Description
We are looking for an Account Manager to manage a dedicated portfolio of mid-market accounts, focusing on in-depth account development and end-to-end pipeline progression.
The role balances high-touch direct customer engagement with partner-driven coverage to fully penetrate assigned accounts. As the core account orchestrator and key decision-influencing point of contact, you will build and maintain long-term, trusted customer relationships.
You will collaborate closely with the partner ecosystem, driving partner accountability and empowering channel partners to manage, progress and close pipeline opportunities, maximizing overall account coverage and deal execution.
Responsibilities
- Manage end-to-end sales opportunities together with channel partners across mid-market account portfolios, building, progressing, and closing qualified pipeline to drive consistent revenue delivery.
- Cultivate strong working relationships with internal pod iAE teams and external channel partners to enable seamless account coverage and opportunity execution.
- Support cross-architecture opportunity qualification and targets high-potential accounts collaboratively with pod teams, leveraging RAD data, inbound leads, and AI-driven customer intent insights to prioritize sales activities.
- Research customer organizational structures, business models, industry challenges, and existing IT environments to build structured customer profiles and proactively identify unmet needs.
- Apply market intelligence and competitive analysis to guide partners on Cisco solution positioning, initiate customer discovery conversations, and accelerate opportunity generation.
- Independently lead customer discovery sessions to capture both explicit and latent business requirements, laying a solid foundation for multi-product solution design.
- Equip partners with targeted marketing resources, industry insights, and data-driven recommendations to support customer outreach and engagement.
- Develop preliminary business cases by combining partner capabilities and customer ROI benefits to strengthen solution persuasiveness.
- Leverage comprehensive Cisco portfolio knowledge to design and present integrated, cross-architecture solutions (e.g., Networking, Collaboration, and Security) and deliver fit-for-purpose networking recommendations based on customer scenarios.
- Articulate Cisco networking value propositions through standardized sales methodologies, while validating solution technical feasibility, licensing compliance, and scalability before external presentation.
- Maintain accurate and real-time CRM pipeline management, including deal stage updates, sales forecasting, and key customer interaction records.
- Streamline internal finance and procurement approval workflows to drive smooth deal contracting and minimize deal delays.
- Build professional credibility with partners and internal teams through active participation in key business discussions and cross-team collaboration. Share experience and provide peer guidance to foster team effectiveness and knowledge sharing.
Requirements
- Minimum 8-10 years of B2B selling experience.
- Proven achievement of at least 100% quota attainment & YoY growth.
- Ability to manage a portfolio of at least 50 active accounts.
- Fluency in English is required.
Preferred Qualifications
- Experience managing the full sales cycle.
- Passion for sales and building positive relationships.
- Strong business sense and ability to effectively communicate the value proposition to the customer base.
- Ability to engage in active listening to identify customer challenges - both current and future - and propose solutions to improve their process.
- Data-driven decision-making skills for pipeline analysis and accurate sales forecasting.
- Strong relationship management skills to build trust and get results with partners and customers.
- Flexible and resilient problem solver that thrives in a team environment and enjoys sharing new insights and innovations.
- Experience using digital selling tools such as Salesforce.