Description
We are seeking an Account Executive - Services & Software Buying Programs to join our team in Canberra, Australia. As an Account Executive, you will create and manage opportunities across a large mix of accounts, driving premium new and renew upsell annual business. You will build and sustain strong, long-term relationships with customers and collaborate with them to deeply understand and align their business goals, financial needs, and long-term objectives to compelling offerings that drive incremental value for the customer and growth for Cisco.
Responsibilities:
- Develops and manages strategies for highly complex, multi-faceted deals, mentoring junior team members on managing complex negotiations and account strategies
- Manages a strategic territory, cultivating deep relationships with key customers and influencing account growth and retention strategies through consultative selling and experience in enterprise solutions
- Tailors market entry strategies to activate Champions, reflect buyer’s Decision Criteria, and anticipate the expectations of the Economic Buyer to pipeline high-impact opportunities that advance revenue growth and service integration
- Guides teams in engaging Economic Buyers and Champions, and navigating the Paper Process by leveraging advanced analytics and cross-functional collaboration to convert insights into enterprise-scale opportunities
- Locks market preference by tying Cisco’s portfolio to enterprise-wide Decision Criteria
- Develops comprehensive discovery frameworks and facilitates strategic conversations, extracting detailed insights into complex customer environments and business objectives, enabling tailored solutions
- Serve as a trusted advisor in multi-architecture deal construction, leveraging deep portfolio knowledge to design tailored solutions that address strategic customer needs and reinforce long-term partnerships
- Develops strategies for integrating advanced analytics into customer interactions, ensuring insights are actionable and aligned with strategic objectives
- Coordinates with service delivery teams to ensure customer expectations are understood and met, using data insights to monitor alignment
- Designs strategic, customer-first solutions using comprehensive insights, guiding the sales team to align offerings closely with customer goals and expand account through lifecycle selling
- Creates strategies grounded in the E2E selling methodology to elevate team knowledge, boost effectiveness, and deliver greater customer value and impact
- Leads and supports the extended sales team, educating account managers and sales specialists on the value of enterprise agreements, software consumption models, and services
- Develops strategies to optimize sales processes, aligning with customer needs and organizational goals through precise forecasting
- Develops strategies to enhance executive presence across teams, ensuring interactions are conducted with clarity and vision
- Outstanding relationships with C-levels within customer account, and the ability to strongly influence account managers, specialists, and channels, with consistent display of technical knowledge
Minimum Qualifications:
- Tertiary qualifications + 8 years related experience
- Ability to get Security Clearance (Australian Citizenship required)