Account Executive - Portfolio

Cisco•San Diego, CA

2d•$269,300 - $360,800•Remote

About The Position

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. Typically serves multiple domains or product areas across a portfolio or set of accounts. 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 to enhance the sales process. Engages 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. Ensures funnel is accurately represented in Cisco's CRM tools. Analyses data and creates forecasts to set weekly, monthly, and quarterly sales commitments. Stays informed about industry trends, market dynamics, and competitive landscapes.

Requirements

Bachelors + 8 years of related experience, or
Masters + 6 years of related experience, or
PhD + 3 years of related experience
Generalist, with knowledge of the full product portfolio but with expertise in the core secure networking portfolio including switching, wireless, routing and firewall.
Primary influencer and account owner, except if the customer relationship is held by a CE/CD.
All deal stages. Spends most of the time between prospect/qualification and proposal of the deal.
Medium Sales complexity. Average length of deal is 3-6 months but can be as long as 12-18 months in more complex accounts/opportunities.
Variable deal size, can be between $50K to $750K (over $1M for SP)

Nice To Haves

Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications.

Responsibilities

Orchestrates multi-faceted, highly complex deal cycles, often involving multiple stakeholders and departments; with significant and impactful revenue growth and business contributions.
Typically prospects new deals and develops portfolio within accounts.
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, 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, plus 1 floating holiday for non-exempt employees
1 paid day off for employee’s birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco
16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees (Non-exempt employees)
flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations) (Exempt employees)
80 hours of sick time off provided on hire date and each January 1st thereafter, and 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 subject to Cisco’s policies (For non-sales roles)
performance-based incentive pay on top of their base salary, which is split between quota and non-quota components, subject to the applicable Cisco plan (Employees on sales plans)