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About the Role

Leads and manages direct account and architecture teams, accountable for team performance and portfolio profitability, and serves as an influencer in customers purchasing decisions. Builds and sustains strong, long-term relationships with a broad range of customer and buyer stakeholders. Collaborates with customers to understand their business goals, identify opportunities for upsell/cross-sell, and create demand based on customer roadmaps. Serves as the Account Orchestrator, aligning solutions with customer needs and driving sustainable cross-portfolio growth. Leads product and services strategy across portfolios or architectures, maintaining a comprehensive understanding of Cisco’s full product portfolio. Engages specialist teams to enhance the sales process, builds the sales funnel through opportunity development, and drives opportunities to sales completion to achieve revenue goals. Reviews business plans and forecasting data, presenting to senior leadership to shape data-driven account strategies. Stays informed about industry trends, market dynamics, and competitive landscapes. Customer facing time varies by segment/GEO (25-50%). Influence varies by segment/GEO (Moderate to High). Typical sales cycle is 3-6 months, potentially longer for complex sales (up to 18-24 months). Success measures vary by Geo/Segment and may include team performance, goal attainment, recurring revenue, renewal rates, territory YOY growth, and new logos.

Responsibilities

• Typically leads multiple portfolio teams and/or multiple architecture teams.
• Accountable for multi-year, highly complex architectural deals with top-tier accounts involving multiple stakeholders and departments.
• Manages to financial and strategic objectives, including regional profitability and expansion, competitive positioning, and new market entry.
• Strategically aligns investments across regions or theaters to support long-term growth initiatives.
• Mobilizes resources to deliver on account success.
• Drives forecasting accuracy and methodology, seeking out new methods, tools to buy or build.
• Contributes to the development of field GTM strategies and ensures alignment with partner/virtual GTM strategies.
• Drives innovation adoption across geographies, driving competitive differentiation globally.
• Cultivates strategic client relationships, navigating intricate deal structures and architecture integrations.
• Implements structured tracking of sales metrics to maintain focus on critical outcomes and encourage continuous improvement practices.
• Fosters a culture of collaboration across multiple field, partner and virtual account teams.
• Leads mentoring initiatives designed to achieve superior quota performance.
• Harnesses key cross-functional influencers to architect and execute comprehensive account strategies.

Requirements

• Bachelors + 15 years of related experience, Masters + 12 years of related experience, or PhD + 8 years of related experience.
• Requires 4+ years of supervisory experience.

Skills

• Account management
• Architecture
• Sales strategy
• Customer relationship management
• Cross-functional collaboration
• Forecasting
• Go-to-market strategy
• Innovation adoption
• Mentoring
• Team leadership

Experience Level

• 15+ years (Bachelors)
• 12+ years (Masters)
• 8+ years (PhD)
• 4+ years supervisory experience

Education Level

• Bachelors Degree
• Masters Degree
• PhD

About the Company

• 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.

Equal Opportunity

• THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS