Enterprise Architecture Account Executive – West Coast

Cisco; San Francisco (CA); On-site; USD 292,000 - 442,000; Full time

Job summary

Cisco is seeking an Account Executive on the Architecture Team to own commercial relationships and drive strategic purchasing decisions for West Coast enterprise accounts. You will partner with Solutions Engineers and Core Account Teams to qualify pipeline, build business cases, and guide multi-stakeholder deal cycles from qualification through execution.

You will apply MEDDPICC and ROI/TCO methodologies to forecast architectural revenue, displace competitors, and expand wallet share while

Qualifications

• 7+ years of direct, quota-carrying enterprise or commercial technology sales experience selling hardware, software, SaaS, or complex specialized technology architectures.
• 5+ years of experience managing complex, multi-stakeholder commercial deal cycles (3 to 18 months) with a track record of quota over-achievement.
• Proven track record developing commercial business cases, executive proposals, and ROI/TCO financial justifications.
• Demonstrated hands-on experience executing competitive displacement strategies and growing market share against competitors.
• Proven experience collaborating cross-functionally with pre-sales teams, core account teams, and internal business units.

Responsibilities

• Own commercial relationships and drive strategic purchasing decisions within customer buying centers across enterprise and commercial accounts.
• Qualify pipeline, structure comprehensive business cases, and lead deal cycles from qualification through execution.
• Develop and present ROI/TCO analyses and financial justifications for architectural solutions.
• Lead PoC/PoV strategies in collaboration with Solutions Engineers and Core Account Teams.
• Interlock with Cisco Engineering Business Units to influence product roadmap and go-to-market strategies.

Skills

Enterprise sales

Quota attainment

Executive communication

Solution selling

Cross-functional collaboration

Education

Bachelor’s, Master’s, or advanced degree in Business Admin, Marketing, CS, IT

Tools

MEDDPICC

Challenger Sales

Command of the Message

Job description

Cisco is seeking an Account Executive on the Architecture Team to own commercial relationships and drive strategic purchasing decisions for West Coast enterprise accounts. You will partner with Solutions Engineers and Core Account Teams to qualify pipeline, build business cases, and guide multi-stakeholder deal cycles from qualification through execution.

You will apply MEDDPICC and ROI/TCO methodologies to forecast architectural revenue, displace competitors, and expand wallet share while