Client Executive

Cisco • Boston, MA

3d

About The Position

We have an exciting Sales opportunity within our Enterprise Organization! In the Client Executive role, you will be responsible for developing and executing comprehensive customer success plans, aggressive growth strategies, and an action plan to deliver key customer outcomes while maximizing Cisco's opportunity. You will manage sales teams across IT and business unit groups that will include a "sell-to, sell-with, and sell-through" model. You will also have booking and expense responsibilities and be accountable for solid long-term business decisions (including people development, customer loyalty, business unit alignment, co-development, co-investment, and balancing short-term business issues within Cisco against long-term goals).
The key performance traits for this role include:
Global Enterprise Segment Strategy & Execution Priorities - Identifying, developing, and implementing key initiatives that align with the Enterprise Operation Strategy & Execution Priorities.
Go to Market Sales Model - Leading /coaching teams through transformation with account planning/opportunity identification, business relevant / customer value selling, business disciplines, and Challenger Sales strategy.
Customer Engagement & Accountability - Develop and manage relationships with the Chief Information Officer (CIO), Chief Security Officer (CSO) and Chief Technology Officer (CTO), IT, and Buyer to be able to relate product/solution to business value.
Financial Performance - Exceeding bookings goal (by geography, architecture, and vertical), managing operating expenses (Opex) goal, and maintaining forecast accuracy; providing visibility and in-depth knowledge into numbers (customer insights, macro/micro-trends, consumption models).
Team Development - Attracting, developing, and retaining high-performance account team talent (career development, coaching, performance management, and hiring).
Building a Winning Capability and Leading Change - Strategically leading and influencing your team along with integrated cross-functional teams, including the Industry Solutions Group, Services, Capital, Partners, Architecture Technology teams (Collaboration, Enterprise Networks, Data Center, Security), Marketing, Corporate Business Development, and others. Focusing on contributing to the long-term success of the Enterprise Segment by being a collaborative leader amongst your peers. Consistently striving to improve and reinvent yourself.

Requirements

• BA degree.
• 5+ years of management roles selling solutions to senior executives at named accounts.
• Demonstrated track record managing significant revenue responsibility and or profit/loss center and overachieving targets to meet stretch goals.
• Specific examples of closing large, strategic deals to global customers
• Understanding a broad range of Cisco technologies.
• Business development and strategy experience.
• Strong executive presence, polish, and political savvy.
• Excellent communication skills and ability to persuade - using simple communications that convey complex concepts in a compelling, concise, and creative way

Nice To Haves

• MBA or graduate degree preferred
• Demonstrated ability to provide thought leadership, think strategically, and effectively communicate vision (both written and verbal) and influence cross-functionally
• Adept at balancing intense short-term pressures with overall long-term goals
• Demonstrated ability to build and lead in a matrix-managed team culture

Responsibilities

• Developing and executing comprehensive customer success plans
• Aggressive growth strategies
• Action plan to deliver key customer outcomes while maximizing Cisco's opportunity
• Managing sales teams across IT and business unit groups that will include a "sell-to, sell-with, and sell-through" model
• Booking and expense responsibilities
• Accountable for solid long-term business decisions (including people development, customer loyalty, business unit alignment, co-development, co-investment, and balancing short-term business issues within Cisco against long-term goals)
• Identifying, developing, and implementing key initiatives that align with the Enterprise Operation Strategy & Execution Priorities
• Leading /coaching teams through transformation with account planning/opportunity identification, business relevant / customer value selling, business disciplines, and Challenger Sales strategy
• Develop and manage relationships with the Chief Information Officer (CIO), Chief Security Officer (CSO) and Chief Technology Officer (CTO), IT, and Buyer to be able to relate product/solution to business value
• Exceeding bookings goal (by geography, architecture, and vertical), managing operating expenses (Opex) goal, and maintaining forecast accuracy; providing visibility and in-depth knowledge into numbers (customer insights, macro/micro-trends, consumption models)
• Attracting, developing, and retaining high-performance account team talent (career development, coaching, performance management, and hiring)
• Strategically leading and influencing your team along with integrated cross-functional teams, including the Industry Solutions Group, Services, Capital, Partners, Architecture Technology teams (Collaboration, Enterprise Networks, Data Center, Security), Marketing, Corporate Business Development, and others
• Focusing on contributing to the long-term success of the Enterprise Segment by being a collaborative leader amongst your peers
• Consistently striving to improve and reinvent yourself

Benefits

• U.S. employees are offered benefits, subject to Cisco’s plan eligibility rules, which include medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, paid parental leave, short and long-term disability coverage, and basic life insurance.
• Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time.
• U.S. employees are eligible for paid time away as described below, subject to Cisco’s policies: 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 Non-exempt employees receive 16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees Exempt employees participate in Cisco’s flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations) 80 hours of sick time off provided on hire date and each January 1st thereafter, and 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
• For non-sales roles, employees are also eligible to earn annual bonuses subject to Cisco’s policies.
• Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components, subject to the applicable Cisco plan.
• For quota-based incentive pay, Cisco typically pays as follows: .75% of incentive target for each 1% of revenue attainment up to 50% of quota; 1.5% of incentive target for each 1% of attainment between 50% and 75%; 1% of incentive target for each 1% of attainment between 75% and 100%; and Once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.
• For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay 0% up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive