Account Executive - Services

Cisco•New York, NY

1d•$325,400 - $433,900•Remote

About The Position

The Account Executive - Services Sales is responsible for identifying and closing deals involving Cisco premium services for top Enterprise customers. The role focuses on services account management and requires building relationships with 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, service delivery, Service Delivery Architects, and Customer Success teams to develop solutions and deliver successful customer outcomes. The position involves regular in-person customer and partner engagement, strategic account planning, consultative solution selling, negotiation, opportunity qualification, forecast management, and development of transformational service-led deals aligned with customer objectives. The role is remote, with the ideal candidate located in the Dallas/Fort Worth or New York Metro area.

Requirements

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

Nice To Haves

MBA or graduate degree.
Knowledge of sales growth, market drivers, and key customer business drivers, with ability to conduct strategic account planning and build a pipeline of 3x or better.
Ability to build influential relationships collaboratively with customers, channel partners, and account team members.
Customer focus, including supporting customers through the sales process, responding to requirements, resolving difficult issues professionally, and taking responsibility for customer satisfaction and loyalty.
Negotiation skills, including exploring interests and options and using legitimate data and objective criteria to reach mutually accepted outcomes.
CXO relevancy: ability to identify customer or partner business opportunities, understand business and political drivers, establish executive credibility, influence stakeholders, and connect solutions to business needs.
Creative and analytical problem-solving, including comparing information from different sources and making sound decisions that account for customer and partner capabilities, constraints, competition, and likely consequences.

Responsibilities

Meet in person regularly with customers and partners and build relationships from individual contributors to 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 Cisco internal 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.
Understand and 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.
Maintain and develop customer relationships through ethical sales methods to improve service quality, business growth, and customer 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.
Take a consultative approach to solution selling by addressing unique business problems and strategic objectives.
Cultivate deep customer relationships and adapt communication style to customer and team cultures.
Plan and execute long-term sales strategies.
Articulate the relationship between services and architecture.
Demonstrate urgency in sales activities.
Work effectively within a matrix organization to obtain stakeholder approvals.
Use contract experience to develop commercial agreements with appropriate responsibilities and assumptions.

Benefits

Medical insurance
Dental insurance
Vision insurance
401(k) plan with Cisco matching contribution
Paid parental leave
Short-term disability coverage
Long-term disability coverage
Basic life insurance
Potential Cisco restricted stock unit grants, subject to eligibility and continued employment
Paid holidays and a floating holiday for non-exempt employees
Employee birthday day off
Paid year-end holiday shutdown
Personal wellness days
Vacation time or flexible vacation time off, depending on employee classification
Sick time off, with carryover of up to 80 unused hours
Additional paid time away may be requested for critical or emergency family issues
Optional paid volunteer days
Sales-plan performance-based incentive pay, including quota and non-quota components