Description
As an Account Executive - Services at Cisco, you will manage large segment accounts globally, serving as the primary influencer in purchasing decisions.
You will build and sustain strong, long-term relationships with clients, 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.
Your responsibilities will include:
- Developing and managing strategies for highly complex, multi-faceted deals and leading complex negotiations
- Championing service sales for a strategic Region or set of accounts, cultivating deep relationships with key customers, and influencing account growth and the customer lifecycle
- Tailoring engagement strategies to activate Champions, reflect buyer's Decision Criteria, and anticipate the expectations of the Economic Buyer
- Guiding teams in engaging C-suite Economic Buyers, activating cross-business Champions, and owning the Paper Process
- Locking preference by tying Cisco's portfolio to enterprise-wide Decision Criteria
- Influencing discovery strategies, championing innovative approaches that help unlock customer value through services
- Co-developing initiatives to ensure Cisco's consistent alignment with customer expectations, services standards, and communication protocols
- Advancing insight-driven strategies that strengthen engagement and accelerate service uptake
- Developing strategies to enhance communication and accountability across teams, maintaining focus on customer satisfaction
- Directing initiatives to adapt future-focused service offerings to better meet evolving customer objectives and expand account through lifecycle selling
- Creating strategies grounded in the E2E selling methodology to elevate team knowledge, boost effectiveness, and deliver greater customer value and impact
- Developing strategies for fostering collaboration across the organization, ensuring integrated efforts aligned with required customer intimacy
- Designing methodologies that enable future process optimization and strengthen forecasting precision
- Developing initiatives to nurture gravitas in customer engagements, ensuring teams communicate with clarity, credibility, and strategic alignment
- Building outstanding relationships with C-levels within customer accounts, and the ability to strongly influence account managers, specialists, and channels, with consistent display of technical knowledge
Requirements:
- Bachelor's or Master's degree or equivalent with a strong technical and business knowledge
- 10 years of successful sales experience managing large strategic accounts, building and developing sales relationships to a CXO level in a growing business environment
- A strong track record in sales
- Demonstrate the necessary skills to negotiate issues with peers, partners, and customers using a Win/Win philosophy
Preferred Qualifications:
- Solid understanding of IT Service Management and the ability to map differentiated Cisco Services into existing or IT Service landscapes
- Knowledge of Cisco services offerings, software portfolio, data & analytics, security, and industry trends