Client Executive

Full Time • Research Triangle Park, NC, United States of America

168,349 - 213,168 (Yearly) Added 3 weeks, 2 days ago

Summary

LOCATION

North Carolina OR New York, NY

QUALIFICATIONS

5+ years of management roles selling solutions to senior executives, 3+ years managing significant revenue responsibility, and experience leading and positioning Cisco's portfolio.

RESPONSIBILITIES

Develop and execute customer success plans, manage sales teams across IT and business unit groups, exceed bookings goals, and attract and develop high-performance account team talent.

INDUSTRY

Technology and Networking Solutions

SHORT DESCRIPTION

This positions requires a Client Executive to lead sales strategies within the Enterprise Organization, focusing on customer success, managing key accounts, and driving long-term business decisions while collaborating with a variety of cross-functional teams.

The required location for this position is North Carolina OR New York, NY.
The application window is expected to close on 12/18/2024

Why You'll Love Cisco

We change the world, you will become passionate about your employer and the brand you represent. Everything is converging on the Internet, making networked connections more significant than ever before in our lives. Our employees' groundbreaking ideas impact everything, from entertainment, retail, healthcare, and education, to public and private sectors, smart cities, and everyday devices in our homes. Here, that means you will take creative ideas from the drawing board to dynamic solutions that have world impact. You'll collaborate with Cisco leaders, partner with mentors, and develop incredible relationships with colleagues who share your interest in connecting the unconnected. You'll be part a team that cares about its customers, enjoys having fun, and you'll take part in changing the lives of those in our local communities. Come prepared to be encouraged and inspired.

What You'll Do

We have an exciting Sales opportunity within our Enterprise Organization! In the Client Executive role, you will be responsible for developing and executing comprehensive customer success plans, aggressive growth strategies, and an action plan to deliver key customer outcomes while improving Cisco's opportunity. You will manage sales teams across IT and business unit groups. You will also have booking and expense responsibilities and be accountable for solid long-term business decisions (including people development, customer loyalty, business unit alignment, co-development, co-investment, and balancing short-term business issues within Cisco against long-term goals). This particular Client Executive will be responsible for the leadership, mentoring and performance of three individual contributors covering three critical key accounts in the NY financial market.

Who You'll Work With

You will be responsible for annual revenue portfolio and will manage a sales team including Global Account Manager(s), while working closely with Systems Engineer(s), Technical Solutions Architect(s) as well as technology specific Product Sales Specialists, Customer Experience Specialist (s) and the Channel organization globally. This role will have direct responsibility for the Software, Product and Customer Experience strategies and execution. The Client Executive will formulate and drive an all-encompassing focus across the full solution lifecycle.

Who You Are

The key performance traits for this role include:

Global Enterprise Segment Strategy & Execution Priorities

Identifying, developing, and implementing key initiatives that align with the Enterprise Operation Strategy & Execution Priorities.

Go to Market Sales Model

Leading /coaching teams through transformation with account planning/opportunity identification, business relevant / customer value selling, business disciplines, and Challenger Sales strategy.

Customer Engagement & Accountability

Develop and manage relationships with the Chief Information Officer (CIO), Chief Security Officer (CSO) and Chief Technology Officer (CTO), IT, and Buyer to be able to relate product/solution to business value.

Financial Performance

Exceeding bookings goal (by geography, architecture, and vertical), managing operating expenses (Opex) goal, and maintaining forecast accuracy; providing visibility and in-depth knowledge into numbers (customer insights, macro/micro-trends, consumption models).

Team Development

Attracting, developing, and retaining high-performance account team talent (career development, coaching, performance management, and hiring).

Building a Winning Capability and Leading Change

Strategically leading and influencing your team along with integrated cross-functional teams, including the Industry Solutions Group, Services, Capital, Partners, Architecture Technology teams (Collaboration, Enterprise Networks, Data Center, Security), Marketing, Corporate Business Development, and others. Focusing on supplying to the long-term success of the Enterprise Segment by being a collaborative leader among your peers. Consistently aspiring to improve and reinvent yourself.

Minimum Qualifications:

5+ years of management roles selling solutions to senior executives at named accounts

3+ years demonstrated track record managing significant revenue responsibility and or profit/loss center and overachieving targets to meet stretch goals

5+ years Leading and positioning Cisco's portfolio

Preferred Qualifications:

Must provide specific examples of closing large, strategic deals to global customers
Understanding a broad range of Cisco technologies
Business development and strategy experience required
Demonstrated ability to provide thought leadership, think strategically, and effectively communicate vision (both written and verbal) and influence cross-functionally
Adept at balancing intense short-term pressures with overall long-term goals
Strong executive presence, polish, and political savvy
Strong leadership skills in coaching and developing a sales organization for 50+ people
Excellent communication skills and ability to persuade - using simple communications that convey complex concepts in a compelling, concise, and creative way
Demonstrated ability to build and lead in a matrix-managed team culture
International and national travel is required
BA degree - MBA or graduate degree preferred

Why Cisco

#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference powering an inclusive future for all.

We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re “old” (36 years strong) and only about hardware, but we’re also a software company. And a security 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, give our egos a break, and give of ourselves (because giving back is built into our DNA.) We take accountability, bold steps, and take difference to heart. Because without diversity of thought and a dedication to equality for all, there is no moving forward.

So, you have colorful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool. Pop culture geek? Many of us are. Passion for technology and world changing? Be you, with us!

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.

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