Description
As the world undergoes rapid digital transformation, Cisco empowers organisations to solve their most critical challenges and seize new opportunities. Our Scottish Public Sector team sits at the heart of connecting and protecting the digital infrastructure that Scottish communities, healthcare professionals, and emergency frontline services rely upon daily.
In this role, you will represent Cisco across an essential portfolio of Scottish Public Sector accounts spanning Healthcare, Blue Light, Criminal Justice, and Transport. As an Account Executive – Portfolio for Public Sector Scotland, you will be the principal commercial strategist and customer champion driving Cisco's full-portfolio sales strategy across high-profile Scottish public bodies. You will lead and develop key client relationships to expand Cisco's presence, deliver profitable growth, and transition traditional hardware infrastructure into modern, software-led recurring revenue agreements.
Your Impact
With a strong 'hunter mentality' paired with consultative stakeholder engagement, you will uncover strategic programmes, engage executive leadership, and articulate a compelling 'One Cisco' architectural vision aligned with national digital strategies, clinical safety, public protection, and operational resilience.
Responsibilities
- Strategic Account & Territory Planning: Formulate, implement, and execute comprehensive multi-year territory and account plans across designated Scottish Public Sector accounts to achieve and exceed sales targets.
- CxO & Senior Stakeholder Engagement: Establish and sustain trusted advisor partnerships with C-level executives and operational leaders, translating complex technical architectures into measurable public value, clinical outcomes, and citizen safety.
- Full-Portfolio Solution Orchestration: Position Cisco's end-to-end architectures into cohesive digital transformation roadmaps.
- Complex Deal & Enterprise Agreement Leadership: Orchestrate and close multi-million-pound complex commercial transactions, positioning Cisco Enterprise Agreements, software subscriptions, and outcome-based consumption models.
- Partner Ecosystem Co-Selling: Work in close lockstep with Cisco's premier UK and Scottish channel partners to build joint go-to-market initiatives, identify whitespace, and accelerate deal velocity.
- Matrixed Virtual Team Leadership: Mobilise and lead extended virtual teams to ensure seamless deal execution and customer value realisation.
- Sales Hygiene & Operational Excellence: Execute rigorous sales qualification methodologies and maintain high forecast predictability.
Minimum Qualifications
- 5+ Years Enterprise Technology Sales Experience: Proven track record of success in direct field sales, quota-carrying account management, and exceeding revenue targets in enterprise technology, software, cloud, or infrastructure solutions.
- Complex Deal Orchestration: Demonstrated experience leading end-to-end deal cycles of high complexity, navigating multi-layered stakeholder environments, governance stages, and commercial contract negotiations.
- Executive Relationship Building (CxO): Proven ability to prospect, engage, and build sustained relationships with C-suite leaders and senior executives.
- Strategic Territory & Account Planning: Demonstrated experience building structured account development strategies, whitespace identification, and multi-quarter pipeline generation.
- Virtual Team Leadership: Track record of leading and orchestrating matrixed cross-functional teams in complex sales pursuits.
- Sales Methodology & Pipeline Rigour: Strong discipline in enterprise sales methodologies and CRM systems.
- Location & Mobility: Based in Scotland (or within commutable territory) with the ability to travel across Scotland for customer meetings and industry engagements.
Preferred Qualifications
- Public Sector Market Experience: Experience selling into the UK Public Sector, including familiarity with Scottish public procurement frameworks and governance.
- Broad Architecture & Technology Acumen: Working knowledge of Cisco's core architecture domains or equivalent enterprise infrastructure and SaaS platforms.
- Enterprise Agreement (EA) Expertise: Familiarity with structuring multi-year Enterprise Agreements, software licensing models, and as-a-service consumption frameworks.
- Partner Co-Selling Track Record: Proven success collaborating with UK/Scottish channel partners in joint customer engagements.
- Consultative & Storytelling Skills: Exceptional communication, executive presentation, and storytelling capabilities.