Account Executive - Services & Software Buying Programs

Cisco Systems, Inc; Canberra; On-site; AUD 180,000 - 240,000; Full time

Job summary

Cisco Systems, Inc. in Canberra is seeking a strategic Enterprise Accounts Senior Sales professional to develop and manage highly complex multi-faceted deals, aligning Cisco's portfolio with customer objectives and driving revenue growth.

You will cultivate deep relationships with C-level executives, guide teams across product sales, delivery, and channels, and use data-driven insights to forecast and close substantial opportunities.

Qualifications

• Tertiary qualifications + 8 years related experience.
• Ability to get Security Clearance (Australian Citizenship required)

Responsibilities

• Develops and manages strategies for highly complex, multi-faceted deals and mentors junior team members.
• Manages a strategic territory, cultivating deep relationships with key customers.
• Engages Economic Buyers and Champions and navigates the Paper Process to close opportunities.
• Guides teams using advanced analytics to convert insights into enterprise-scale opportunities.
• Aligns Cisco's portfolio with customer decision criteria to drive revenue growth.
• Collaborates with product, delivery, and channels teams to ensure success across accounts.

Job description

Creates and manages opportunities across a large mix of accounts, driving premium new and renew upsell annual business. Builds and sustains strong, long-term relationships with customers. Collaborates with customers to deeply understand and align their business goals, financial needs, and long-term objectives to compelling offerings that drive incremental value for the customer and growth for Cisco. Serves as the chief outcomes and services account strategist, aligning and integrating services with evolving customer needs, driving revenue growth by identifying, developing, pricing, and closing multi-architecture enterprise agreements. Maintains a deep understanding of both services and buying program solutions, advising sales teams and/ or partners on the best services solution to achieve customer outcomes and value realization throughout the customer lifecycle. Engages specialist teams to enhance the sales process, particularly in areas where deep service expertise is required. Builds the sales funnel through opportunity development and drives opportunities through to sales completion to achieve revenue goals and to grow our Recurring Revenue business. Utilizes data to show customers need, implicate pain, and derive forecasts, setting weekly, monthly, and quarterly sales commitments. Stays informed about industry trends, market dynamics, and competitive landscapes. Aligned to accounts, territories and / or segments

• Specialization and Focus - Specialized with intense focus on Services and Buying Program solutions with a focus on Lifecycle and Professional Services, Premium Services (Point of Sale & Uncovered Product Attach upsell) and Enterprise Agreements
• Customer Engagement and Accountability - Mostly customer facing, Builds strong relationships with customers and partners, including direct relationships with customer IT and business executives
• The Internal Sales Process - Covers all deal stages, Drives new opportunities to closure as a key member of the account team
• Corporate Interlock - Medium level of engagement and cross-functional collaboration (product sales, inside sales, channels, delivery, partners, and CX)
• Typical Sales Cycle - Very high sales complexity, Average length of deal is over 24 months, Variable deal size, can be between $50K to over $1M
• Success Measures - Premium offer penetration / IACV, Multi-Architecture Buying Program Penetration

What You’ll Do:

• Develops and manages strategies for highly complex, multi-faceted deals, mentoring junior team members on managing complex negotiations and account strategies
• Manages a strategic territory, cultivating deep relationships with key customers and influencing account growth and retention strategies through consultative selling and experience in enterprise solutions
• Tailors market entry strategies to activate Champions, reflect buyer’s Decision Criteria, and anticipate the expectations of the Economic Buyer to pipeline high-impact opportunities that advance revenue growth and service integration
• Guides teams in engaging Economic Buyers and Champions, and navigating the Paper Process by leveraging advanced analytics and cross-functional collaboration to convert insights into enterprise-scale opportunities
• Locks market preference by tying Cisco’s portfolio to enterprise-wide Decision Criteria
• Develops comprehensive discovery frameworks and facilitates strategic conversations, extracting detailed insights into complex customer environments and business objectives, enabling tailored solutions
• Serve as a trusted advisor in multi-architecture deal construction, leveraging deep portfolio knowledge to design tailored solutions that address strategic customer needs and reinforce long-term partnerships
• Develops strategies for integrating advanced analytics into customer interactions, ensuring insights are actionable and aligned with strategic objectives
• Coordinates with service delivery teams to ensure customer expectations are understood and met, using data insights to monitor alignment
• Designs strategic, customer-first solutions using comprehensive insights, guiding the sales team to align offerings closely with customer goals and expand account through lifecycle selling
• Creates strategies grounded in the E2E selling methodology to elevate team knowledge, boost effectiveness, and deliver greater customer value and impact
• Leads and supports the extended sales team, educating account managers and sales specialists on the value of enterprise agreements, software consumption models, and services
• Develops strategies to optimize sales processes, aligning with customer needs and organizational goals through precise forecasting
• Develops strategies to enhance executive presence across teams, ensuring interactions are conducted with clarity and vision
• Outstanding relationships with C-levels within customer account, and the ability to strongly influence account managers, specialists, and channels, with consistent display of technical knowledge

Minimum Qualifications:
Tertiary qualifications + 8 years related experience

Ability to get Security Clearance (Australian Citizenship required)

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.