Account Executive Services and Software Wisconsin

Account Executive Services and Software Wisconsin

Location : Appleton, Wisconsin, US

Alternate Location : Madison, WI Milwaukee, WI or Fox Valley, WI

Area of Interest : Sales - Product

Compensation Range : 222000 USD - 279700 USD

Job Type : Professional

Technology Interest : None

Job Id : 1451307

The required location for this role is Wisconsin.

Meet the Team

You will report to the Leader of Commercial Central Area Services and collaborate with Software Account Executives, Regional Managers, Partner Leaders, and cross-functional Cisco teams, including Cisco Portfolio, partner sales organizations, Customer Experience (CX), and architecture sales teams.

Your Impact

You are a consultative seller and strategic thinker whose primary goal is to deliver outstanding business outcomes to your customer. You hold yourself accountable for driving new and incremental business within your customer base. You possess a collaborative mindset and recognize the importance of the collective team. You are a sales professional with proven success in the industry. You are motivated to get results and exceed sales goals. You will use your natural curiosity and empathy to establish relationships and provide the best solutions to our customers. You lead with optimism will be tenacious in the hunt and closure of sales opportunities. You have a commitment to operational excellence.

Your Role

Your role will combine the expertise of an Account Executive for Cisco's Premium Services with the acumen of an Account Executive for Strategic Buying Programs. As an Integrated Services and Buying Programs Account Executive, you are responsible for leading customer value realization leveraging services to ensure adoption and curating a value-driven software consumption strategy. You will focus on Professional Services, Premium Support Services (Point of Sale, Uncovered, and Renewal upsell), and Enterprise Agreements. You will understand your customers' business, success metrics, decision criteria, and create compelling solutions that align with the defined business outcomes, financial needs, and long-term objectives. Utilizing the Cisco End-to-End Selling method and Lifecycle Selling approach, you will drive incremental value for our customers and growth for Cisco.

Key Responsibilities

Become a subject matter expert in our professional services and buying programs.

Collaborate and coordinate cross-functionally to ensure that we present ourselves as One Cisco to our customers, simplifying their experience and amplifying our impact.

Establish strong customer relationships and build credibility as a business advisor by focusing on relevant use cases for Cisco's premium services and buying programs.

Cultivate relationships with ecosystem partners and develop strategies for mutual success.

Formulate the services and buying programs strategy for your territory, solidify your value as a business advisor to our regional leadership, and lead initiatives to bridge gap to goal.

Lead internal and external alignment discussions, coordinating CX and buying programs resources to accurately scope and quote opportunities, while maintaining a focus on customer value realization.

Demonstrate expertise in the Cisco buying programs business case, including understanding cost, benefit, and risk drivers.

Identify customer KPIs, quantify challenges, and create value propositions for customers (ROI / TCO).

Build a robust pipeline across four rolling quarters.

Accurately qualify, forecast, and close opportunities.

Negotiate pricing and other deal terms effectively.

Collaborate with key stakeholders to develop business cases that drive support upsell during renewals, positioning premium offers and buying programs that enhance the customer experience.

Oversee the expansion of buying programs and ensure accurate forecasting of true forward.

Minimum Qualifications

5+ years proven experience in Services and / or Software sales, with a track record of meeting or exceeding sales quotas.

5+ years demonstrated ability to develop trusted relationships based on deep understanding of the customer's perspective.

5+ years demonstrated proficiency in sales methodologies, deal construction, and negotiation tactics.

Proficiency with SFDC and the Microsoft Office Suite.

Travel required, amount dependent upon location.

Preferred Qualifications

Strong understanding of support, professional services, and enterprise software agreements.

Ability to understand and articulate customer business outcomes and financial needs.

Excellent communication and stakeholder management skills.

Ability to work collaboratively with cross-functional teams through influence of desired outcomes : sales teams, renewals, delivery, customer success, business entities, and partners.

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. Simply put - we power the future.

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.

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 (for non-exempt employees), plus a day off for their birthday. Non-Exempt new hires accrue up to 16 days of vacation time off each year, at a rate of 4.92 hours per pay period. Exempt new hires participate in Cisco's flexible Vacation Time Off policy, which does not place a defined limit on how much vacation time eligible employees may use, but is subject to availability and some business limitations. All new hires are eligible for Sick Time Off subject to Cisco's Sick Time Off Policy and will have eighty (80) hours of sick time off provided on their hire date and on January 1st of each year thereafter. Up to 80 hours of unused sick time will be carried forward from one calendar year to the next such that the maximum number of sick time hours an employee may have available is 160 hours. Employees in Illinois have a unique time off program designed specifically with local requirements in mind. All employees also have access to paid time away to deal with critical or emergency issues. We offer additional paid time to volunteer and give back to the community.

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.

Cisco is an Affirmative Action and Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.