adhere to commitments
- Deal Development: Develop transformational, service-led deals aligned with customer business objectives
- Consultative Selling: Take a consultative approach to solution selling, addressing unique business problems and strategic objectives
- Deep Relationships: Cultivate deep customer relationships
- Cultural Adaptation: Tailor language and communication style to customer and team cultures
- Long-term Strategy: Plan and execute long-term sales strategies
- Service/Architecture Relationship: Articulate the relationship between services and architecture
- Sense of Urgency: Demonstrate urgency in all sales activities
- Stakeholder Management: Operate effectively within a matrix organization for stakeholder approvals
- Contract Experience: Utilize contract experience to build commercial agreements with appropriate responsibilities and assumptions
Skills
- BA degree
- 5+ years of industry experience
- Proven sales track record of closing business and exceeding targets
- MBA or graduate degree preferred
- You will apply knowledge of sales growth, market drivers, key customer business drivers, and opportunities to do strategic account planning, establishing, prioritizing, executing. You drive a course of action to accomplish broad account objectives and sales strategies, using knowledge to identify and cultivate future sales opportunities to build a strong (3x or better) pipeline
- You build Influential Relationships: Working collaboratively with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships
- You Focus on Customers: Supporting customers during the sales process; seeking and taking appropriate actions on customer requirements while balancing business needs; resolving difficult issues efficiently and in a professional manner; taking responsibility for customer satisfaction and loyalty
- You Lead Negotiations: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support one's proposal
- You have CXO Relevancy: Adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer's/partner's business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs
- You Think Creatively: Identifying and understanding issues, problems, and opportunities; comparing data from different sources to address sales challenges and new opportunities; taking courses of action based on sound analysis and judgment that appropriately consider customer and partner business capabilities and issues, available facts, constraints, competitive circumstances, and probable consequences
Benefits
- Remote role; ideally based in the Detroit Metro, Dallas/Fort Worth, or New York Metro area.
- U.S. employees: medical, dental and vision insurance, subject to Cisco’s plan eligibility rules.
- U.S. employees: a 401(k) plan with a Cisco matching contribution, subject to Cisco’s plan eligibility rules.
- U.S. employees: paid parental leave, subject to Cisco’s plan eligibility rules.
- U.S. employees: short- and long-term disability coverage, subject to Cisco’s plan eligibility rules.
- U.S. employees: basic life insurance, subject to Cisco’s plan eligibility rules.
- Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time.
- U.S. employees: 10 paid holidays per full calendar year.
- U.S. non-exempt employees: 1 floating holiday per full calendar year.
- U.S. employees: 1 paid day off for their birthday, a paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco.
- U.S. non-exempt employees: 16 days of paid vacation time per full calendar year, accrued at a rate of 4.92 hours per pay period for full-time employees.
- U.S. exempt employees: participation in Cisco’s flexible vacation time off program, with no defined limit on how much vacation time eligible employees may use, subject to availability and some business limitations.
- U.S. employees: 80 hours of sick time off provided on hire date and each January 1 thereafter, with up to 80 hours of unused sick time carried forward from one calendar year to the next.
- U.S. employees may request additional paid time away to deal with critical or emergency issues for family members.
- U.S. employees: optional 10 paid days per full calendar year to volunteer.
- Sales-plan employees: performance-based incentive pay on top of base salary, split between quota and non-quota components and subject to the applicable Cisco plan.
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