Account Executive - Services

Cisco•Dallas, NE

3d•Remote

About The Position

The Account Executive - Services Sales is responsible for identifying, pursuing, and closing deals for Cisco premium services with top Enterprise customers. The role centers on services account management and requires building relationships with a diverse group of internal and external stakeholders to identify opportunities and ensure deals are completed accurately and on time. The Account Executive works with account management, specialist sales, and delivery teams to support successful customer outcomes. The position involves developing customer relationships, planning and executing sales strategies, achieving quota, coordinating cross-functional resources, selling Cisco service offerings, managing forecasts and negotiations, and creating long-term account plans. The role is remote, with an ideal candidate located in the Detroit Metro, Dallas/Fort Worth, or New York Metro area. Regular in-person customer and partner meetings are expected.

Requirements

Bachelor of Arts degree.
At least 5 years of industry experience.
Proven sales track record of closing business and exceeding targets.

Nice To Haves

MBA or graduate degree.
Knowledge of sales growth, market drivers, customer business drivers, and opportunities to conduct strategic account planning and establish, prioritize, and execute account strategies.
Ability to identify and cultivate future sales opportunities and build a pipeline at least three times the target.
Ability to build influential relationships and collaborate with customers, channel partners, and account team members to meet business goals.
Customer-focused sales skills, including supporting customers through the sales process, addressing requirements while balancing business needs, resolving difficult issues professionally, and taking responsibility for satisfaction and loyalty.
Negotiation skills, including exploring interests and options and using legitimate data and objective criteria to achieve accepted outcomes.
Ability to identify customer and partner business opportunities, understand business and political drivers, demonstrate executive presence, influence stakeholders, and connect solutions to business needs.
Creative and analytical thinking to identify issues and opportunities, assess information from multiple sources, and make sound decisions that account for customer and partner capabilities, constraints, competition, and likely consequences.

Responsibilities

Meet regularly in person with customers and partners and build relationships from individual contributors through C-suite executives.
Plan and prioritize sales activities and customer interactions to achieve business objectives.
Execute sales strategies to exceed quota targets.
Lead and coordinate internal Cisco teams to deliver comprehensive service sales solutions.
Sell current and new offerings from Cisco’s services portfolio.
Respond promptly to sales inquiries using appropriate methods.
Attend and present at customer meetings, briefings, and internal stakeholder meetings.
Represent Cisco professionally.
Navigate customer and partner procurement processes.
Negotiate, manage, and defend service pricing and margins according to agreed terms.
Qualify opportunities to optimize Cisco resources.
Follow standardized sales processes, including MEDDPICC and Responsibility Matrices.
Use extended services team resources throughout the sales cycle, including Service Delivery Architects and Customer Success teams.
Manage personal productivity in response to fluctuating work schedules.
Collaborate across Cisco to create and manage account plans using information on renewals, new products, upgrades, and end-of-support situations.
Develop customer relationships through ethical sales methods to optimize service quality, business growth, and satisfaction.
Liaise and negotiate internally and externally to develop profitable business and sustainable relationships.
Maintain forecast excellence through regular submissions and adherence to commitments.
Develop transformational, service-led deals aligned with customer business objectives.
Use a consultative solution-selling approach to address unique business problems and strategic objectives.
Cultivate deep customer relationships and adapt language and communication style to customer and team cultures.
Plan and execute long-term sales strategies, and articulate the relationship between services and architecture.
Demonstrate urgency in sales activities and operate effectively within a matrix organization to obtain stakeholder approvals.
Use contract experience to build commercial agreements with appropriate responsibilities and assumptions.

Benefits

Medical, dental, and vision insurance, subject to plan eligibility rules.
401(k) plan with Cisco matching contribution.
Paid parental leave.
Short- and long-term disability coverage.
Basic life insurance.
Cisco restricted stock unit grants may be available, subject to eligibility and vesting conditions.
10 paid holidays per full calendar year.
One floating holiday for non-exempt employees.
One paid day off for an employee’s birthday.
Paid year-end holiday shutdown.
Four paid personal wellness days.
Non-exempt employees receive 16 days of paid vacation time per full calendar year.
Exempt employees participate in a flexible vacation time-off program with no defined usage limit, subject to availability and business limitations.
80 hours of sick time off provided on hire and each January 1 thereafter, with up to 80 unused hours carried forward.
Additional paid time away may be requested for critical or emergency family-member issues.
Optional 10 paid volunteer days per full calendar year.
Sales-plan employees earn performance-based incentive pay in addition to base salary, subject to the applicable Cisco plan.