Account Executive - Services - SLED (CA)

Meet the Team:

Join a dynamic sales team that serves as the chief customer outcomes and services strategist, leading the overall services strategy and supporting teams, while driving incremental services growth through close coordination with the Account Team, developing the opportunity and driving it to closure to grow our Recurring Revenue business.

Your Impact:

You will ensure our customers have the best support coverage and professional services aligned to the customers expected outcomes.

• Engages specialist teams to enhance the sales process and ensures effective partnership with Customer Success to enhance services adoption.
• Identifies and manages opportunities across a large mix of accounts to expand coverage and impact of services across new and existing customers/markets, leveraging customer and data insights to enhance service adoption.
• Builds and sustains strong, long-term relationships with customers.
• Collaborates with customers to create demand for new services aligned to customer’s desired outcomes and business needs, upsells/cross-sells additional solutions during new and renew pursuits.
• Conducts data analysis to uncover new opportunities, understand buying propensity, service availability, and potential for unattached products.
• Utilizes data to show customers need, implicate pain, and derive forecasts, setting weekly, monthly, and quarterly sales commitments.
• Stays informed about industry trends, market dynamics, and competitive landscapes.
• Aligned to accounts, territories and/or segments.
• Focus on New and Renew Upsell of Premium Services, inserting them into a Buying Program, and including Point of Sale and Uncovered Product Attach.
• High engagement and cross functional collaboration with the Account Team, CX product management, renewals, global services sales, and other functions (architectures, portfolio AE, etc.)

Minimum Qualifications:

• 5+ years managing end-to-end deal cycles of moderate to high complexity independently.
• 5+ years of experience developing and executing account plans for Enterprise Accounts, including identification of business priorities, buying centers, whitespace, competitive landscape, and expansion opportunities. 
• Previous experience partnering with Sales Engineers, Customer Success, Marketing, Partners/Alliances, Professional Services, and executive leadership to advance complex opportunities. 
• 5+ years of experience maintaining CRM opportunity data, next steps, close dates, deal values, stage progression, and forecast categories. 

Preferred Qualifications:

• Ability to forecast quarterly revenue within an established sales methodology and cadence, including clear identification of risks, dependencies, and required actions. 
• Experience meeting sales targets across new business and existing customers within an assigned territory. 
• Tailors engagement strategies to activate Champions, reflect buyer’s Decision Criteria, and anticipate the expectations of the Economic Buyer.
• Locks preference by tying Cisco’s portfolio to enterprise-wide Decision Criteria.
• Influences discovery strategies, championing innovative approaches that help unlock customer value through services.
• Co-develops initiatives to ensure Cisco’s consistent alignment with customer expectations, services standards and communication protocols.
• Advances insight-driven strategies that strengthen engagement and accelerate service uptake.
• Develops strategies to enhance communication and accountability across teams, maintaining focus on customer satisfaction.
• Directs initiatives to adapt future focused service offerings to better meet evolving customer objectives and expand account through lifecycle selling.
• Creates strategies grounded in the E2E selling methodology to elevate team knowledge, boost effectiveness, and deliver greater customer value and impact.
• Develops strategies for fostering collaboration across the organization, ensuring integrated efforts aligned with required customer intimacy
• Designs methodologies that enable future process optimization and strengthen forecasting precision.
• Develops initiatives to cultivate gravitas in customer engagements, ensuring teams communicate with clarity, credibility and strategic alignment.

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. 

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:

Non-Metro New York state & Washington state:

* 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.