Manages large segment accounts that are global in nature, serving as the primary influencer in purchasing decisions. Builds and sustains strong, long-term relationships with clients. Collaborates with customers to understand their business goals, identify opportunities for upsell/cross-sell additional solutions and create demand based on what's possible in customer roadmaps. Serves as the Account Orchestrator, aligning and integrating solutions with customer needs, driving sustainable cross-portfolio growth through coordination and competitive deal packing. Maintains a comprehensive understanding of Cisco’s full product portfolio. Has a deep focus on core networking technologies including switching, wireless, and routing. Engages specialist teams to enhance the sales process, particularly in areas where deep technical expertise is required. Builds the sales funnel through good opportunity prospecting and drives opportunities through to sales completion to achieve revenue goals. Analyzes data and creates forecasts to set weekly, monthly, and quarterly sales commitments. Stays informed about industry trends, market dynamics, and competitive landscapes.
- Specialization and Focus - Focused on Global accounts with the ability to deploy major opportunities in multiple locations; with expertise in the core network portfolio including switching, wireless, and routing
- Customer Engagement and Accountability - Responsible for driving/adopting the global strategy and executing across the multiple geographies
- The Internal Sales Process - Works with the HQ and regional account team across the globe
- Success Measures - Bookings Growth
What You'll Do:
- Manages end-to-end deal cycles of moderate to high complexity within global accounts independently; partners with other global account executives as required
- Prospects new deals, develops accounts, and expands existing relationships:
- Focuses on an established set of solutions within Cisco’s Products and Services* • With senior level management to C-suite leaders across multiple geographies
- Provides insight/feedback into dynamic data sources to ensure high-value prospecting, strategic outreach, and a strong forecast and pipeline
- Develops in-depth understanding of customer product(s), local customer needs, industry challenges, requirements and regulations to propose and align Cisco’s solutions with decision-makers; researches other relevant solutions as required
- Leverages market insights, emerging technologies, and competitive analysis in customer-facing materials, demos etc.
- Uses broad and targeted discovery to uncover nuanced customer needs, and integrate local regulatory considerations
- Builds trust with customers by actively listening, providing relevant insights and consideration to cultural nuances, and strengthening relationships with key organizational influencers
- Independently negotiates standard deals by articulating compelling value propositions, addressing customer priorities, and ensuring follow-through on commitments that balance customer needs with Cisco's profitability
- Manages the account planning process with own team; works with SE and others to develop prospect proposal or customer/account plans
- Engages with sales operations and finance teams to resolve deal-processing roadblocks before they impact revenue timelines
Skills/Qualifications:
- A minimum of 5 years successful sales experience managing a large strategic account, building and developing sales relationships to a CXO level in a growing business environment such as Cisco or in a previous technology sales organization that included account managers and systems engineers.
- A strong track record in sales.
- Demonstrate the necessary skills to negotiate issues with peers, partners and customers using a Win/Win philosophy. Position "end to end" solutions and articulate Cisco strategies to senior customer executives.
- Prefer a bachelors or master s degree or equivalent with a strong technical and business knowledge with complimentary skills to understand the customer’s business drivers and align to Cisco solutions
At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.
Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.
We are Cisco, and our power starts with you.
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