Portfolio Account Executive - UK Public Sector

Cisco Systems, Inc; Glasgow; Hybride; GBP 75 000 - 110 000; Plein temps

Résumé du poste

Cisco Systems, Inc. in Scotland is seeking an Account Executive – Portfolio for Public Sector Scotland to lead commercial strategy across NHS Scotland Territorial & Special Health Boards, Blue Light, Justice, and Transport.

You will translate Cisco architectures into tangible public value and safety outcomes. Based in Scotland with mobility across the region, you will build executive relationships with CIOs and Directors, orchestrate multi-year plans, and close high-value deals while

Qualifications

• 5+ years in enterprise technology sales with track record of exceeding targets.
• Experience leading end-to-end complex deal cycles (£1M+).
• Proven ability to build and sustain executive-level relationships (CxO).
• Structured account planning and whitespace identification across multi-quarter pipelines.
• Experience leading matrixed cross-functional teams in complex pursuits.
• Familiarity with sales methodologies (MEDDPICC, Challenger, Command of the Message).
• Willing to travel across Scotland and be based in Scotland.

Responsabilités

• Formulate and execute multi-year territory and account plans across Scottish Public Sector accounts.
• Develop and sustain executive relationships with CIOs, CDIOs, CISOs, Directors of Digital/IT, and other leaders.
• Position Cisco's end-to-end architectures as cohesive digital transformation roadmaps.
• Lead multi-million-pound transactions and Enterprise Agreements with partners and customers.
• Collaborate with UK/Scottish channel partners to accelerate deal velocity.
• Coordinate matrixed teams (SEs, TSAs, CSEs, Renewals, PS) for seamless execution.
• Maintain rigorous sales qualification and forecast discipline.

Connaissances

Enterprise Sales

CxO Relationships

Territory Planning

Virtual Team Leadership

Sales Methodology

Mobility

Complex Deals

Description du poste

Meet the Team

As 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 communities, healthcare professionals, and emergency frontline services 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 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), Blue Light (Police Scotland, Scottish Fire & Rescue Service, Scottish Ambulance Service), Criminal Justice (Scottish Courts & Tribunals Service, Scottish Prison Service), and Transport (Transport Scotland, Strathclyde Partnership for Transport - SPT, and Regional Transport Partnerships).

Your Impact

As an Account Executive – Portfolio for Public Sector Scotland, you will be the principal commercial strategist and customer champion driving Cisco's full-portfolio sales strategy across high-profile Scottish public bodies. You will lead and develop key client relationships to expand Cisco's presence, deliver profitable growth, and transition traditional hardware infrastructure into modern, software-led recurring revenue agreements.

With a strong 'hunter mentality' paired with consultative stakeholder engagement, you will uncover strategic programmes, engage executive leadership, and articulate a compelling 'One Cisco' architectural vision aligned with national digital strategies, clinical safety, public protection, and operational resilience.

• Strategic Account & Territory Planning: Formulate, implement, and execute comprehensive multi-year territory and account plans across designated Scottish Public Sector 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, Chief Officers) and operational leaders, translating complex technical architectures into measurable public value, clinical outcomes, and citizen safety.
• 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, SCC, Softcat, Wavenet/Daisy, 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 Public Sector (Healthcare / NHS, Emergency Services / Blue Light, Justice, Transport, or Local/Central Government) 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.