Leader, Sales - Commercial, DFW

Cisco•Richardson, TX

5d•$319,800 - $505,500•Onsite

About The Position

This role leads and manages direct account and architecture teams, holding accountability for team performance and portfolio profitability. The position serves as an influencer in customer purchasing decisions and builds/sustains strong, long-term relationships with a broad range of customer and buyer stakeholders, including CTOs, CIOs, CFOs, Purchasing leaders, Partner Executives, LOB, and Buyer or Partner sales managers and decision makers. The individual collaborates with customers to understand their business goals, identify upsell/cross-sell opportunities for additional solutions, and create demand based on future possibilities in customer roadmaps. As the Account Orchestrator, this role aligns and integrates solutions with customer needs, driving sustainable cross-portfolio growth through coordination and competitive deal packing. The position leads both the product and services strategy across a portfolio or architecture, maintaining a comprehensive understanding of Cisco’s full product portfolio. It engages specialist teams to enhance the sales process, especially in areas requiring deep technical expertise. The role builds the sales funnel through opportunity development and drives opportunities to sales completion to achieve revenue goals. It also reviews business plans and forecasting data, presenting to senior leadership to shape data-driven account strategies. The role may be organized by geography, segment, vertical, or account set. Customer-facing time can range from 25-50%, with influence ranging from Moderate to High. The internal sales process involves indirect influence on roles not reporting into the position, and there is a Mid to High Corporate Interlock. Typical sales cycles generally run 3-6 months but can extend up to 18-24 months for complex opportunities. Success measures vary by Geo/Segment and may include team performance, goal attainment, recurring revenue, renewal rates, territory YOY growth, and new logos.

Requirements

Proven experience managing sales teams with full accountability for performance and profitability.
Ability to build and sustain long-term relationships with C-level executives and key decision-makers.
Track record of aligning internal specialists and partners to drive cross-portfolio growth.
Proficiency in analyzing sales data, forecasting, and presenting account strategies to leadership.
Experience aligning solutions with customer goals to drive upsell and cross-sell opportunities.

Nice To Haves

Bachelors + 12 years of related experience, Masters + 8 years of related experience, or PhD + 5 years of related experience
2+ years of supervisory experience.
Experience managing both standard and multi-year sales cycles.
Deep understanding of broad technology portfolios to drive competitive deal packing.
Proven ability to attract, retain, and upskill top sales talent.
Experience driving YOY territory growth, entering new markets, or launching products.
Ability to translate market trends and competitive insights into actionable sales tactics.

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.
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
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
16 days of paid vacation time per full calendar year (non-exempt employees)
flexible vacation time off program (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
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
performance-based incentive pay on top of their base salary