Specialization and Focus - Generalist, with knowledge of the full product portfolio but with expertise in the core secure networking portfolio including switching, wireless, routing and firewall. Additional dependencies on size and complexity of account, particular franchise focus (architectural, product or opportunity aligned ) may be relevant
Customer Engagement and Accountability - Primary influencer and account owner, except if the customer relationship is held by a CE/CD.
The Internal Sales Process - All deal stages. Spends most of the time between prospect/qualification and proposal of the deal
Corporate Interlock - Low corporate interlock (High in SP, Moderate in Enterprise, Low in Commercial)
Typical Sales Cycle - Medium Sales complexity. Average length of deal is 3-6 months but can be as long as 12-18 months in more complex accounts/opportunities. Variable deal size, can be between $50K to $750K (over $1M for SP)
Success Measures - Sustained portfolio growth, account growth, account retention
What You'll Do
Manages end-to-end deal cycles of moderate to high complexity independently. Typically prospects new deals and develops accounts:
Within a large regional or small national area associated with mid-to-high Cisco segmentation tiers (e.g., Major Accounts)
With senior level management to C-suite leaders
Provides insight/feedback into dynamic data sources to ensure high-value prospecting, strategic outreach, and a strong forecast and pipeline
Develops in-depth understanding of customer(s) product(s), organization, industry, challenges, to align Cisco’s solutions with decision-makers; researches other relevant solutions as required
Leverages market insights, emerging technologies, and competitive analysis in customer-facing materials, demos etc.
Uses broad and targeted discovery to uncover nuanced customer needs, and coordinate tailored solutions
Builds trust with customers by actively listening, providing relevant insights, and strengthening relationships with key organizational influencers
Independently negotiates standard deals by articulating compelling value propositions, addressing customer priorities, and ensuring follow-through on commitments that balance customer needs with Cisco's profitability
Manages the account planning process with own team; works with SE and others to develop prospect proposal or customer/account plans
Uses standard and occasional non-standard methods to describe Cisco solution value and address customer challenges in discovery conversations
Identifies and documents inefficiencies in internal sales processes, and implements improvements to internal approval workflows, and operational tools
Engages with sales operations and finance teams to resolve deal-processing roadblocks before they impact revenue timelines
Actively collaborates with colleagues to solve customer challenges
Minimum Qualifications
Bachelors + 5 years of related
experience, or
Masters + 3 years of related
experience, or
PhD + 0 years of related experience
Preferred Qualifications
Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications.
THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS
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.
