Account Executive - Global

Global Account Manager

Manages large segment accounts that are global in nature, serving as the primary influencer in purchasing decisions. Builds and sustains strong, long-term relationships with clients. 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. Typically serves a domain area/product area within a single global account. Maintains a comprehensive understanding of Cisco's full product portfolio. Has a deep focus on core networking technologies including switching, wireless, and routing. Engages specialist teams to enhance the sales process, particularly in areas where deep technical expertise is required. Builds the sales funnel through good opportunity prospecting and drives opportunities through to sales completion to achieve revenue goals. Analyzes data and creates forecasts to set weekly, monthly, and quarterly sales commitments. Stays informed about industry trends, market dynamics, and competitive landscapes.

Specialization and Focus - Focused on Global accounts with the ability to deploy major opportunities in multiple locations; with expertise in the core network portfolio including switching, wireless, and routing

Customer Engagement and Accountability - Responsible for driving the global strategy across the multiple geographies for a single global account

The Internal Sales Process - Works with the local account team in each of the multiple locations outside of the HQ country

Corporate Interlock - N/A

Typical Sales Cycle - 9-18 Months

Success Measures - Bookings Growth

What You'll Do:

• Manages end-to-end deal cycles of moderate to high complexity within global accounts independently; partners with other global account executives as required
• Typically prospects new deals, develops accounts, and expands existing relationships:
• Focuses on an established set of solutions within Cisco's Products and Services*
• With senior level management to C-suite leaders across multiple geographies
• Provides insight/feedback into dynamic data sources to ensure high-value prospecting, strategic outreach, and a strong forecast and pipeline
• Develops in-depth understanding of customer product(s), local customer needs, industry challenges, requirements and regulations to propose and align Cisco's solutions with decision-makers; researches other relevant solutions as required
• Leverages market insights, emerging technologies, and competitive analysis in customer-facing materials, demos etc.
• Uses broad and targeted discovery to uncover nuanced customer needs, and integrate local regulatory considerations
• Builds trust with customers by actively listening, providing relevant insights and consideration to cultural nuances, and strengthening relationships with key organizational influencers
• Independently negotiates standard deals by articulating compelling value propositions, addressing customer priorities, and ensuring follow-through on commitments that balance customer needs with Cisco's profitability
• Manages the account planning process with own team; works with SE and others to develop prospect proposal or customer/account plans
• Uses standard and occasional non-standard methods to describe Cisco solution value and address customer challenges in discovery conversations
• Identifies and documents inefficiencies in internal sales processes, and implements improvements to internal approval workflows, and operational tools
• Engages with sales operations and finance teams to resolve deal-processing roadblocks before they impact revenue timelines
• Actively collaborates with colleagues to solve customer challenges

Minimum Qualifications: Bachelors + 5 years of related experience, or Masters + 3 years of related experience, or PhD + 0 years of related experience

Preferred Qualifications: Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications. THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS