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Account Executive - Services
Account Executive – Cisco Services
Role Overview
The core aim of the Account Executive is to identify and enable Cisco Services to support customers in achieving their desired business outcomes. This position focuses strongly on:
- Lifecycle & Professional Services
- Premium Attach Services
- Point of Sale and Uncovered Product Attach upsell
The role drives incremental services growth through close coordination with the Account Team, developing opportunities and driving them to closure to grow Cisco’s Recurring Revenue business.
The candidate will focus on Premium Services, integrating them into Buying Programs, including Point of Sale and Uncovered Product Attach. Key responsibilities include:
- Engaging with customers and internal/external account teams (~60% of time)
- Building relationships, qualifying opportunities, and addressing challenges
- Participating in the internal sales process (Strategic Account Planning, Adoption Accountability Plan) through deal closure
- Prioritising new opportunities and upselling services during renewals to enhance customer value
The role demands high engagement and cross-functional collaboration with:
- Account Teams
- CX product management
- Renewals
- Global services sales
- Architecture and Portfolio Account Executives
Account Executives lead medium to high complexity sales cycles, with deal lengths averaging 6 to 18 months and deal sizes ranging from $50K to $1M+. Success is measured by:
- Offer penetration (Premium, New Technical, Multi-Year, or Incubation Services)
Key Responsibilities
Customer Support & Services Alignment
- Ensure customers have efficient support coverage and professional services aligned with their encouraged business outcomes.
- Engage specialist teams to improve sales processes and partner optimally with Customer Success to boost services adoption.
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Opportunity Management
- Identify and manage opportunities across a diverse portfolio of accounts to expand services coverage and impact across new and existing customers and markets.
- Leverage customer and data insights to drive better engagement.
Relationship & Upsell Strategy
- Build and sustain strong, long-term customer relationships, collaborating to build demand for new services aligned with business needs.
- Act as a primary liaison between Cisco and accounts for upselling and cross-selling during new and renewal pursuits.
Data-Driven Decision Making
- Conduct data analysis to uncover new opportunities, assess buying propensity, evaluate service availability, and identify unattached products.
- Use insights to:
- Demonstrate customer needs
- Implicate pain points
- Derive weekly, monthly, and quarterly forecasting commitments
- Stay informed about industry trends, market dynamics, and competitive landscapes aligned to accounts, territories, and segments.
What You’ll Do
Sales Leadership & Collaboration
- Independently lead moderately/medium-high complexity sales cycles, collaborating with cross-functional teams.
- Develop proposals and ensure service delivery coordination.
Client Engagement & Relationship Expansion
- Build relationships with new and existing accounts as the primary contact for:
- Account Planning
- Service Engagement
- Support
- Align outreach with buyers’ decision criteria using customer insights.
Strategic Influence & Budget Alignment
- Mobilize internal champions to support economic buyers.
- Secure budget alignment and deliver tailored solutions.
Market & Product Expertise
- Use discovery to align Cisco’s joint product and service solutions with customer challenges.
- Apply market and data analysis to guide strategic conversations and position Cisco’s unique value.
- Collaborate with service delivery teams to confirm customer expectations.
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Architectural & Strategic Sales
- Apply services expertise across the architecture portfolio to align offerings with customer strategy.
- Expand adoption through lifecycle selling.
Consultative Selling Approach
- Nurture creditable, consultative relationships leveraging deep service and market expertise.
- Use end-to-end outcomes-based selling to position offerings effectively.
Internal Collaboration
- Cultivate collaborative relationships across internal teams to align service offerings with account strategies.
- Refine forecasting and customer interactions using Cisco’s sales methodologies.
- Rely on senior services mentors initially to develop relationships within customer accounts.
Why Cisco?
At Cisco, we’re revolutionising how data and infrastructure connect and secure organizations in the AI era—and beyond.
- 40 years of innovation: Crafting solutions that power human and technology collaboration across the physical and digital worlds.
- Global impact: Providing customers with unparalleled security, visibility, and insights across their digital footprint.
- Limitless opportunities: A combination of technological depth, global expertise, and fearless experimentation allows for growth and success on a global scale.
We operate as a single team, leveraging empathy and collaboration to deliver transformative solutions. Because our impact spans the globe, so does our commitment to excellence.
Join Cisco—your power starts with us.
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