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For Companies At a Glance
- Tasks: Lead sales strategies for services and buying programs, driving customer success and revenue growth.
- Company: Cisco is a global leader in technology, fostering an inclusive future through innovation and collaboration.
- Benefits: Enjoy flexible work options, dedicated volunteer time, and a culture that values diversity and personal growth.
- Why this job: Join a dynamic team focused on impactful solutions and meaningful customer relationships in a supportive environment.
- Qualifications: 2-5 years in services/software sales; strong consultative selling skills and a tech-related degree preferred.
- Other info: Be part of a company that prioritises community engagement and personal development.
The predicted salary is between 36000 - 60000 £ per year.
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. Owns 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.
AE (Account Executive) – Services and Buying Programs employer: Cisco Systems
Contact Detail:
Cisco Systems Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land AE (Account Executive) – Services and Buying Programs
✨Tip Number 1
Familiarise yourself with the Cisco Sales and Lifecycle Selling methodology. Understanding this approach will not only help you align with the expectations of the role but also demonstrate your commitment to driving customer value and growth.
✨Tip Number 2
Network with current or former employees in similar roles at Cisco. Engaging with them can provide you with insider insights about the company culture, expectations, and effective strategies for success in the Account Executive position.
✨Tip Number 3
Prepare to discuss specific examples of how you've successfully built relationships with customers and driven sales growth in previous roles. Tailoring your experiences to reflect the needs outlined in the job description will make you stand out.
✨Tip Number 4
Stay updated on industry trends related to services and software sales. Being knowledgeable about the latest developments will not only enhance your conversations during interviews but also show that you're proactive and engaged in your field.
We think you need these skills to ace AE (Account Executive) – Services and Buying Programs
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in services and software sales. Emphasise any achievements related to meeting or exceeding sales quotas, as well as your understanding of lifecycle services and enterprise agreements.
Craft a Compelling Cover Letter: In your cover letter, demonstrate your understanding of the role by discussing how your skills align with the responsibilities outlined in the job description. Mention specific experiences where you developed trusted relationships with customers and drove sales growth.
Showcase Your Sales Methodology Knowledge: Highlight your familiarity with MEDDPICC sales methodology in your application. Provide examples of how you've used this approach to achieve sales success, particularly in relation to services and buying programs.
Research Cisco's Culture: Familiarise yourself with Cisco's values and culture, especially their focus on inclusivity and community. Reflect this understanding in your application to show that you are not only a fit for the role but also for the company ethos.
How to prepare for a job interview at Cisco Systems
✨Understand the Role Deeply
Before the interview, make sure you thoroughly understand the responsibilities of an Account Executive in Services and Buying Programs. Familiarise yourself with Cisco's sales methodologies, especially MEDDPICC, and be ready to discuss how your experience aligns with these expectations.
✨Showcase Your Relationship-Building Skills
Since success in this role hinges on creating strong customer relationships, prepare examples from your past experiences where you've built trust and rapport with clients. Highlight how these relationships led to successful sales outcomes.
✨Prepare for Consultative Selling Questions
Expect questions that assess your consultative selling skills. Be ready to discuss how you identify customer needs, tailor solutions, and demonstrate ROI. Use specific examples to illustrate your approach to solving complex business problems.
✨Demonstrate Strategic Thinking
The role requires a strategic mindset, so be prepared to discuss how you would develop account strategies and align them with customer objectives. Think about how you can leverage services and buying programs to drive value for customers and growth for Cisco.
