Account Executive – Services, SLED

This is a fully remote position, open to applicants in California.

📋 Description

• Direct the comprehensive services strategy and provide support to teams as the primary strategist for customer outcomes and services.

• Propel incremental growth in services by collaborating with the Account Team.

• Generate opportunities and drive them to closure to enhance the Recurring Revenue business.

• Ensure that customers receive suitable support coverage and professional services that align with their expected outcomes.

• Engage specialized teams to improve the sales process and collaborate with Customer Success to boost services adoption.

• Identify and manage opportunities across both new and existing customers as well as various markets.

• Establish and maintain robust, long-lasting customer relationships.

• Create demand for new services that align with customer outcomes and business requirements.

• Upsell and cross-sell additional solutions during both new and renewal engagements.

• Perform data analysis to identify opportunities and produce forecasts.

• Set commitments for sales on a weekly, monthly, and quarterly basis.

• Remain updated on industry trends, market dynamics, and competitive landscapes.

• Concentrate on upselling new and renewal Premium Services, Buying Program integration, Point of Sale, and Uncovered Product Attach.

• Work collaboratively across functions with Account Teams, CX product management, renewals, global services sales, architecture, portfolio AEs, and other teams.

• Formulate strategies and initiatives aimed at enhancing customer engagement, communication, accountability, service uptake, forecasting accuracy, process optimization, and team effectiveness.

⛳️ Requirements

• Over 5 years of experience managing complex end-to-end deal cycles independently.

• More than 5 years of experience in developing and executing account plans for Enterprise Accounts.

• Proven experience in identifying business priorities, buying centers, whitespace, competitive landscape, and opportunities for expansion.

• Experience working in partnership with Sales Engineers, Customer Success, Marketing, Partners/Alliances, Professional Services, and executive leadership.

• Over 5 years of experience maintaining CRM opportunity data, including next steps, close dates, deal values, stage progression, and forecast categories.

• Capable of forecasting quarterly revenue within an established sales methodology and cadence.

• Experience in meeting sales targets for both new business and existing customers within a designated territory.

• Ability to customize engagement strategies for Champions, Decision Criteria, and Economic Buyers.

• Skill in connecting Cisco’s portfolio to enterprise-wide Decision Criteria.

• Experience or capability in utilizing data analysis to identify opportunities, buying propensity, service availability, and unattached products.

• Ability to collaborate effectively with account teams, CX product management, renewals, global services sales, architecture, and portfolio AE teams.

🏝️ 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.

• Cisco restricted stock units may be available, vesting upon continued employment.

• 10 paid holidays each full calendar year.

• 1 floating holiday for non-exempt employees.

• Paid birthday off.

• Paid year-end holiday shutdown.

• 4 paid days off dedicated to personal wellness.

• 16 days of paid vacation annually for non-exempt employees.

• Flexible vacation time off program without a defined limit for eligible exempt employees.

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

• Up to 80 hours of unused sick time carried forward each year.

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

• Optional 10 paid volunteer days each calendar year.

• Performance-based incentive pay for sales employees.

• Unlimited incentive compensation potential once performance exceeds 100% attainment.