Account Executive - Services
About The Position
Serves as the chief customer outcomes and services strategist, leading the overall services strategy and supporting teams. Drives incremental services growth through close coordination with the Account Team, developing the opportunity and driving it to closure to grow our Recurring Revenue business. Ensures 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 handles opportunities across a large mix of accounts to expand coverage and impact of services across new and existing customers/markets, employing 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.
Requirements
- Ability to travel to customer sites weekly for in person meetings
- Bachelor's degree or equivalnet work experience
- 5 + years in a customer facing sales role
- Ability to act as a trusted advisor and cultivate long-term relationships with key decision-makers.
Nice To Haves
- Previous technical sales experience
- Cisco product knowledge or certifications
- Strong negotiation skills with peers, partners, and customers using a Win/Win philosophy.
- Startup perspective with a growth mentality and the ability to thrive in ambiguous environments.
Responsibilities
- Develops and handles strategies for highly complex, multidimensional deals and leads complex negotiations
- Champions service sales for a strategic Region or set of accounts, cultivating deep relationships with key customers, and influencing account growth and the customer lifecycle
- Tailors engagement strategies to activate Champions, reflect buyer’s Decision Criteria, and anticipate the expectations of the Economic Buyer
- Guides teams in engaging C-suite Economic Buyers, activating cross-business Champions, and being responsible for the Paper Process
- 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
- 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.
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, 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)
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
Associate degree
