Account Executive, Services and Buying Programs

Job Description

What you will do

As an Account Executive - Services and Software Sales, you will be hunting and closing deals that encompass all the premium services and software buying programs Cisco has to offer at Cisco’s top Enterprise customers.

Responsibilities:

• Customer Engagement & Relationship Management: Build and maintain relationships with customers and partners, from individual contributors to C-suite executives, through regular meetings and ethical sales methods.
• Sales Strategy & Planning: Plan and prioritize sales activities to achieve business objectives, exceed quota targets, and develop long-term sales strategies.
• Cross-functional Coordination & Resource Utilization: Lead and coordinate with internal teams to deliver comprehensive services and software sales solutions and utilize extended services and software team resources throughout the sales cycle.
• Solution & Consultative Selling: Sell solutions centered around Cisco’s service offerings and buying program options, using a consultative approach to address unique business problems and strategic objectives.
• Negotiation & Procurement: Navigate procurement processes, negotiate service pricing, and manage margins to align with customer needs and Cisco's terms.
• Presentations & Communication: Attend and present at meetings, liaise internally and externally, and tailor communication to diverse cultures for effective stakeholder management and business development.
• Process Adherence & Forecast Management: Follow standardized sales processes, manage forecasts with regular submissions, and ensure timely responses to sales inquiries
  
  

Who You'll Work With

This position centers around services and software account management and requires relationships with a diverse group of internal and external constituents to see opportunities and ensure deals are completed accurately and in a timely manner. You will work with skilled account management and other specialist sales teams, as well as delivery teams responsible for the successful customer outcomes.

Who You Are

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.
• You are familiar with CPQ and EAMP tools for service and software quoting.
  
  

Our minimum requirements for this role:

• BA degree - MBA or graduate degree preferred
• 5 years of experience in the tech sales space
• Proven sales track record of closing business and exceeding targets
  
  

Why Cisco

#WeAreCisco where every individual brings their unique skills and perspectives together to pursue our purpose of powering an inclusive future for all.

Our passion is connection—we celebrate our employees’ diverse set of backgrounds and focus on unlocking potential. Cisconians often experience one company, many careers where learning and development are encouraged and supported at every stage. Our technology, tools, and culture pioneered hybrid work trends, allowing all to not only give their best, but be their best.

We understand our outstanding opportunity to bring communities together and at the heart of that is our people. One-third of Cisconians collaborate in our 30 employee resource organizations, called Inclusive Communities, to connect, foster belonging, learn to be informed allies, and make a difference. Dedicated paid time off to volunteer—80 hours each year—allows us to give back to causes we are passionate about, and nearly 86% do!

Our purpose, driven by our people, is what makes us the worldwide leader in technology that powers the internet. Helping our customers reimagine their applications, secure their enterprise, transform their infrastructure, and meet their sustainability goals is what we do best. We ensure that every step we take is a step towards a more inclusive future for all. Take your next step and be you, with us!