Account Executive – Services

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

📋 Description

• Identify and secure deals involving Cisco premium services for key Enterprise clients

• Oversee service accounts and facilitate collaboration among internal and external stakeholders

• Collaborate with account management, specialist sales, and delivery teams to ensure positive customer outcomes

• Meet with customers and partners in person to cultivate relationships from individual contributors to C-suite executives

• Strategically plan and prioritize sales initiatives and customer engagements

• Implement sales strategies to surpass quota objectives

• Coordinate with Cisco internal teams to provide comprehensive service sales solutions

• Market existing and new service offerings from Cisco’s portfolio

• Address sales inquiries and present at customer, briefing, and internal stakeholder meetings

• Navigate customer and partner procurement processes effectively

• Negotiate, manage, and uphold service pricing and margins

• Assess opportunities and optimize the utilization of Cisco resources

• Leverage extended services resources, including Service Delivery Architects and Customer Success teams, throughout the sales cycle

• Develop and manage account plans utilizing renewals, new products, upgrades, and end-of-support data

• Foster and maintain customer relationships through ethical sales practices

• Cultivate profitable business and sustainable relationships both internally and externally

• Ensure forecasting accuracy through regular submissions and commitments

• Create transformational, service-driven deals that align with customer goals

• Utilize a consultative approach to solution selling

• Formulate and implement long-term sales strategies

• Oversee stakeholder approvals and commercial agreements

• Manage personal productivity amidst varying work schedules

⛳️ Requirements

• BA degree required; MBA or advanced degree preferred

• Minimum of 5 years of industry experience

• Demonstrated sales success in closing business and exceeding targets

• Understanding of sales growth, market drivers, customer business drivers, and strategic account planning

• Proven ability to build and sustain influential relationships with customers, channel partners, and account teams

• Capacity to support customers through the sales journey and address complex issues

• Skill in leading negotiations using credible data and objective criteria

• CXO-level relevance and strong executive presence

• Creative problem-solving skills, data analysis, and sound judgment

• Ability to establish a robust (3x or better) sales pipeline

• Experience working within a matrix organization and securing stakeholder approvals

• Knowledge of contract development for commercial agreements

• Willingness to meet customers and partners face-to-face regularly

• Familiarity with sales methodologies such as MEDDPICC and Responsibility Matrices

• Ability to convey the connection between services and architecture

🏝️ Benefits

• Medical, dental, and vision insurance

• 401(k) plan with a Cisco matching contribution

• Paid parental leave

• Short- and long-term disability coverage

• Basic life insurance

• Potential for Cisco restricted stock unit grants, vesting with continued employment

• 10 paid holidays each full calendar year

• 1 floating holiday for non-exempt employees

• Paid day off for birthdays

• Paid time off during year-end holiday shutdown

• 4 paid days for personal wellness

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

• Flexible vacation time off program with no defined limit for eligible exempt employees

• 80 hours of sick leave provided upon hiring and every January 1st thereafter

• Up to 80 hours of unused sick leave can be carried over

• Additional paid time off for critical or emergency family matters

• Optional 10 paid volunteer days per full calendar year

• Performance-based incentive pay for employees on sales plans

• No cap on incentive compensation for performance exceeding 100% attainment