Account Executive - Services - SLED (PNW)

Cisco•Seattle, WA

9d•Remote

About The Position

Join a dynamic sales team that serves as the chief customer outcomes and services strategist, leading the overall services strategy and supporting teams, while driving incremental services growth through close coordination with the Account Team, developing the opportunity and driving it to closure to grow our Recurring Revenue business. You will ensure our customers have the best support coverage and professional services aligned to the customers expected outcomes. Engages specialist teams to enhance the sales process and ensures effective partnership with Customer Success to enhance services adoption. Identifies and manages opportunities across a large mix of accounts to expand coverage and impact of services across new and existing customers/markets, leveraging customer and data insights to enhance service adoption. Builds and sustains strong, long-term relationships with customers. Collaborates with customers to create demand for new services aligned to customer’s desired outcomes and business needs, upsells/cross-sells additional solutions during new and renew pursuits. Conducts data analysis to uncover new opportunities, understand buying propensity, service availability, and potential for unattached products. Utilizes data to show customers need, implicate pain, and derive forecasts, setting weekly, monthly, and quarterly sales commitments. Stays informed about industry trends, market dynamics, and competitive landscapes. Aligned to accounts, territories and/or segments. Focus on New and Renew Upsell of Premium Services, inserting them into a Buying Program, and including Point of Sale and Uncovered Product Attach. High engagement and cross functional collaboration with the Account Team, CX product management, renewals, global services sales, and other functions (architectures, portfolio AE, etc.).

Requirements

5+ years managing end-to-end deal cycles of moderate to high complexity independently.
5+ years of experience developing and executing account plans for Enterprise Accounts, including identification of business priorities, buying centers, whitespace, competitive landscape, and expansion opportunities.
Previous experience partnering with Sales Engineers, Customer Success, Marketing, Partners/Alliances, Professional Services, and executive leadership to advance complex opportunities.
5+ years of experience maintaining CRM opportunity data, next steps, close dates, deal values, stage progression, and forecast categories.

Nice To Haves

Ability to forecast quarterly revenue within an established sales methodology and cadence, including clear identification of risks, dependencies, and required actions.
Experience meeting sales targets across new business and existing customers within an assigned territory.
Tailors engagement strategies to activate Champions, reflect buyer’s Decision Criteria, and anticipate the expectations of the Economic Buyer.
Locks preference by tying Cisco’s portfolio to enterprise-wide Decision Criteria.
Influences discovery strategies, championing innovative approaches that help unlock customer value through services.
Co-develops initiatives to ensure Cisco’s consistent alignment with customer expectations, services standards and communication protocols.
Advances insight-driven strategies that strengthen engagement and accelerate service uptake.
Develops strategies to enhance communication and accountability across teams, maintaining focus on customer satisfaction.
Directs initiatives to adapt future focused service offerings to better meet evolving customer objectives 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.
Develops strategies for fostering collaboration across the organization, ensuring integrated efforts aligned with required customer intimacy.
Designs methodologies that enable future process optimization and strengthen forecasting precision.
Develops initiatives to cultivate gravitas in customer engagements, ensuring teams communicate with clarity, credibility and strategic alignment.

Responsibilities

Ensure customers have the best support coverage and professional services aligned to their expected outcomes.
Engage specialist teams to enhance the sales process and ensure effective partnership with Customer Success to enhance services adoption.
Identify and manage opportunities across a large mix of accounts to expand coverage and impact of services across new and existing customers/markets, leveraging customer and data insights to enhance service adoption.
Build and sustain strong, long-term relationships with customers.
Collaborate with customers to create demand for new services aligned to customer’s desired outcomes and business needs, upsell/cross-sell additional solutions during new and renew pursuits.
Conduct data analysis to uncover new opportunities, understand buying propensity, service availability, and potential for unattached products.
Utilize data to show customers need, implicate pain, and derive forecasts, setting weekly, monthly, and quarterly sales commitments.
Stay informed about industry trends, market dynamics, and competitive landscapes.
Focus on New and Renew Upsell of Premium Services, inserting them into a Buying Program, and including Point of Sale and Uncovered Product Attach.
Engage in high engagement and cross-functional collaboration with the Account Team, CX product management, renewals, global services sales, and other functions (architectures, portfolio AE, etc.).
Manage end-to-end deal cycles of moderate to high complexity independently.
Develop and execute account plans for Enterprise Accounts, including identification of business priorities, buying centers, whitespace, competitive landscape, and expansion opportunities.
Partner with Sales Engineers, Customer Success, Marketing, Partners/Alliances, Professional Services, and executive leadership to advance complex opportunities.
Maintain CRM opportunity data, next steps, close dates, deal values, stage progression, and forecast categories.
Forecast quarterly revenue within an established sales methodology and cadence, including clear identification of risks, dependencies, and required actions.
Meet sales targets across new business and existing customers within an assigned territory.
Tailor engagement strategies to activate Champions, reflect buyer’s Decision Criteria, and anticipate the expectations of the Economic Buyer.
Lock preference by tying Cisco’s portfolio to enterprise-wide Decision Criteria.
Influence discovery strategies, championing innovative approaches that help unlock customer value through services.
Co-develop initiatives to ensure Cisco’s consistent alignment with customer expectations, services standards and communication protocols.
Advance insight-driven strategies that strengthen engagement and accelerate service uptake.
Develop strategies to enhance communication and accountability across teams, maintaining focus on customer satisfaction.
Direct initiatives to adapt future focused service offerings to better meet evolving customer objectives and expand account through lifecycle selling.
Create strategies grounded in the E2E selling methodology to elevate team knowledge, boost effectiveness, and deliver greater customer value and impact.
Develop strategies for fostering collaboration across the organization, ensuring integrated efforts aligned with required customer intimacy.
Design methodologies that enable future process optimization and strengthen forecasting precision.
Develop initiatives to cultivate gravitas in customer engagements, ensuring teams communicate with clarity, credibility and strategic alignment.

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
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
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 (exempt employees)
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
performance-based incentive pay on top of their base salary
sales target incentive compensation