Cisco
What You'll Do: The vision of the Public Sector organization is to help Governments protect, serve, and educate citizens at the National, State, and Local level. Our organization serves the State/Local Government and Education. You will work with an incredible team of Public Sector Account Managers and partner with a talented group of Systems Engineers, who share the same passion. You’ll play a pivotal role in the sales process and position a large portfolio of technology products and services. You’ll help advance Public Sector Sales and make our customers lives better and easier by effectively selling across all levels and you will deliver large strategic wins using a go to market sales model driving business relevant/customer value selling and exceeding goals.
Duties and Responsibilities will include: Leadership of the account. Handle all revenue streams from the Account by collaborating with cross functional account teams supporting the broad portfolio. Build positive relationships with the client at all management levels. Manage strong business relations between Cisco and the account partners at all levels. Develop a long term 1-3 year Account/Business Plan in collaboration with cross functional teams to align with the customer's long term growth, innovation plans and ground-breaking business opportunities. Drive the execution of a 12-month Account/Business plan to meet set achievements and goals. Identify and close opportunities in the account through positive relationships with key partners and executive decision makers to improve Cisco's wallet share. Develop & articulate sales strategies for all major opportunities and understand the buying cycle for the opportunities being pursued. Achieve order intake targets for the Account portfolio under management. Business reporting (monthly forecast, weekly commit, pipeline development). Ensures the desired position and market share, as set in the objectives, are achieved with consistent messages in every aspect of the Account relationship and development on all appropriate levels. Work with the customer to develop an innovation strategy to help save costs, deliver value to their business, and gain a competitive advantage. Act as primary focal point for the Account. Focus on value based selling and crafting business relevance for technology solutions.
Who You'll Work With: As part of Cisco's Public Sector segment, we are an outstanding sales force with a laser focus on finding and solving our customer's most critical problems and partnering with them to gain market opportunities. We pride ourselves in our ability to understand and focus on business outcomes and solutions, not just products. We constantly seek to redefine ourselves to stay ahead of the game. We take bold actions and be all in to deliver our commitments to our customers and partners. We empower our team to go beyond and deliver great value to our customers, partners, and internal stakeholders.
Who You Are: You are self-starter that will build executive relationships, articulate Cisco's product, services, and business strategies, create demand and close deals. You've successfully worked with complex technical solutions including calling on key decision makers and all other technical and business influencers. You can negotiate solutions and resolve issues with peers, partners and customers employing a Win/Win philosophy. Previous experience working with Product Engineering Teams in creating integrated solutions that address complex problems with a focus on the Cisco value proposition. You have keen ability to position turnkey solutions and articulate primary vendor strategies to senior customer Executives. You will have validated experience in processes for successful account management including forecasting, quota achievement, sales presentations, short term, mid-term, and long-term opportunity management.
- You have experience in building executive relationships with multiple named accounts while providing insight and strategy around how Services-Led customers go-to-market, mapping our solutions to our customers priorities.
- You have demonstrated ability to sell within traditional IT hierarchy as well as non-IT business units, particularly around how Cisco can enable our customer’s service delivery.
- You develop and execute the annual plan for named accounts in line with company strategy.
- Business forecasting (monthly forecast, weekly commit, and pipeline development) required.
- You can engage and lead cross-functional/virtual resources as part of extended team. Excellent presentation skills required.
- You are a self-starter with strong negotiation skills while also being able to focus on execution and closing deals.
Our minimum requirements for this role:
- Experience selling in areas such as networking, security, unified collaboration, data center, software, and cloud services.
- Excellent communicator with expertise in building/leading large sales teams
- 5-7+ years account management experience
- Forward-thinking presentation skills
We Are Cisco: #WeAreCisco, where each person is outstanding, but we bring our talents to work as a team and make a difference. Here’s how we do it… We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re “old” (30 years strong!) And only about hardware, but we’re also a software company. And a security company. An AI/Machine Learning company. We even invented an intuitive network that adapts, predicts, learns, and protects. No other company can do what we do – you can’t put us in a box! But “Digital Transformation” is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.) Day to day, we focus on the give and take. We give our best, we give our egos a break, and we give of ourselves (because giving back is built into our DNA.) We take accountability, we take bold steps, and we take difference to heart. Because without diversity of thought and a dedication to equality for all, there is no moving forward.
Message to applicants applying to work in the U.S. and/or Canada:
When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.
U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings. Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.
Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. 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 up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.