Account Executive - Portfolio

Full job description

As an Account Executive, you will be instrumental in handling and influencing purchasing decisions for large, global enterprise accounts. You will build and cultivate strong, long-term client relationships, acting as a trusted advisor to understand their business objectives and find opportunities for upsell and cross-sell. By orchestrating Cisco's solutions with customer needs and roadmaps, you will drive sustainable, growth and demand. This role requires a deep understanding of Cisco's product portfolio, with a focus on core networking technologies including switching, wireless, and routing. You will lead deal cycles, leveraging specialist teams and data analysis to achieve revenue goals and navigate competitive landscapes.

Responsibilities:
 

• Strategic Account Management: Handle and influence purchasing decisions for large, global enterprise accounts, serving as the primary point of contact and trusted advisor.
• Relationship Building: Build and sustain strong, long-term relationships with key client partners, including C-suite executives and buyers at all levels.
• Solution Orchestration: Collaborate with customers to understand their business goals and roadmaps, finding opportunities for upsell/cross-sell and crafting demand for Cisco solutions.
• Portfolio Growth: Drive balanced, cross-portfolio growth by aligning and integrating Cisco solutions with customer needs, and through competitive deal packing.
• Technical Expertise: Maintain a comprehensive understanding of Cisco's full product portfolio, with a deep focus on core networking technologies (switching, wireless, routing).
• Sales Process Enhancement: Engage specialist teams to enhance the sales process, particularly in areas requiring deep technical expertise.
• Pipeline Development& Management: Build the sales funnel through strategic planning opportunity prospecting and drive opportunities through to sales completion to achieve revenue goals.
• Forecasting& Analysis: Analyze data and create forecasts to set weekly, monthly, and sales commitments.
• Market Intelligence: Stay informed about industry trends, market dynamics, and competitive landscapes to provide strategic recommendations.
• Complex Deal Execution: manage multi-faceted, highly sophisticated deal cycles involving multiple team members across multiple global accounts, giving to significant revenue growth.
• Customer Needs Anticipation: Anticipate evolving customer needs by leveraging specialized knowledge of their global business model, macro industry trends, and economic drivers to position captivating Cisco solutions.
• Global Strategy Integration: Engage in strategic interactions with regional/global key decision makers, embedding organizational-wide/global account plans at the local country level while respecting local needs and customs.
• Competitive Analysis: Analyze and interpret shifts in the customer's industry's competitive landscape, providing custom strategic recommendations.
• Executive Engagement: Lead executive-level engagements with a balanced, multi-cultural perspective, championing innovative, customer-first strategies that drive business transformation and long-term value.
• Partnership Facilitation: Facilitate and secure long-term partnerships, expertly navigating commercial, legal, and technical requirements to ensure alignment between customer goals and Cisco's strategic vision.
• Negotiation Leadership: Lead negotiations with a consultative approach, stabilising driven pricing, service levels, and contractual commitments.
• Account Planning: Review, prioritize, and align customer needs and business/portfolio strategy for account plans, maximising extended team resources and partners to identify new consumption options across multiple architectures.
• Technical Value Proposition: Demonstrate deep technical comprehension of solutions and their long-term value/return on investment in the customer context.
• Process Optimization: Integrate CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization.
• Cross-Functional Collaboration: Partner with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement, championing GTM-wide collaboration.

Key Focus Areas:
 

• Specialization and Focus: Dedicated to global accounts with the capability to deploy major opportunities across multiple locations, possessing expertise in core network portfolios (switching, wireless, routing).
• Customer Engagement and Accountability: Drive global strategy across multiple geographies for designated global accounts.
• Internal Sales Process Collaboration: Work effectively with local account teams in various locations outside the HQ country.

Typical Sales Cycle:
 

• 3-6 Months

Success Measures:
 

• Bookings Growth

Minimum Qualifications:
 

• Master's degree or equivalent experience and experience with 5+years of experience in the relevant Sales domain

Preferred Qualifications:
Prefer someone who has sold Network& Cyber Security solutions
Managed ITES accounts in past.

Why Cisco?

At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.
Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.
We are Cisco, and our power starts with you.