Account Executive - Portfolio

Account Executive

The successful candidate must be based in the DMV area and will regularly travel to clients based in this region.

Your Impact:

An experienced Account Executive dedicated to the 63 Federal customers in the Independent Agency territory. This territory represents a significant share of our business, averaging $20M+ annually. Growth will entail focus on enterprise Agreements, infrastructure consolidation and modernization, automation and operational efficiency, flexible payment plans, competitive displacement and market share gain. In addition, you will:

• Collaborates with customers to understand their business goals, find 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.
• 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 secure networking technologies including switching, wireless, and routing.
• Engages Portfolio Solution Engineers, specialist teams, particularly in non-core secure networking areas, where deep competitive positioning and technical expertise is required.
• Builds the sales funnel through good opportunity prospecting and drives opportunities through to sales completion to achieve revenue goals and maintain account retention.
• Analyses data and creates forecasts to set weekly, monthly, and quarterly sales commitments.
• Stays informed about industry trends, market dynamics, and competitive landscape

What You'll Do:

• Leads complex deal cycles with substantial business contributions. Typically prospects new deals and develops portfolio within accounts with significant territory size, and customers in high segmentation tiers (e.g., High touch and focus accounts)
• Integrates multiple dynamic inputs (e.g., customer feedback, product dependencies, product performance) to maintain thorough knowledge of current customers and prospects
• Regularly applies and leverages market trends and competitive insights to develop and deliver compelling demos and other customer-facing materials
• Elevates customer conversations with valuable insights, competitive analysis, and transformative solutions that drive measurable outcomes
• Acts as a strategic advisor to executive-level, high-value leaders (IT and CXOs) influencing key business decisions
• Designs and presents a customer-first strategy, ensures account plans are informed by and aligned with portfolio plans
• Analyzes CRM data, sales performance reports, and workflow trends and co-creates enhancement plans
• Partners with RevOps, finance, procurement and IT teams to implement enhancement plans, refine sales workflows and reduce bottlenecks
• Champions cross-architecture collaboration to solve complex customer challenges

Minimum Qualifications:

• 3+ years of federal sales experience.
• Proven experience with federal procurement processes
• BS/BA or equivalent experience.

Preferred Qualifications:

• Proven ability to manage and expand complex customer relationships while uncovering new business areas.
• Demonstrated success in leveraging channel partner relationships, with the ability to motivate high levels of partner engagement, accountability and establishing a feedback loop.

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.

Message to applicants applying to work in the U.S. and/or Canada:

The starting salary range posted for this position is $230,100.00 to $292,500.00 and reflects the projected salary range for new hires in this position in U.S. and/or Canada locations, not including incentive compensation*, equity, or benefits.

Individual pay is determined by the candidate's hiring location, market conditions, job-related skillset, experience, qualifications, education, certifications, and/or training. The full salary range for certain locations is listed below. For locations not listed below, the recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees are offered benefits, subject to Cisco's plan eligibility rules, which include medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, paid parental leave, short and long-term disability coverage, and basic life insurance. Please see the Cisco careers site to discover more benefits and perks. Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time.

U.S. employees are eligible for paid time away as described below, subject to Cisco's policies:

• 10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees
• 1 paid day off for employee's birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco
• Non-exempt employees** receive 16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees
• Exempt employees participate in Cisco's flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations)
• 80 hours of sick time off provided on hire date and each January 1st thereafter, and up to 80 hours of unused sick time carried forward from one calendar year to the next
• Additional paid time away may be requested to deal with critical or emergency issues for family members
• Optional 10 paid days per full calendar year to volunteer

For non-sales roles, employees are also eligible to earn annual bonuses subject to Cisco's policies.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components, subject to the applicable Cisco plan. 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 0% up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.

The applicable full salary ranges for this position, by specific state, are listed below:

New York City Metro Area:

$245,100.00 - $355,800.00

Non-Metro New York state & Washington state:

$230,100.00 - $365,000.00

* For quota-based sales roles on Cisco's sales plan, the ranges provided in this posting include base pay and sales target incentive compensation combined.

** Employees in Illinois, whether exempt or non-exempt, will participate in a unique time off program to meet local requirements.

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