Manages a defined set of accounts serving as the primary influencer in purchasing decisions.

Builds and sustains strong, long-term relationships with customers.

Collaborates with customers to understand their business goals, identify opportunities for upsell/cross-sell additional solutions, and create demand based on what's possible in customer roadmaps.

Serves as the Account Orchestrator, aligning and integrating solutions with customer needs, driving sustainable cross-portfolio growth through coordination and competitive deal packing.

Typically serves multiple domains or product areas across a portfolio or set of accounts.

Maintains a comprehensive understanding of Cisco’s full product portfolio to articulate Cisco's overall product strategy and how it is differentiated in the market in response to customer outcomes.

Has a deep focus on core networking technologies including switching, wireless, and routing.

Engages specialist teams to enhance the sales process, particularly in areas where deep technical expertise is required.

Builds the sales funnel through good opportunity prospecting and drives opportunities through to sales completion to achieve revenue goals.

Analyses data and creates forecasts to set weekly, monthly, and quarterly sales commitments.

• Stays informed about industry trends, market dynamics, and competitive landscapes

• Specialization and Focus

• Generalist, with knowledge of the full product portfolio but with expertise in the core network portfolio including switching, wireless, and routing.

• Additional dependencies on size and complexity of account, particular franchise focus (architectural, product or opportunity aligned ) may be relevant

• Customer Engagement and Accountability

• Primary influencer.

May not always own the customer relationship where that is held by a CE/CD.

• In GSP (Global Service Profile), can be working with specialist peers and the BEs to create usually highly customized, scalable engagements

• The Internal Sales Process

• All deal stages.

• Spends most of the time between prospect/qualification and proposal of the deal

• Corporate Interlock

• Low corporate interlock (High in SP, Moderate in Enterprise, Low in Commercial)

• Typical Sales Cycle

• Medium Sales complexity.

Average length of deal is 3-6 months but can be as long as 12-18 months in more complex accounts/opportunities.

• Variable deal size, can be between $50K to $750K (over $1M for SP)
• Success Measures
• Sustained portfolio growth, account growth, account retention What You'll Do:
• Orchestrates multi-faceted, highly complex deal cycles, often involving multiple stakeholders and departments; with significant and impactful revenue growth and business contributions.

Typically prospects new deals and develops portfolio within accounts:

• On Cisco’s largest accounts in Cisco’s highest tiers of segmentation (e.g., Premier Accounts)
• With C-suite, buyers, executives at all levels
• Anticipates evolving customer needs, leveraging specialized knowledge of customer business models, industry trends, and economic drivers
• Leverages competitive and customer data to position Cisco solutions that addresses customer challenges and creates stickiness with the customer
• Identifies and interprets shifts in the competitive landscape (including competitor insights) to provide strategic recommendations to internal and external stakeholders
• Leads executive-level engagements by championing innovative, customer-first strategies that drive business transformation and long-term value
• Facilitates and secures long-term partnerships, expertly navigating commercial, legal, and technical requirements ensuring alignment between customer goals and Cisco’s strategic vision
• Leads negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements
• Reviews, prioritizes, and aligns customer needs and business/portfolio strategy for account plans
• Drives account planning and leverages extended team resources and key partners to identify new consumption options across multiple architectures
• Demonstrates deep technical comprehension of technical solutions and their long-term value/ROI in customer context
• Integrates CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization
• Partners with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement
• Champions GTM-wide collaboration that influences Cisco and customer organizations

Minimum Qualifications:

Bachelors + 8 years of related experience, or Masters + 6 years of related experience, or PhD + 3 years of related experience

Preferred Qualifications:

Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications. THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS

Why Cisco?

At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond.

We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds.

These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions.

Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless.

We work as a team, collaborating with empathy to make really big things happen on a global scale.

Because our solutions are everywhere, our impact is everywhere.

We are Cisco, and our power starts with you.