Account Executive - Portfolio

Job description

職務の目的： 担当する顧客アカウントの主要な意思決定者として、長期的な信頼関係を構築し、シスコの包括的なポートフォリオを活用したビジネス成長を牽引します。顧客のビジネス目標を深く理解し、シスコのソリューションを統合的に提案することで、持続的な成長を実現する「アカウント・オーケストレーター」としての役割を担います。 主な業務内容 アカウント・マネジメント： 担当アカウントの主要な窓口として、長期的な関係を構築・維持。 ソリューション提案： 顧客のロードマップに基づき、アップセル・クロスセル機会を創出。特にセキュア・ネットワーキング（スイッチング、ワイヤレス、ルーティング、ファイアウォール）に強みを持ちます。 オーケストレーション： 社内のスペシャリストチームやポートフォリオ・ソリューション・エンジニアと連携し、複雑な商談をリード。 パイプライン管理： CRMツールを活用した案件の可視化、売上予測、月次・四半期ごとのコミットメント達成。 戦略的エンゲージメント： Cレベル（経営層）を含むステークホルダーに対し、ビジネス変革を促す戦略的な提案を実施。 市場分析： 業界トレンドや競合環境を把握し、シスコの差別化戦略を顧客に提示。 応募資格 必須要件：学士号取得者：関連業務経験 8年以上 修士号取得者：関連業務経験 6年以上 博士号取得者：関連業務経験 3年以上 Manages a defined set of accounts serving as the primary influencer in purchasing decisions. Builds and sustains strong, long-term relationships with customers. Collaborates with customers to understand their business goals, identify 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. Typically serves multiple domains or product areas across a portfolio or set of accounts. 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 to enhance the sales process. Engages 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. Ensures funnel is accurately represented in Cisco's CRM tools. Analyses data and creates forecasts to set weekly, monthly, and quarterly sales commitments. Stays informed about industry trends, market dynamics, and competitive landscapes • Specialization and Focus - Generalist, with knowledge of the full product portfolio but with expertise in the core secure networking portfolio including switching, wireless, routing and firewall. Additional dependencies on size and complexity of account, particular franchise focus (architectural, product or opportunity aligned ) may be relevant • Customer Engagement and Accountability - Primary influencer and account owner, except if the customer relationship is held by a CE/CD. • The Internal Sales Process - All deal stages. Spends most of the time between prospect/qualification and proposal of the deal • Corporate Interlock - Low corporate interlock (High in SP, Moderate in Enterprise, Low in Commercial) • Typical Sales Cycle - Medium Sales complexity. Average length of deal is 3-6 months but can be as long as 12-18 months in more complex accounts/opportunities. Variable deal size, can be between $50K to $750K (over $1M for SP) • Success Measures - Sustained portfolio growth, account growth, account retention What You'll Do: • Orchestrates multi-faceted, highly complex deal cycles, often involving multiple stakeholders and departments; with significant and impactful revenue growth and business contributions. Typically prospects new deals and develops portfolio within accounts: • On Cisco’s largest accounts in Cisco’s highest tiers of segmentation (e.g., Premier Accounts) • With C-suite, buyers, executives at all levels • Anticipates evolving customer needs, leveraging specialized knowledge of customer business models, industry trends, and economic drivers • Leverages competitive and customer data to position Cisco solutions that addresses customer challenges and creates stickiness with the customer • Identifies and interprets shifts in the competitive landscape (including competitor insights) to provide strategic recommendations to internal and external stakeholders • Leads executive-level engagements by championing innovative, customer-first strategies that drive business transformation and long-term value • Facilitates and secures long-term partnerships, expertly navigating commercial, legal, and technical requirements ensuring alignment between customer goals and Cisco’s strategic vision • Leads negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements • Reviews, prioritizes, and aligns customer needs and business/portfolio strategy for account plans • Drives account planning and leverages extended team resources and key partners to identify new consumption options across multiple architectures • Demonstrates deep technical comprehension of technical solutions and their long-term value/ROI in customer context • Integrates CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization • Partners with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement • Champions GTM-wide collaboration that influences Cisco and customer organizations Minimum Qualifications: Bachelors + 8 years of related experience, or Masters + 6 years of related experience, or PhD + 3 years of related experience THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS 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.