Account Executive - Services & Software Buying Programs - Md/va/dc

Account Executive – Services & Software Sales

Our team – Commercial East Services Sales – is covering US Commercial Select customers. We are looking for an AE Services & SW sales to cover our Commercial East Area. Our team is passionate about positioning our 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 collaborating with various Cisco organizations in driving services sales opportunities. Success is directly associated with crafting strong and relevant customer relationships and attainment of sales targets from net-new services growth in your assigned accounts. You will collaborate with the extended account team: Services Sales Premium, Software Sales, Account Manager, Sales Engineering, Solutions Architects, Software and Service Renewal Managers, CX Delivery, CX SDA, CX Architectures, CX CMS, Legal, Finance and our Partner ecosystem to develop services strategies and drive new opportunities to closure.

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 have three pillars of focus: think big, play to win and drive durable growth! In the Account Executive – Services & SW role and as a key member of the account team, you will lead the NEW services unattached strategy within our largest account. You will be focused on 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 an outstanding solution. As the expert on Cisco strategic services, you will support the sales team and/or partner on the best services solution to achieve customer outcomes and value realization throughout the customer lifecycle.

Minimum qualifications:

• BA degree or equivalent experience.
• Strong technical experience & certifications.
• Extended experience in the tech sales space.
• Sales track record of closing business and exceeding targets.

Preferred qualifications:

• In-depth knowledge of selling processes (i.e., strategic account planning, extended resource engagement, sales cycle, etc).
• Strategic problem solver whose primary goal is to deliver outstanding business outcomes to your customers.
• Provide weekly, monthly and quarterly forecasts, pipeline development and customer satisfaction.
• Hold yourself accountable for driving new and incremental business within your customer base.
• 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.
• Services sales experience in IT and Telco or related industry and experience selling directly or through channel partners.
• Understanding of 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.
• 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.
• Travel will be required.
• 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.
• Strong leadership skills and pro-active approach.

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.

Message to applicants applying to work in the U.S. and/or Canada:

The starting salary range posted for this position is $263,500.00 to $354,900.00 and reflects the projected salary range for new hires in this position in U.S. and/or Canada locations, not including incentive compensation, equity, or benefits. Individual pay is determined by the candidate's hiring location, market conditions, job-related skillset, experience, qualifications, education, certifications, and/or training. The full salary range for certain locations is listed below. For locations not listed below, the recruiter can share more details about compensation for the role in your location during the hiring process. U.S. employees are offered benefits, subject to Cisco's plan eligibility rules, which include medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, paid parental leave, short and long-term disability coverage, and basic life insurance. Please see the Cisco careers site to discover more benefits and perks. Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time. U.S. employees are eligible for paid time away as described below, subject to Cisco's policies:

• 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, and 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.
• For non-sales roles, employees are also eligible to earn annual bonuses subject to Cisco's policies.
• 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.

Cisco is an Affirmative Action and Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis. Cisco will consider for employment, on a case by case basis, qualified applicants with arrest and conviction records.