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.