Account Executive - Services

While this role is based remotely, the ideal candidate will be located in the Detroit Metro, Dallas/Fort Worth, or New York Metro area.

Meet the Team

As an Account Executive - Services Sales, you will be hunting and closing deals that encompass all the premium services Cisco has to offer at Cisco’s top Enterprise customers.

This position centers around services account management and requires relationships with a diverse group of internal and external constituents to see opportunities and ensure deals are completed accurately and in a timely manner. You will work with skilled account management and other specialist sales teams, as well as delivery teams responsible for the successful customer outcomes.

Your Impact

• Customer Engagement: Regularly meet in person with customers and partners, building relationships from individual contributors to C-suite executives.
• Sales Planning: Plan and prioritize sales activities and customer interactions to achieve business objectives.
• Quota Achievement: Execute sales strategies to exceed quota targets.
• Cross-functional Coordination: Lead and coordinate with Cisco's internal teams to deliver comprehensive service sales solutions.
• Solution Selling: Sell solutions from Cisco’s portfolio of current and new service offerings.
• Sales Inquiries: Respond promptly to sales inquiries using appropriate methods.
• Presentations: Attend and present at customer meetings, briefings, and internal stakeholder meetings.
• Professional Conduct: Represent Cisco with professionalism, understanding that your brand is Cisco’s brand.
• Procurement Navigation: Understand and navigate customers' and partners' procurement processes effectively.
• Negotiation: Negotiate, manage, and defend service pricing and margins per agreed terms.
• Opportunity Qualification: Qualify opportunities to optimize Cisco resources.
• Process Adherence: Follow standardized sales processes like MEDDPICC and Responsibility Matrices.
• Resource Utilization: Use extended services team resources throughout the sales cycle, including Service Delivery Architects and Customer Success teams.
• Time Management: Manage personal productivity in response to fluctuating work schedules.
• Account Planning: Collaborate across Cisco to create and manage account plans using data on renewals, new products, upgrades, and end-of-support situations.
• Relationship Management: Maintain and develop relationships with customers through ethical sales methods to optimize service quality, business growth, and satisfaction.
• Internal and External Communication: Liaise and negotiate internally and externally to develop profitable business and sustainable relationships.
• Forecast Management: Maintain forecast excellence with regular submissions and adhere to commitments.
• Deal Development: Develop transformational, service-led deals aligned with customer business objectives.
• Consultative Selling: Take a consultative approach to solution selling, addressing unique business problems and strategic objectives.
• Deep Relationships: Cultivate deep customer relationships.
• Cultural Adaptation: Tailor language and communication style to customer and team cultures.
• Long-term Strategy: Plan and execute long-term sales strategies.
• Service/Architecture Relationship: Articulate the relationship between services and architecture.
• Sense of Urgency: Demonstrate urgency in all sales activities.
• Stakeholder Management: Operate effectively within a matrix organization for stakeholder approvals.
• Contract Experience: Utilize contract experience to build commercial agreements with appropriate responsibilities and assumptions.

Minimum Qualifications

• BA degree - MBA or graduate degree preferred
• 5+ years of industry experience.
• Proven sales track record of closing business and exceeding targets 

Preferred Qualifications

• You will apply knowledge of sales growth, market drivers, key customer business drivers, and opportunities to do strategic account planning, establishing, prioritizing, executing. You drive a course of action to accomplish broad account objectives and sales strategies, using knowledge to identify and cultivate future sales opportunities to build a strong (3x or better) pipeline.
• You build Influential Relationships: Working collaboratively with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships.
• You Focus on Customers: Supporting customers during the sales process; seeking and taking appropriate actions on customer requirements while balancing business needs; resolving difficult issues efficiently and in a professional manner; taking responsibility for customer satisfaction and loyalty.
• You Lead Negotiations: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support one’s proposal.
• You have CXO Relevancy: Adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer's/partner's business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs.
• You Think Creatively: Identifying and understanding issues, problems, and opportunities; comparing data from different sources to address sales challenges and new opportunities; taking courses of action based on sound analysis and judgment that appropriately consider customer and partner business capabilities and issues, available facts, constraints, competitive circumstances, and probable consequences.

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. 

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. 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.

The applicable full salary ranges for this position, by specific state, are listed below:

New York City Metro Area:

Non-Metro New York state & Washington state:

* For quota-based sales roles on Cisco’s sales plan, the ranges provided in this posting include base pay and sales target incentive compensation combined.

** Employees in Illinois, whether exempt or non-exempt, will participate in a unique time off program to meet local requirements.