Account Executive, Air Force Enterprise - Portfolio(Fed)
About The Position
As a Senior Account Executive supporting the United States Air Force within Cisco’s Federal / US Public Sector organization, this role enables digital modernization, operational readiness, and resilient command-and-control capabilities. The Account Executive serves as a strategic account orchestrator across complex Air Force enterprise programs, building relationships with military commanders, civilian senior executive service leaders, program executive officers, and defense mission partners. The role leads cross-functional teams—including Federal Portfolio Systems Engineers, architectural specialists, defense systems integrators, and Cisco Federal leadership—to deliver solutions in secure networking, zero-trust cybersecurity, multi-cloud infrastructure, and mission-ready collaboration. Deals range from $100,000 to $50 million or more. The position leads complex sales cycles across Air Force major commands and defense agencies, develops mission-aligned technology roadmaps with senior stakeholders, grows enterprise revenue, and manages a multi-year federal sales pipeline. It also involves federal capture strategy and navigating defense acquisition regulations and contract vehicles with systems integrators and distribution partners. Candidates must live in or relocate to the listed territory and be able to travel up to 30–50% to Air Force bases, program offices, and command centers across designated regions.
Requirements
- At least 7 years of quota-carrying enterprise technology sales, strategic account management, or defense pre-sales consulting experience, with a consistent record of exceeding quota.
- Experience managing medium-to-large, highly complex deal cycles ranging from $100,000 to $50 million or more across federal procurement timelines of 6–18 months or longer.
- Deep commercial and architectural understanding of enterprise networking, zero-trust architectures, and secure infrastructure technologies, including switching, routing, wireless, and network security.
- Ability to coordinate cross-functional specialist teams, engineering resources, and strategic defense channel partners or Federal Systems Integrators.
- U.S. citizenship and ability to travel up to 30–50% to Air Force bases, program offices, and command centers across designated regions.
- Must live in or relocate to the listed territory.
Nice To Haves
- Bachelor’s degree with at least 8 years of technology sales experience, master’s degree with at least 6 years, PhD with at least 3 years of related experience, or equivalent practical experience.
- At least 5 years of direct experience selling enterprise IT solutions to the U.S. Air Force, Department of Defense, or federal defense agencies, or prior military service in a communications or cyber capacity.
- Active Secret, Top Secret, or TS/SCI security clearance, or eligibility to reinstate a clearance.
- Knowledge of federal defense contracting, DODIN/DISA compliance standards, FedRAMP, and Air Force enterprise IT purchasing vehicles such as 2GIT, SEWP, and NETCENTS.
- Recognition as a top sales performer, such as President’s Club or Chairman’s Club honors, or major competitive displacement wins against federal competitors.
Responsibilities
- Lead complex defense sales cycles across Air Force major commands and defense agencies, coordinating technical and specialist teams to align Cisco architectures with mission priorities.
- Build and maintain trusted relationships with General Officers, SES leaders, Air Force CIO/CDO teams, and acquisition executives; translate operational requirements into technology roadmaps.
- Drive enterprise revenue growth, focusing on secure networking—including zero-trust switching, wireless, enterprise routing, and next-generation firewalls—and position software buying programs and enterprise agreements.
- Develop and manage sales opportunities, capture plans, and CRM pipeline hygiene to build a multi-year pipeline and provide accurate weekly, monthly, and quarterly sales commitments.
- Develop federal capture and consultative commercial strategies, navigating FAR/DFARS, IDIQ contract vehicles, and GWACs in partnership with Federal Systems Integrators and distribution partners.
- Lead cross-functional teams with Federal Portfolio Systems Engineers, architectural specialists, defense systems integrators, and Cisco Federal leadership.
Benefits
- Medical insurance
- Dental insurance
- Vision insurance
- 401(k) plan with Cisco matching contribution
- Paid parental leave
- Short- and long-term disability coverage
- Basic life insurance
- Potential Cisco restricted stock unit grants
- Paid holidays and floating holiday
- Paid birthday day off
- Year-end holiday shutdown
- Paid vacation or flexible vacation time off, depending on employee classification
- Paid sick time
- Additional paid time away for critical or emergency family issues
- Optional paid volunteer days
- Sales incentive compensation for employees on sales plans
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
