AE (Account Executive) – Services and Buying Programs

AE (Account Executive) – Services and Buying Programs

Job Type: Professional

Services & Software

Job Id: 1436443

What You’ll Do

Your role will combine the expertise of an Account Executive Services Premium with the acumen of an Account Executive Buying Programs. As an Integrated Services and Buying Programs Act Exec, you will be the chief outcomes and services strategist, leading both the services and software strategies, with a focus on Lifecycle & Professional Services, Premium Services (Point of Sale & Uncovered Product Attach upsell), and Enterprise Agreements via the a la carte to EA sales motion. You will understand your customers\’ business in such an intimate way as to create compelling sales opportunities aligned with their defined business outcomes, financial needs, and long-term objectives. Utilizing the Cisco Sales and Lifecycle Selling methodology, you will drive incremental value for the customer and growth for Cisco with a customer beneficial, single Services and Buying Program solution.

• Build services and buying programs account strategy, including in the annual Account Planning process.
• Identify customer KPIs, quantify the pain (initial ROI), and create value case for customer.
• Accountable for the coordination of CX and Buying Programs resources to create scope and quote.
• Expert-level Buying Program and licensing knowledge that includes total cost of ownership, benefits and risk analysis, to build and deliver a strategic customer-outcomes focused proposal tailored to multiple customer personas including LOB, Procurement and IT.
• Own renewal and expansion of Buying Programs and ensuring True Forward is forecasted.

Seller Expectations

• Owner of alignment on services and Buying Programs strategy with customer and Account Team, educating and mentoring the AM’s where needed.
• Utilize, be measured against, and be accountable for MEDDPICC sales methodology, specifically Responsibility Matrix and Scorecard.
• Experts in value and ROI of our Buying Programs compared to a la carte.
• Mastery of Buying Programs quoting and ordering tools.

You will drive revenue growth by identifying, developing, pricing, and closing multi-architecture enterprise agreements while increasing Premium Services offerings and penetration, as well as new and recurring annual services incremental contract value.

While leading contract/legal negotiations, you’ll manage the internal approval process and understand internal compensation drivers to influence portfolio positioning.

Managing the pipeline and forecast ensuring accurate and timely updates.

Who You’ll Work With

Success is directly associated with creating strong and meaningful customer relationships and attainment of sales targets from net-new services and buying programs growth in your assigned accounts. You will collaborate with the extended account team: Account Manager, Sales Engineering, Solutions Architects, Software and Service Renewal Managers, Core Services seller, Delivery, Legal, Finance, and our Partner ecosystem to develop services and software strategies and drive new opportunities to closure.

Who You Are

• 2-5 years proven experience in Services and/or Software sales, with a track record of meeting or exceeding sales quotas.
• Strong understanding of lifecycle services, professional services, and enterprise software agreements.
• Ability to develop trusted relationships based on deep understanding of the customer’s perspective.
• Expertise in Consultative and financial solution selling aligned to each customer’s unique business problems and strategic objectives.
• Uncovers and understands customer strategies and objectives; identifies and manages multiple buyer personas (C-level, technical, economic, etc.).

Desired Skills

• Ability to tailor messages to an appropriate audience.
• BA/BS degree in technology related fields or marketing/management.
• Strategic thinker with the ability to drive sales motion transformation from hardware to software and utilize Services to meet customers desired outcomes, utilizing familiarity with services, software licensing, buying programs, and contract management.
• Collaborate and drive cross-functional team within Cisco through influence of desired outcomes.
• Ability to work collaboratively with cross-functional teams within Cisco through influence of desired outcomes: sales teams, business entities, and partners.
• Understanding of Key Drivers and Strategic Imperatives of relevant industry.
• You hold yourself accountable for driving new and incremental business within your customer base.
• You will be tenacious in the hunt and closure of sales opportunities.

#WeAreCisco

#WeAreCisco where every individual brings their unique skills and perspectives together to pursue our purpose of powering an inclusive future for all.

Our passion is connection—we celebrate our employees’ diverse set of backgrounds and focus on unlocking potential. Cisconians often experience one company, many careers where learning and development are encouraged and supported at every stage. Our technology, tools, and culture pioneered hybrid work trends, allowing all to not only give their best, but be their best.

We understand our outstanding opportunity to bring communities together and at the heart of that is our people. One-third of Cisconians collaborate in our 30 employee resource organizations, called Inclusive Communities, to connect, foster belonging, learn to be informed allies, and make a difference. Dedicated paid time off to volunteer—80 hours each year—allows us to give back to causes we are passionate about, and nearly 86% do!

Our purpose, driven by our people, is what makes us the worldwide leader in technology that powers the internet. Helping our customers reimagine their applications, secure their enterprise, transform their infrastructure, and meet their sustainability goals is what we do best. We ensure that every step we take is a step towards a more inclusive future for all. Take your next step and be you, with us!

Message to applicants applying to work in the U.S. and/or Canada:

When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate\’s hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings.

Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday (for non-exempt employees), plus a day off for their birthday. Non-Exempt new hires accrue up to 16 days of vacation time off each year, at a rate of 4.92 hours per pay period. Exempt new hires participate in Cisco’s flexible Vacation Time Off policy, which does not place a defined limit on how much vacation time eligible employees may use, but is subject to availability and some business limitations. All new hires are eligible for Sick Time Off subject to Cisco’s Sick Time Off Policy and will have eighty (80) hours of sick time off provided on their hire date and on January 1st of each year thereafter. Up to 80 hours of unused sick time will be carried forward from one calendar year to the next such that the maximum number of sick time hours an employee may have available is 160 hours. Employees in Illinois have a unique time off program designed specifically with local requirements in mind. All employees also have access to paid time away to deal with critical or emergency issues. We offer additional paid time to volunteer and give back to the community.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco typically pays as follows:

.75% of incentive target for each 1% of revenue attainment up to 50% of quota;

1.5% of incentive target for each 1% of attainment between 50% and 75%;

1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.

For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.

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