Account Executive - Portfolio

Cisco Systems, Inc; Glasgow; On-site; GBP 90,000 - 150,000; Full time

Job summary

Cisco Systems, Inc. is seeking a seasoned Enterprise Technology Sales Leader for Scotland to drive strategic account plans and multi-year territory growth across healthcare and central government accounts.

You’ll engage C-suite stakeholders, translate complex Cisco architectures into public value, and orchestrate end-to-end solutions spanning networking, security, observability, and collaboration. You will lead matrixed teams, negotiate large EA/ subscriptions, and collaborate with premier

Qualifications

• 5+ years in enterprise technology sales (software, cloud, or infrastructure).
• Experience leading end-to-end deal cycles of high complexity (£1M+).
• Proven ability to engage with C-suite leaders and translate technical value into business outcomes.
• Structured territory and account planning with multi-quarter pipeline development.
• Experience leading matrixed pre-sales, solution specialists, and partner managers.
• Strong discipline in enterprise sales methodologies (MEDDPICC, Challenger, Command of the Message) and CRM usage.
• Based in Scotland or commutable territory, with willingness to travel across Scotland.

Responsibilities

• Formulate, implement, and execute multi-year territory and account plans across designated Scottish Healthcare and Central Government accounts.
• Establish trusted advisor partnerships with C-level executives to translate architectures into measurable public value and citizen services.
• Position Cisco end-to-end architectures into cohesive digital transformation roadmaps.
• Lead multi-million-pound, complex commercial transactions and negotiate Enterprise Agreements and subscriptions.
• Collaborate with UK/Scottish channel partners and system integrators to build joint go-to-market initiatives.
• Mobilise and lead extended virtual teams to ensure deal execution and customer value realization.
• Maintain rigorous sales qualification and forecast accuracy across monthly/weekly pipelines.

Skills

Enterprise sales

CxO engagement

Territory planning

Virtual team leadership

Sales methodologies

CRM & forecasting

Mobility & travel

Tools

Salesforce

Gong

Job description

Meet the TeamAs the world undergoes rapid digital transformation and technology underpins every vital public service, Cisco empowers organisations to solve their most critical challenges and seize new opportunities. Our Scottish Public Sector team sits at the heart of connecting and protecting the digital infrastructure that Scottish healthcare professionals, civil servants, and public sector institutions rely upon daily.

Meet the TeamAs the world undergoes rapid digital transformation and technology underpins every vital public service, Cisco empowers organisations to solve their most critical challenges and seize new opportunities. Our Scottish Public Sector team sits at the heart of connecting and protecting the digital infrastructure that Scottish healthcare professionals, civil servants, and public sector institutions rely upon daily. We are a vibrant, high-performing, and collaborative collective of sales and technical professionals who truly believe in the power of winning together as 'One Cisco'. We act as strategic trusted advisors to our customers, aligning Cisco's comprehensive architectural portfolio with national public sector priorities to deliver tangible, long-term value across Scotland. In this role, you will represent Cisco across an essential portfolio of Scottish Public Sector accounts spanning Healthcare (NHS Scotland Territorial & Special Health Boards, National Services Scotland - NSS, Public Health Scotland) and Central Government (Scottish Government core directorates, Executive Agencies, Non-Departmental Public Bodies - NDPBs, and associated Scottish Public Bodies).

Your Impact

• Strategic Account & Territory Planning: Formulate, implement, and execute comprehensive multi-year territory and account plans across designated Scottish Healthcare and Central Government accounts to achieve and exceed sales targets.
• CxO & Senior Stakeholder Engagement: Establish and sustain trusted advisor partnerships with C-level executives (CIOs, CDIOs, CISOs, Directors of Digital/IT, Scottish Government Senior Civil Servants) and operational leaders, translating complex technical architectures into measurable public value, clinical outcomes, and citizen services.
• Full-Portfolio Solution Orchestration: Position Cisco's end-to-end architectures—spanning Enterprise Networking (Catalyst, Meraki, Campus/Wireless LAN), Zero Trust Security & SASE (Cisco Secure Access, Duo, Umbrella, TrustSec), Splunk & Full-Stack Observability (ThousandEyes, AppDynamics), and Hybrid Work / Collaboration (Webex)—into cohesive digital transformation roadmaps.
• Complex Deal & Enterprise Agreement Leadership: Orchestrate and close multi-million-pound (£1M+) complex commercial transactions, positioning Cisco Enterprise Agreements (EA 3.0), software subscriptions, and outcome-based consumption models.
• Partner Ecosystem Co-Selling: Work in close lockstep with Cisco's premier UK and Scottish channel partners, service providers, and system integrators (such as BT/SWAN, SCC, Softcat, Sword Group, Insight, and Capita) to build joint go-to-market initiatives, identify whitespace, and accelerate deal velocity.
• Matrixed Virtual Team Leadership: Mobilise and lead extended virtual teams comprising Specialist Systems Engineers (SEs), Technical Solution Architects (TSAs), Customer Success Executives (CSEs), Renewals Managers, and CX Professional Services to ensure seamless deal execution and customer value realisation.
• Sales Hygiene & Operational Excellence: Execute rigorous sales qualification methodologies (e.g. MEDDPICC, Command of the Message) and maintain high forecast predictability across monthly forecasts, weekly commits, and pipeline progression in Salesforce and Gong.

Minimum Qualifications

• 5+ Years Enterprise Technology Sales Experience: Proven track record of success in direct field sales, quota-carrying account management, and exceeding revenue targets in enterprise technology, software, cloud, or infrastructure solutions.
• Complex Deal Orchestration: Demonstrated experience leading end-to-end deal cycles of high complexity (£1M+), navigating multi-layered stakeholder environments, governance stages, and commercial contract negotiations.
• Executive Relationship Building (CxO): Proven ability to prospect, engage, and build sustained relationships with C-suite leaders and senior executives, articulating business and operational value propositions with credibility.
• Strategic Territory & Account Planning: Demonstrated experience building structured account development strategies, whitespace identification, and multi-quarter pipeline generation.
• Virtual Team Leadership: Track record of leading and orchestrating matrixed cross-functional teams (pre-sales engineering, solution specialists, customer success, and partner managers) in complex sales pursuits.
• Sales Methodology & Pipeline Rigour: Strong discipline in enterprise sales methodologies (e.g., MEDDPICC, Challenger, Command of the Message) and CRM systems (Salesforce, Gong).
• Location & Mobility: Based in Scotland (or within commutable territory) with the ability to travel across Scotland for customer meetings and industry engagements.

Preferred Qualifications

• Public Sector Market Experience: Experience selling into the UK / Scottish Public Sector (Healthcare / NHS Scotland, Scottish Central Government, Executive Agencies, or Devolved Public Bodies) is highly desirable, including familiarity with Scottish public procurement frameworks and governance.
• Broad Architecture & Technology Acumen: Working knowledge of Cisco's core architecture domains (Enterprise Networking, Cybersecurity / SASE, Splunk / Observability, Collaboration) or equivalent enterprise infrastructure and SaaS platforms.
• Enterprise Agreement (EA) Expertise: Familiarity with structuring multi-year Enterprise Agreements (Cisco EA 3.0), software licensing models, and as-a-service consumption frameworks.
• Partner Co-Selling Track Record: Proven success collaborating with UK/Scottish channel partners, telecommunications carriers, and system integrators in joint customer engagements.
• Consultative & Storytelling Skills: Exceptional communication, executive presentation, and storytelling capabilities, with the ability to simplify complex concepts into actionable business strategies.

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.