The application window is expected to close on: 05/23/2026 Job posting may be removed earlier if the position is filled or if a sufficient number of applications are received. Candidate must live or be willing to relocate to list locations. 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 networking technologies including switching, wireless, and routing. Engages specialist teams to enhance the sales process, particularly in areas where deep technical expertise is required. Builds the sales funnel through good opportunity prospecting and drives opportunities through to sales completion to achieve revenue goals. 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 network portfolio including switching, wireless, and routing. 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. May not always own the customer relationship where that is held by a CE/ CD. In GSP (Global Service Profile), can be working with specialist peers and the B - Es to create usually highly customized, scalable engagements - 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 $50 K to $750 K (over $1 M for SP) - Success Measures - Sustained portfolio growth, account growth, account retention. What You'll Do: - Manages end-to-end deal cycles of moderate to high complexity independently. Typically prospects new deals and develops accounts: - Within a large regional or small national area associated with mid-to-high Cisco segmentation tiers (e.g., Major Accounts) - With senior level management to C-suite leaders - Provides insight/feedback into dynamic data sources to ensure high-value prospecting, strategic outreach, and a strong forecast and pipeline - Develops in-depth understanding of customer(s) product(s), organization, industry, challenges, to align Cisco’s solutions with decision-makers; researches other relevant solutions as required - Leverages market insights, emerging technologies, and competitive analysis in customer-facing materials, demos etc. - Uses broad and targeted discovery to uncover nuanced customer needs, and coordinate tailored solutions - Builds trust with customers by actively listening, providing relevant insights, and strengthening relationships with key organizational influencers - Independently negotiates standard deals by articulating compelling value propositions, addressing customer priorities, and ensuring follow-through on commitments that balance customer needs with Cisco's profitability - Manages the account planning process with own team; works with SE and others to develop prospect proposal or customer/account plans - Uses standard and occasional non-standard methods to describe Cisco solution value and address customer challenges in discovery conversations - Identifies and documents inefficiencies in internal sales processes, and implements improvements to internal approval workflows, and operational tools - Engages with sales operations and finance teams to resolve deal-processing roadblocks before they impact revenue timelines - Actively collaborates with colleagues to solve customer challenges. Minimum Qualifications:Account Management Expertise: Proven ability to manage a defined set of accounts, serving as the primary influencer in purchasing decisions, and building strong, long-term customer relationships. Sales Process Proficiency: Experience managing end-to-end deal cycles of moderate to high complexity, including prospecting, qualification, proposal development, and deal closure, with a focus on achieving revenue goals. Customer Engagement Skills: Ability to collaborate with customers to understand their business goals, identify upsell/cross-sell opportunities, and align Cisco solutions with customer needs, including engagement with senior management and C-suite leaders. Analytical and Forecasting Skills: Capability to analyze data, create forecasts, and set weekly, monthly, and quarterly sales commitments, while staying informed about industry trends, market dynamics, and competitive landscapes. Preferred Qualifications:Strong program management skills to handle complex, tactical execution challenges and unique customer issues, such as coordinating logistics and escalation processes across multiple stakeholders. Proven track record managing a large portfolio of accounts , demonstrating the ability to work with many stakeholders and solve unique problems. Experience working collaboratively with specialist teams, sales operations, and finance to resolve deal-processing roadblocks and improve internal sales processes. Familiarity with strategic account planning, competitive deal packing, and driving sustainable cross-portfolio growth. THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS -