Software & Services Account Executive (Boston, MA)

Cisco•Newton, MA

2d•Onsite

About The Position

The role is within the US Commercial, Software & Strategic Sales Organization. Our Vision is to drive customer business outcomes and improve our relevance in core markets. We achieve lifecycle selling by integrating our services, software and adaptable commercial models, to provide outstanding customer results. We have 3 pillars of focus: Think Big, Play to Win and Drive Durable Growth! Our Team – Commercial East Services & SW Sales – is covering US Commercial Select customers. We are looking for a Services and Software Account Executive Services to cover our Commercial East Area. Our Team is passionate about positioning whole broad portfolio of Cisco Services – Support, Consulting, Packaged and Learning Services across our cluster. Services Sales is a highly respected team of services professionals working closely with Cisco customers and partners, driving the development of new business models, solutions & ways of working. The team is cooperating with various Cisco organizations in driving services sales opportunities. In the Software and Services Account Executive role and as a key member of the account team, you will lead the NEW services unattached strategy within our largest account. The role will be crucial in growing Premium Services offerings and penetration within our customers and in improving our New, Recurring Annual Services ACV, a very important financial metric for Cisco. It will be important for you to develop a deep knowledge of the customer and their needs to ensure you can provide a first-class solution. You will be the expert on Cisco strategic services and advise the sales team and/or partner on the best services solution to achieve customer outcomes and value realization throughout the customer lifecycle.

Requirements

You have in-depth knowledge of selling processes. (i.e., strategic account planning, extended resource engagement, sales cycle, etc)
You are a strategic thinker whose primary goal is to deliver outstanding business outcomes to your customers.
You will also be responsible for weekly, monthly and quarterly forecast accuracy, pipeline development and customer satisfaction.
You are able to demonstrate skills of negotiation with peers, partners and customers using a Win/Win philosophy.
You hold yourself accountable for driving new and incremental business within your customer base.
You have a collaborative mentality and understand the value of the collective team with the ability to pull in crucial team members and complete to closure.
A self-starting sales professional with shown success in the technology services industry with a strong aim to get results and very motivated to exceed sales goals.
You will use your natural curiosity and empathy to establish relationships and provide the best solutions to our customers.
Bachelor’s degree
5 + years of experience in the tech sales space
Proven sales track record of closing business and exceeding targets

Nice To Haves

Strong technical experience & certifications
Strong services sales experience in IT and Telco or related industry and experience selling directly or through channel partners
Have a good understanding of the Commercial market, trends and business dynamics
Uncovers and understands customer strategies and objectives; identifies and leads multiple buyer personas (c-level, technical, economic, etc.). Ability to tailor messages to an appropriate audience.
Solution selling skills aligned to each customer’s unique business problems and strategic objectives
Ability to develop positive relationships based on deep understanding of the customer's perspective
Collaborate and drive cross functional team within Cisco through influence to desired outcomes
Persistence & resourcefulness – being able to challenge & not take ‘no’ as an answer
Knowledge of Cisco’s or a competitor’s Professional / Premium & Advanced Services portfolio
Knowledge of Cisco Buying Programs
Expertise in Outside-In / Consultative selling
Understanding of Key Drivers and Strategic Imperatives of relevant Industry
Excellent communication skills (facilitating meetings and briefing senior management)
Strong leadership skills and pro-active approach