Note: The job is a remote job and is open to candidates in USA. Cisco is a leader in revolutionizing data and infrastructure connections in the AI era. They are seeking an experienced Account Executive to manage Federal customers in the Independent Agency territory, focusing on enterprise agreements and driving sales growth through customer collaboration and strategic account management.
Responsibilities
- Collaborates with customers to understand their business goals, find 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
- Maintains a comprehensive understanding of Cisco’s full product portfolio to articulate Cisco's overall product strategy and how it is differentiated in the market in response to customer outcomes
- Has a deep focus on core secure networking technologies including switching, wireless, and routing
- Engages Portfolio Solution Engineers, specialist teams, particularly in non-core secure networking areas, where deep competitive positioning and technical expertise is required
- Builds the sales funnel through good opportunity prospecting and drives opportunities through to sales completion to achieve revenue goals and maintain account retention
- Analyses data and creates forecasts to set weekly, monthly, and quarterly sales commitments
- Stays informed about industry trends, market dynamics, and competitive landscape
- Leads complex deal cycles with substantial business contributions. Typically prospects new deals and develops portfolio within accounts with significant territory size, and customers in high segmentation tiers (e.g., High touch and focus accounts)
- Integrates multiple dynamic inputs (e.g., customer feedback, product dependencies, product performance) to maintain thorough knowledge of current customers and prospects
- Regularly applies and leverages market trends and competitive insights to develop and deliver compelling demos and other customer-facing materials
- Elevates customer conversations with valuable insights, competitive analysis, and transformative solutions that drive measurable outcomes
- Acts as a strategic advisor to executive-level, high-value leaders (IT and CXOs) influencing key business decisions
- Designs and presents a customer-first strategy, ensures account plans are informed by and aligned with portfolio plans
- Analyzes CRM data, sales performance reports, and workflow trends and co-creates enhancement plans
- Partners with RevOps, finance, procurement and IT teams to implement enhancement plans, refine sales workflows and reduce bottlenecks
- Champions cross-architecture collaboration to solve complex customer challenges
Skills
- 3+ years of federal sales experience
- Proven experience with federal procurement processes
- BS/BA or equivalent experience
- Proven ability to manage and expand complex customer relationships while uncovering new business areas
- Demonstrated success in leveraging channel partner relationships, with the ability to motivate high levels of partner engagement, accountability and establishing a feedback loop
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, which vest following continued employment with Cisco for defined periods of time
- 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
- 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
- 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
- Employees in Illinois, whether exempt or non-exempt, will participate in a unique time off program to meet local requirements
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