Account Executive – Architecture, Data Center Infrastructure

This is a fully remote position, open to applicants in Arizona, +3 more states.

📋 Description

• Manage commercial relationships and spearhead strategic purchasing decisions within enterprise and commercial customer buying centers.

• Collaborate with core account managers and technical Solutions Engineers to qualify the sales pipeline.

• Develop comprehensive business cases and lead efforts to displace competitors.

• Navigate multi-stakeholder deal cycles from qualification through to execution.

• Take ownership of and meet sales quota targets for specialized Cisco architectures.

• Oversee deal cycles that range from $50K to over $1M across mid-market, commercial, and enterprise accounts.

• Build trusted advisor relationships with CXOs, Line-of-Business leaders, and IT decision-makers.

• Align long-term architectural strategies with the strategic business goals of customers.

• Utilize structured sales methodologies like MEDDPICC to qualify pipeline opportunities.

• Create ROI/TCO financial justifications and provide precise architectural revenue forecasts.

• Work in partnership with Solutions Engineers on customer proof-of-concept and proof-of-value demonstration strategies.

• Collaborate with Core Account Teams to increase wallet share and outpace competitors.

• Relay field intelligence, customer insights, and competitive information to Cisco Engineering Business Units.

• Impact product roadmap improvements, pricing strategies, and go-to-market plans.

⛳️ Requirements

• A minimum of 7 years of direct, quota-carrying experience in enterprise or commercial technology sales, selling hardware, software, SaaS, or complex specialized technology architectures.

• At least 5 years of experience managing complex, multi-stakeholder commercial deal cycles lasting from 3 to 18 months, with documented success in exceeding quotas.

• A solid record of creating commercial business cases, executive proposals, and ROI/TCO financial justifications.

• Practical experience in executing competitive displacement strategies and enhancing market share against industry rivals.

• Experience working cross-functionally with Solutions Engineers, core account teams, and internal business units.

• A Bachelor’s, Master’s, or advanced degree in Business Administration, Marketing, Computer Science, Information Technology, or a related field (preferred).

• Formal training and proven expertise in enterprise sales methodologies such as MEDDPICC, Challenger Sales, or Command of the Message (preferred).

• Familiarity and proficiency in sales across Cisco architectural domains, including Enterprise Networking, Cyber Security, Cloud/Data Center, or Collaboration (preferred).

• Experience in selling multi-year software subscriptions, Enterprise Agreements, and recurring revenue licensing models (preferred).

• Established relationships with executive customers and experience in vertical domain sales (preferred).

🏝️ Benefits

• Medical, dental, and vision insurance.

• A 401(k) plan with Cisco matching contributions.

• Paid parental leave.

• Coverage for short- and long-term disability.

• Basic life insurance.

• Cisco restricted stock unit grants may be available, subject to continued employment and vesting periods.

• 10 paid holidays each calendar year.

• 1 floating holiday for non-exempt employees.

• 1 paid day off for the employee's birthday.

• Paid year-end holiday shutdown.

• 4 paid days off for personal wellness.

• 16 days of paid vacation each calendar year for non-exempt employees.

• Flexible vacation time off with no defined limit for eligible exempt employees, subject to availability and business needs.

• 80 hours of sick time off provided at hire and each January 1st thereafter.

• Up to 80 hours of unused sick time can be carried forward.

• Additional paid time off for critical or emergency family situations.

• Optional 10 paid volunteer days per calendar year.

• Performance-based incentive pay for sales employees in addition to base salary.

• No cap on incentive compensation once performance exceeds 100% attainment.

• Opportunities for growth and development on a global scale.