Account Executive - Portfolio

Cisco•Washington, DC

3d•$230,100 - $365,000•Hybrid

About The Position

The successful candidate will be an experienced Account Executive dedicated to managing the 63 Federal customers in the Independent Agency territory. This territory is a significant part of the business, averaging over $20M annually. Growth strategies will focus on enterprise agreements, infrastructure consolidation and modernization, automation and operational efficiency, flexible payment plans, competitive displacement, and market share gain. The role involves collaborating with customers to understand their business goals, identifying upsell/cross-sell opportunities, and creating demand based on their roadmaps. The Account Executive will act as an Account Orchestrator, aligning solutions with customer needs and driving sustainable cross-portfolio growth. A comprehensive understanding of Cisco’s full product portfolio and its market differentiation is essential, with a deep focus on core secure networking technologies like switching, wireless, and routing. Engagement with Portfolio Solution Engineers and specialist teams will be crucial for non-core secure networking areas requiring deep competitive positioning and technical expertise. The role also includes building the sales funnel through prospecting, driving opportunities to completion to meet revenue goals and maintain account retention, and analyzing data to create forecasts and sales commitments. Staying informed about industry trends, market dynamics, and the competitive landscape is also a key responsibility.

Requirements

3+ years of federal sales experience.
Proven experience with federal procurement processes
BS/BA or equivalent experience.

Nice To Haves

Proven ability to manage and expand complex customer relationships while uncovering new business areas.
Demonstrated success in leveraging channel partner relationships, with the ability to motivate high levels of partner engagement, accountability and establishing a feedback loop.

Responsibilities

Collaborates with customers to understand their business goals, find 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 secure networking technologies including switching, wireless, and routing.
Engages Portfolio Solution Engineers, specialist teams, particularly in non-core secure networking areas, where deep competitive positioning and technical expertise is required.
Builds the sales funnel through good opportunity prospecting and drives opportunities through to sales completion to achieve revenue goals and maintain account retention.
Analyses data and creates forecasts to set weekly, monthly, and quarterly sales commitments.
Stays informed about industry trends, market dynamics, and competitive landscape.
Leads complex deal cycles with substantial business contributions.
Typically prospects new deals and develops portfolio within accounts with significant territory size, and customers in high segmentation tiers (e.g., High touch and focus accounts).
Integrates multiple dynamic inputs (e.g., customer feedback, product dependencies, product performance) to maintain thorough knowledge of current customers and prospects.
Regularly applies and leverages market trends and competitive insights to develop and deliver compelling demos and other customer-facing materials.
Elevates customer conversations with valuable insights, competitive analysis, and transformative solutions that drive measurable outcomes.
Acts as a strategic advisor to executive-level, high-value leaders (IT and CXOs) influencing key business decisions.
Designs and presents a customer-first strategy, ensures account plans are informed by and aligned with portfolio plans.
Analyzes CRM data, sales performance reports, and workflow trends and co-creates enhancement plans.
Partners with RevOps, finance, procurement and IT teams to implement enhancement plans, refine sales workflows and reduce bottlenecks.
Champions cross-architecture collaboration to solve complex customer challenges.

Benefits

medical, dental and vision insurance
a 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
16 days of paid vacation time per full calendar year (non-exempt)
flexible vacation time off program (exempt)
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 their base salary (for sales roles)