Role Overview
Leads and manages direct account and architecture teams, accountable for team performance and portfolio profitability, serves as an influencer in customers purchasing decisions. Builds and sustains strong, long‑term relationships with a broad range of customer and buyer stakeholders (e.g., CTO, CIO, CFO, Purchasing leaders, Partner Executive, LOB, Buyer or Partner sales managers and decision makers). Collaborates with customers to understand their business goals, identify opportunities for upsell/cross‑sell additional solutions, and create demand based on what is 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. Leads both product and services strategy, across portfolio or architecture. Maintains a comprehensive understanding of Cisco’s full product portfolio. Engages specialist teams to enhance the sales process, particularly in areas where deep technical expertise is required. Builds the sales funnel through opportunity development and drives opportunities through to sales completion to achieve revenue goals. Reviews business plans and forecasting data and presents to senior leadership to shape data‑driven account strategies.
Key Account Management Activities
- Stays informed about industry trends, market dynamics, and competitive landscapes.
- Specializes and focuses, may be organized by geography/segment/vertical/account set.
- Customer engagement and accountability with customer‑facing time varying by segment/GEO (25–50%), and influence ranging from moderate to high.
- Indirect influence on roles not reporting into it, while maintaining a mid‑to‑high corporate interlock across cross‑functional teams.
- Typical sales cycle generally runs 3–6 months, may be longer for more complex opportunities (up to 18–24 months).
- Success measures vary by geo/segment and may include: team performance metrics (build, manage effective team, attract/retain top talent), goal attainment, recurring revenue, renewal rates, territory YOY growth, and new logos.
What You’ll Do
- Typically lead multiple portfolio teams and architecture teams.
- Accountable for multi‑year, highly complex architectural deals with top‑tier accounts involving multiple stakeholders and departments.
- Manage financial and strategic objectives, including regional profitability and expansion, competitive positioning, and new market entry.
- Strategically align investments across regions or theaters to support long‑term growth initiatives, and mobilize resources to deliver account success.
- Drive forecasting accuracy and methodology, seeking out new methods and tools to buy or build.
- Contribute to development of field GTM strategies and ensure alignment with partner/virtual GTM strategies.
- Drive innovation adoption across geographies, driving competitive differentiation globally.
- Cultivate strategic client relationships, navigating intricate deal structures and architecture integrations.
- Implement structured tracking of sales metrics to maintain focus on critical outcomes and encourage continuous improvement practices.
- Foster a culture of collaboration across multiple field, partner and virtual account teams.
- Lead mentoring initiatives designed to achieve superior quota performance.
- Harness key cross‑functional influencers to architect and execute comprehensive account strategies.
Minimum Qualifications
- Bachelor’s degree + 15 years of related experience.
- Master’s degree + 12 years of related experience.
- PhD + 8 years of related experience.
- 4+ years of supervisory experience.
Preferred Qualifications
Preferred qualifications vary based on team and business needs; they include additional education, experience and skills beyond the minimum qualifications.
THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS.
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