Account Executive - Premium Services
Apply NowCompany: Cisco
Location: Chicago, IL 60629
Description:
Meet the Team
In the Account Executive role, success is directly associated with creating strong and meaningful customer relationships and attainment of sales targets from net-new services 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 strategies and drive new opportunities to closure.
Your Impact
As a Premium Services seller, you are expected to be the chief outcomes and services strategist, leading the overall services strategy and the supporting team, with intense focus on Lifecycle and Professional Services, along with all Premium Services (new & renew upsell), including Point of Sale and Uncovered Product Attach. You will have the ability to understand your customers business in such an intimate way as to create compelling sales opportunities, aligned to your customers defined business outcomes, financial needs, and long-term objectives, and will use this knowledge to drive incremental value for the customer and growth for Cisco, utilizing the Cisco Sales and Lifecycle Selling methodology.
In the Premium Services seller role and as a key member of the account team, you will drive customer experience transformation & intimacy and lead the services strategy within our largest accounts. You will be crucial in growing Premium Services offerings and penetration within our customers and in maximizing our New, Recurring Annual Services incremental contract value, an extremely important financial metric for Cisco. This role is expected to build and increase opportunity pipeline to meet or exceed your Services sales quota.
In this role, you will provide leadership in the customer account with respect to Cisco Services and drive the execution of customer/partner facing activities to conclusion in a quality, timely, and appropriate manner. It will be important for you to develop a deep knowledge of the customer and their needs to ensure you can provide a first-class solution. You are the expert on Cisco strategic services and advise the sales team and/or partner on the best services solution to achieve customer outcomes and value realization throughout the customer lifecycle.
As a strategic thinker your primary goal is to deliver outstanding business outcomes to your customers. You hold yourself accountable for driving new and incremental business within your customer base. You have a collaborative approach and understand the value of the collective team with the ability to pull in crucial team members and execute to closure. You are a sales professional with shown success in the technology services industry with a strong drive to get results and very motivated to exceed sales goals. You will use your natural curiosity and insight to establish relationships and provide the best solutions to our customers. You will be tenacious in the hunt and closure of sales opportunities.
Minimum Requirements
#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 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.
In the Account Executive role, success is directly associated with creating strong and meaningful customer relationships and attainment of sales targets from net-new services 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 strategies and drive new opportunities to closure.
Your Impact
As a Premium Services seller, you are expected to be the chief outcomes and services strategist, leading the overall services strategy and the supporting team, with intense focus on Lifecycle and Professional Services, along with all Premium Services (new & renew upsell), including Point of Sale and Uncovered Product Attach. You will have the ability to understand your customers business in such an intimate way as to create compelling sales opportunities, aligned to your customers defined business outcomes, financial needs, and long-term objectives, and will use this knowledge to drive incremental value for the customer and growth for Cisco, utilizing the Cisco Sales and Lifecycle Selling methodology.
In the Premium Services seller role and as a key member of the account team, you will drive customer experience transformation & intimacy and lead the services strategy within our largest accounts. You will be crucial in growing Premium Services offerings and penetration within our customers and in maximizing our New, Recurring Annual Services incremental contract value, an extremely important financial metric for Cisco. This role is expected to build and increase opportunity pipeline to meet or exceed your Services sales quota.
In this role, you will provide leadership in the customer account with respect to Cisco Services and drive the execution of customer/partner facing activities to conclusion in a quality, timely, and appropriate manner. It will be important for you to develop a deep knowledge of the customer and their needs to ensure you can provide a first-class solution. You are the expert on Cisco strategic services and advise the sales team and/or partner on the best services solution to achieve customer outcomes and value realization throughout the customer lifecycle.
As a strategic thinker your primary goal is to deliver outstanding business outcomes to your customers. You hold yourself accountable for driving new and incremental business within your customer base. You have a collaborative approach and understand the value of the collective team with the ability to pull in crucial team members and execute to closure. You are a sales professional with shown success in the technology services industry with a strong drive to get results and very motivated to exceed sales goals. You will use your natural curiosity and insight to establish relationships and provide the best solutions to our customers. You will be tenacious in the hunt and closure of sales opportunities.
Minimum Requirements
- Collaborate and drive cross functional team within Cisco through influence of desired outcomes
- 3+ years of services sales experience in IT or related industry
- Ability to develop trusted relationships based on deep understanding of the customer's perspective
- Understanding of Key Drivers and Strategic Imperatives of relevant Industry
- Knowledge of Cisco's or a competitor's Professional / Advanced Services portfolio
- Expertise in Consultative solution selling aligned to each customer's unique business problems and strategic objectives
- Uncovers and understands customer strategies and objectives; identifies and leads multiple buyer personas (c-level, technical, economic, etc.). Ability to tailor messages to an appropriate audience.
- BA/BS degree in technology related fields or marketing/management
- Experience selling through channel partners
#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 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.