Leader, Sales

Cisco•Seattle, WA

4d•Hybrid

About The Position

Leads and manages direct account and architecture teams, accountable for team performance and portfolio profitability, serves as an influencer in customers purchasing decisions. Builds and sustains strong, long-term relationships with broad range of customer and buyer stakeholders (e.g., CTO, CIO, CFO, Purchasing leaders, Partner Executive, LOB, Buyer or Partner sales managers and decision makers). Collaborates with customers to understand their business goals, identify opportunities for upsell/cross-sell additional solutions, and create demand based on what's possible in customer roadmaps. Serves as the Account Orchestrator, aligning and integrating solutions with customer needs, driving sustainable cross-portfolio growth through coordination and competitive deal packing. Leads both the product and services strategy, across portfolio or architecture. Maintains a comprehensive understanding of Cisco’s full product portfolio. Engages specialist teams to enhance the sales process, particularly in areas where deep technical expertise is required. Builds the sales funnel through opportunity development and drives opportunities through to sales completion to achieve revenue goals. Reviews business plans and forecasting data and presents to senior leadership to shape data driven account strategies. Stays informed about industry trends, market dynamics, and competitive landscapes. Typically leads an account team managing a broad portfolio, and/or teams managing product specific architecture teams. Accountable for sales growth across multiple years for particular product(s), portfolio(s) or region(s). Manages to financial and strategic objectives including growth, profitability, entering new markets or launching new product lines. Directs resource utilization in accordance with strategic sales priorities and based on guidance from global corporate leadership. Reviews forecasts and other sales data to suggest and remediate any sales tactics, offers aggregated feedback from multiple accounts to influence sales planning. Oversees consistent execution of sales strategies by streamlining processes and aligning team efforts across field, partner and virtual teams. Leads team in competitive analysis and planning, translating insights into actionable tactics. Refreshes as needed, or refines customer success metrics that align with typical sales tactics deployed by own teams. Coordinates joint planning sessions between partner, virtual, and field teams for assigned accounts. Leads skill-building workshops for team members to improve quota attainment. Manages executive-level relationships.

Requirements

Bachelors + 12 years of related experience
Masters + 8 years of related experience
PhD + 5 years of related experience
2+ years of supervisory experience

Responsibilities

Leads and manages direct account and architecture teams, accountable for team performance and portfolio profitability
Serves as an influencer in customers purchasing decisions
Builds and sustains strong, long-term relationships with broad range of customer and buyer stakeholders (e.g., CTO, CIO, CFO, Purchasing leaders, Partner Executive, LOB, Buyer or Partner sales managers and decision makers)
Collaborates with customers to understand their business goals, identify opportunities for upsell/cross-sell additional solutions, and create demand based on what's possible in customer roadmaps
Serves as the Account Orchestrator, aligning and integrating solutions with customer needs, driving sustainable cross-portfolio growth through coordination and competitive deal packing
Leads both the product and services strategy, across portfolio or architecture
Maintains a comprehensive understanding of Cisco’s full product portfolio
Engages specialist teams to enhance the sales process, particularly in areas where deep technical expertise is required
Builds the sales funnel through opportunity development and drives opportunities through to sales completion to achieve revenue goals
Reviews business plans and forecasting data and presents to senior leadership to shape data driven account strategies
Stays informed about industry trends, market dynamics, and competitive landscapes
Typically leads an account team managing a broad portfolio, and/or teams managing product specific architecture teams
Accountable for sales growth across multiple years for particular product(s), portfolio(s) or region(s)
Manages to financial and strategic objectives including growth, profitability, entering new markets or launching new product lines
Directs resource utilization in accordance with strategic sales priorities and based on guidance from global corporate leadership
Reviews forecasts and other sales data to suggest and remediate any sales tactics, offers aggregated feedback from multiple accounts to influence sales planning
Oversees consistent execution of sales strategies by streamlining processes and aligning team efforts across field, partner and virtual teams
Leads team in competitive analysis and planning, translating insights into actionable tactics
Refreshes as needed, or refines customer success metrics that align with typical sales tactics deployed by own teams
Coordinates joint planning sessions between partner, virtual, and field teams for assigned accounts
Leads skill-building workshops for team members to improve quota attainment
Manages executive-level relationships

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
grants of Cisco restricted stock units
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
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 (for non-exempt employees)
flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (for exempt employees)
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
annual bonuses (for non-sales roles)
performance-based incentive pay on top of their base salary (for sales plans)