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Account Executive - Services
Account Executive (Premium Services)
You will own the overall services strategy and support teams, driving incremental services growth while working closely with the Account Team to develop business opportunities and push them to closure. This role focuses on growing Recurring Revenue, ensuring smooth support coverage, and aligning professional services with customer needs.
You will:
- Engage specialist teams to enhance the sales process
- Partner with Customer Success to boost service adoption
- Leverage data insights to identify and pursue new opportunities across diverse accounts
- Develop demand for new services that align with customers' business objectives
- Facilitate upsell and cross-sell efforts during new and renewal pursuits
Your strategic focus includes staying updated on industry trends, market dynamics, and competitive landscapes, ensuring alignment with accounts, territories, and segments.
What You'll Do
- Lead high-value deals by creating custom service solutions and negotiating terms tailored to customer needs, while managing large or strategically important accounts to enhance customer happiness and build long-term partnerships.
- Engage with service buyers, influencing discussions by linking business challenges to critical outcomes and refining messaging for broader impact.
- Sustain commitment from champions and economic buyers, overcoming obstacles in decision-making processes and recasting criteria around measurable success metrics.
- Lead discovery efforts, devising strategies that highlight Cisco’s unique value proposition, ensuring alignment with customer expectations and set standards.
- Utilize customer and market data to elevate conversations and provide insights for informed decision-making, optimizing service outcomes.
- Promote accountability across teams, ensuring customer interactions adhere to agreed standards and exceptions.
- Share expertise with Account Teams via strategic planning, omor expansion strategies, and lifecycle selling.
- Drive cross-team knowledge-sharing on trends, technology, and services, aligning insights with customer needs and strategy.
- Advise on strategies that strengthen Cisco’s ability to meet customer needs, fostering partnerships to drive growth.
- Improve the sales process and forecasting accuracy by leading initiatives, conducting engagements that align both Cisco and customer strategic goals.
- Build and maintain strong customer relationships, influencing colleagues and channels within accounts.
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Key Responsibilities
Primary Focus
- Niche expertise in upselling and renewing Premium Services, embedding them into programs like Point of Sale and monetising Uncovered Product Attach.
Engagement & Collaboration
- 60% customer-facing or account team interaction to drive value and responsibility.
- Build relationships with customers, partners, and Account Teams to qualify opportunities and diagnose challenges.
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Sales Process Ownership
- Active participation from Strategic Account Planning through the Adoption Accountability Plan, culminating in deal closure.
Sales Cycle
- Convert new opportunities and upsell during renewals (6–18 month cycles) to maximize customer value.
- Manage medium to high complexity accounts with deal sizes ranging from $500K to $5M+.
Target Success Metrics
- Achieve high offer penetration through Premium, New Technical, Multi-Year, or Incubation services.
Why Work at Cisco?
At Cisco, we revolutionize how organizations connect, secure, and optimize their data and infrastructure, positioning them for success in the AI era and beyond.
For 40 years, we’ve driven innovation with bold ideas, creating solutions that facilitate humans and technology across digital and physical landscapes. Our enterprise-level offerings deliver security, visibility, and insights for customers' full digital footprint.
Our unparalleled technology portfolio, combined with a global network of experts and ambassadors, unlocks endless opportunities for collaboration and growth. Here at Cisco, we take on complexity together with empathy, tackling big challenges and making real world-impact. The opportunities are boundless.
Join us — because our power starts with you.
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