Account Executive - Portfolio

Cisco•Seattle, WA

22h•Hybrid

About The Position

This Account Executive role involves managing a defined set of accounts, acting as the primary influencer in purchasing decisions. The position focuses on building strong, long-term customer relationships, understanding business goals, and identifying opportunities for upsell/cross-sell solutions. The Account Executive serves as an Account Orchestrator, aligning solutions with customer needs to drive sustainable cross-portfolio growth through coordination and competitive deal packing. This includes maintaining a comprehensive understanding of Cisco’s full product portfolio, with a deep focus on core networking technologies like switching, wireless, and routing, and engaging specialist teams when technical expertise is required. Key responsibilities include building the sales funnel, prospecting opportunities, driving sales to achieve revenue goals, analyzing data for forecasts, and staying informed about industry trends and competitive landscapes. The role also involves orchestrating complex deal cycles, engaging with C-suite executives, anticipating customer needs, leveraging competitive data, leading executive-level engagements, facilitating long-term partnerships, and leading negotiations. Additionally, the Account Executive reviews and aligns customer needs for account plans, drives account planning, demonstrates deep technical comprehension, integrates CRM data with business intelligence tools, and collaborates with various internal teams to enhance workflows and champion GTM-wide collaboration.

Requirements

Bachelors + 8 years of related experience, or
Masters + 6 years of related experience, or
PhD + 3 years of related experience

Responsibilities

Manages a defined set of accounts serving as the primary influencer in purchasing decisions.
Builds and sustains strong, long-term relationships with customers.
Collaborates 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.
Serves as the Account Orchestrator, aligning and integrating solutions with customer needs, driving sustainable cross-portfolio growth through coordination and competitive deal packing.
Maintains a comprehensive understanding of Cisco’s full product portfolio to articulate Cisco's overall product strategy and how it is differentiated in the market in response to customer outcomes.
Has a deep focus on core networking technologies including switching, wireless, and routing.
Engages specialist teams to enhance the sales process, particularly in areas where deep technical expertise is required.
Builds the sales funnel through good opportunity prospecting and drives opportunities through to sales completion to achieve revenue goals.
Analyses data and creates forecasts to set weekly, monthly, and quarterly sales commitments.
Stays informed about industry trends, market dynamics, and competitive landscapes.
Orchestrates multi-faceted, highly complex deal cycles, often involving multiple stakeholders and departments.
Prospects new deals and develops portfolio within accounts, especially on Cisco’s largest accounts and with C-suite, buyers, executives at all levels.
Anticipates evolving customer needs, leveraging specialized knowledge of customer business models, industry trends, and economic drivers.
Leverages competitive and customer data to position Cisco solutions that addresses customer challenges and creates stickiness with the customer.
Identifies and interprets shifts in the competitive landscape (including competitor insights) to provide strategic recommendations to internal and external stakeholders.
Leads executive-level engagements by championing innovative, customer-first strategies that drive business transformation and long-term value.
Facilitates and secures long-term partnerships, expertly navigating commercial, legal, and technical requirements ensuring alignment between customer goals and Cisco’s strategic vision.
Leads negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements.
Reviews, prioritizes, and aligns customer needs and business/portfolio strategy for account plans.
Drives account planning and leverages extended team resources and key partners to identify new consumption options across multiple architectures.
Demonstrates deep technical comprehension of technical solutions and their long-term value/ROI in customer context.
Integrates CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization.
Partners with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement.
Champions GTM-wide collaboration that influences Cisco and customer organizations.

Benefits

Medical insurance
Dental insurance
Vision insurance
401(k) plan with a Cisco matching contribution
Paid parental leave
Short and long-term disability coverage
Basic life insurance
Grants of Cisco restricted stock units
10 paid holidays per full calendar year
1 floating holiday for non-exempt employees
1 paid day off for employee’s birthday
Paid year-end holiday shutdown
4 paid days off for personal wellness determined by Cisco
16 days of paid vacation time per full calendar year for non-exempt employees (accrued at rate of 4.92 hours per pay period for full-time employees)
Flexible vacation time off program for exempt employees (no defined limit on how much vacation time eligible employees may use)
80 hours of sick time off provided on hire date and each January 1st thereafter
Up to 80 hours of unused sick time carried forward from one calendar year to the next
Additional paid time away may be requested to deal with critical or emergency issues for family members
Optional 10 paid days per full calendar year to volunteer
Annual bonuses (for non-sales roles)
Performance-based incentive pay on top of base salary (for sales plans, split between quota and non-quota components)