Description
You will manage large segment accounts globally, serving as the primary influencer in purchasing decisions. Your goal is to build and sustain strong, long-term relationships with clients.
You will collaborate 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.
As the Account Orchestrator, you will align and integrate solutions with customer needs, driving sustainable cross-portfolio growth through coordination and competitive deal packing.
Key responsibilities include:
- Building the sales funnel through good opportunity prospecting and driving opportunities through to sales completion to achieve revenue goals
- Analyzing data and creating forecasts to set weekly, monthly, and quarterly sales commitments
- Staying informed about industry trends, market dynamics, and competitive landscapes
- Leading complex deal cycles with substantial business contributions
- Partnering with other global account executives to support range of solutions for large, significant global accounts
- Prospecting new deals and continuing to develop portfolio within accounts
- Focusing on a range of solutions within Cisco's Products and Services
- Integrating multiple dynamic inputs to maintain thorough knowledge of current customers and prospects
- Identifying customer key decision makers and reflecting an understanding of their country/region needs, requirements, and regulations in developing account plans
- Regularly analyzing and utilizing market trends and competitive insights to modify/customize standard protocols for delivery of compelling demos and other customer-facing materials
- Elevating customer conversations with value-added insights, competitive analysis, and transformative solutions that drive measurable outcomes
- Collaborating with stakeholders, applying understanding of cultural nuances, and adapting behavior and sales approach to achieve account objectives/outcomes
- Negotiating utilizing a consultative approach, customizing terms, and effectively addressing customer objections
- Designing and presenting a customer-first strategy, ensuring account plans are informed by and aligned with portfolio plans
- Leading the account planning process and strategically engaging partners/key stakeholders and driving expansion strategies
- Analyzing CRM data, sales performance reports, and workflow trends and co-creating enhancement plans
- Partnering with RevOps, finance, procurement, and IT teams to implement enhancement plans, refine sales workflows, and reduce bottlenecks
- Championing cross-architecture collaboration to solve complex customer challenges
Minimum Qualifications: Bachelors + 7 years of related experience, or Masters + 4 years of related experience, or PhD + 1 year of related experience
Preferred Qualifications: Varies based on the team and business needs