Note: The job is a remote job and is open to candidates in USA. Cisco is a leader in technology solutions that enhance data and infrastructure connectivity. The Account Executive will drive revenue growth by managing relationships with large enterprise accounts, leveraging their expertise in security and observability to meet customer needs.
Responsibilities
- Orchestrates multi-faceted, highly complex deal cycles, often involving multiple stakeholders with significant incremental revenue growth
- Typically prospects new deals with C-suite, buyers, executives at all levels
- Cultivates expert knowledge of the security, observability and cloud/SaaS market knowledge, advising customers on lifecycle adoption and alignment with customer strategic initiatives
- Anticipates evolving customer needs, leveraging specialized knowledge of customer business models, industry trends, and value drivers
- Applies competitor and customer insights to build effective account strategy and relationship map
- Identifies and interprets shifts in the security and observability competitive landscape (including competitor insights) to provide strategic recommendations to internal and external stakeholders
- Leads executive-level engagements by championing innovative, customer-first strategies that drive business transformation and long-term value realization
- Expertly navigates commercial, legal, and technical requirements and risks to realize business value
- Leads negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements
- Reviews, prioritizes, and aligns customer needs and Splunk portfolio strategy to drive significant incremental annual contract value
- Leads Splunk account planning and leverages innovative channels to identify new consumption options within Splunk while mitigating risk
- Demonstrates deep technical comprehension of technical solutions and their long-term value/ROI in customer context
- Integrates CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization
- Partners with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement
- Champions GTM-wide collaboration that influences Splunk and customer organizations
Skills
- Bachelors + 8 years of related experience, or Masters + 6 years of related experience, or PhD + 3 years of related experience
- Previous experience applying partners, channels, and alliances to sell more efficiently and overachieve your quota
- Relevant software experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, DevOps, security, business applications, and/or analytics. Subscription, SaaS, or Cloud software experience is preferred
- Consistent track record of new business development and overachieving sales targets with prospects and customers in the defined territory
- Strong executive presence and polish, and excellent listening skills
- Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of Force Management, MEDDPICC, and Challenger methodologies is a plus
Benefits
- U.S. employees are offered benefits (subject to Cisco’s plan eligibility rules), including medical, dental and vision insurance
- 401(k) plan with a Cisco matching contribution
- Paid parental leave
- Short and long-term disability coverage
- Basic life insurance
- Grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time
- 10 paid holidays per full calendar year
- Plus 1 floating holiday for non-exempt employees
- 1 paid day off for employee’s birthday
- Paid year-end holiday shutdown
- 4 paid days off for personal wellness determined by Cisco
- Non-exempt employees receive 16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees
- Exempt employees participate in Cisco’s flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations)
- 80 hours of sick time off provided on hire date and each January 1st thereafter
- Up to 80 hours of unused sick time carried forward from one calendar year to the next
- Additional paid time away may be requested to deal with critical or emergency issues for family members
- Optional 10 paid days per full calendar year to volunteer
- For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay 0% up to 125% of target (performance-based incentive pay on top of base salary, subject to Cisco’s policies/plan)
- For quota-based incentive pay, performance-based incentive pay on top of base salary with rates that vary by revenue attainment (subject to Cisco’s policies/plan)
- Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time
Company Overview
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