Account Executive – Services
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Job Description
Cisco Account Executive hunting and closing premium services deals for enterprise customers. Managing strategic accounts, negotiations, forecasts, and cross-functional delivery.
Responsibilities:
- Hunt and close deals involving Cisco premium services for top Enterprise customers
- Manage services accounts and relationships with internal and external stakeholders
- Work with account management, specialist sales, and delivery teams to ensure successful customer outcomes
- Meet customers and partners in person and build relationships from individual contributors to C-suite executives
- Plan and prioritize sales activities and customer interactions
- Execute sales strategies to exceed quota targets
- Coordinate Cisco internal teams to deliver comprehensive service sales solutions
- Sell current and new Cisco service offerings
- Respond to sales inquiries and present at customer, partner, briefing, and internal stakeholder meetings
- Navigate procurement processes
- Negotiate, manage, and defend service pricing and margins
- Qualify opportunities and use extended services resources throughout the sales cycle
- Create and manage account plans using renewals, new products, upgrades, and end-of-support data
- Develop profitable customer relationships through ethical sales methods
- Maintain forecast excellence and submit forecasts regularly
- Develop transformational service-led deals aligned with customer business objectives
- Take a consultative approach to solution selling
- Articulate the relationship between services and architecture
- Manage stakeholder approvals in a matrix organization
- Build commercial agreements with appropriate responsibilities and assumptions
- Plan and execute long-term sales strategies
Requirements:
- BA degree required; MBA or graduate degree preferred
- 5+ years of industry experience
- Proven sales track record of closing business and exceeding targets
- Knowledge of sales growth, market drivers, customer business drivers, and strategic account planning
- Ability to build a 3x or better sales pipeline
- Ability to collaborate with customers, channel partners, and account team members
- Ability to support customers and resolve difficult issues professionally
- Ability to lead negotiations using legitimate data and objective criteria
- CXO-level customer relevance and executive presence
- Ability to identify business opportunities and connect solutions to business needs
- Creative, analytical, and sound judgment in addressing sales challenges
- Ability to regularly meet customers and partners in person
- Ability to operate effectively within a matrix organization
- Contract experience for developing commercial agreements
- Ability to tailor language and communication style to customer and team cultures
Benefits:
- 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
- Potential Cisco restricted stock unit grants, vesting following continued employment
- 10 paid holidays per full calendar year
- 1 floating holiday for non-exempt employees
- Paid birthday day off
- Paid year-end holiday shutdown
- 4 paid personal wellness days
- 16 days of paid vacation per full calendar year for non-exempt employees
- Flexible vacation time off program with no defined limit for eligible exempt employees
- 80 hours of sick time provided on hire date and each January 1st thereafter
- Up to 80 hours of unused sick time carried forward annually
- Additional paid time away for critical or emergency family issues
- Optional 10 paid volunteer days per full calendar year
- Performance-based incentive pay for sales employees
- No cap on incentive compensation once performance exceeds 100% attainment
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