Account Executive - Services

Overview

Manages large, global strategic segment accounts as the primary influencer in purchasing decisions, orchestrating Cisco solutions across the portfolio with a deep focus on core networking technologies including switching, wireless, and routing.

What you'll do

• Develops and manages strategies for highly complex, multi-faceted deals and leads complex negotiations.
• Champions service sales for a strategic Region or set of accounts, cultivating deep relationships with key customers and influencing account growth and the customer lifecycle.
• Tailors engagement strategies to activate Champions, reflect buyer's Decision Criteria, and anticipate the expectations of the Economic Buyer.
• Guides teams in engaging C-suite Economic Buyers, activating cross-business Champions, and owning the Paper Process.
• Locks preference by tying Cisco's portfolio to enterprise-wide Decision Criteria.
• Influences discovery strategies, championing innovative approaches that help unlock customer value through services.
• Co-develops initiatives to ensure Cisco's consistent alignment with customer expectations, services standards and communication protocols.
• Advances insight-driven strategies that strengthen engagement and accelerate service uptake.
• Develops strategies to enhance communication and accountability across teams, maintaining focus on customer satisfaction.
• Directs initiatives to adapt future-focused service offerings to better meet evolving customer objectives and expand accounts through lifecycle selling.
• Creates strategies grounded in the E2E selling methodology to elevate team knowledge, boost effectiveness, and deliver greater customer value and impact.
• Develops strategies for fostering collaboration across the organization, ensuring integrated efforts aligned with required customer intimacy.
• Designs methodologies that enable future process optimization and strengthen forecasting precision.
• Develops initiatives to nurture gravitas in customer engagements, ensuring teams communicate with clarity, credibility and strategic alignment.
• Builds the sales funnel through opportunity prospecting and drives opportunities through to sales completion to achieve revenue goals.
• Analyzes data and builds forecasts to set weekly, monthly, and quarterly sales commitments.
• Engages specialist teams to improve the sales process, particularly where deep technical expertise is required.
• Works with the HQ and regional account teams across the globe; responsible for driving and executing the global strategy across multiple geographies.

What you'll need

• Bachelor's or Master's degree or equivalent, with strong technical and business knowledge and complementary skills to understand the customer's business drivers and align to Cisco solutions.
• 10 years of successful sales experience managing large strategic accounts, building and developing sales relationships to a CXO level in a growing business environment such as Cisco or in a previous technology sales organization.
• A strong track record in sales.
• Demonstrated skills to negotiate issues with peers, partners and customers using a Win/Win philosophy.
• Outstanding relationships with C-level executives within customer accounts, and the ability to strongly influence account managers, specialists, and channels, with consistent display of technical knowledge.

Nice to have

• Solid understanding of IT Service Management and the ability to map differentiated Cisco Services into existing or IT Service landscapes.
• Knowledge of Cisco services offerings, software portfolio, data and analytics, security and industry trends.

Details

• Location: Bangalore, India.
• Focus on global accounts with the ability to deploy major opportunities in multiple locations.