Meet the Team 

You will join a dynamic environment where you serve as the primary account owner and strategic orchestrator. Our team focuses on building long-term customer relationships, demonstrating a deep understanding of the full Cisco product portfolio—with a specialized emphasis on core secure networking technologies such as switching, wireless, routing, and Security—to drive sustainable cross-portfolio growth. 
 

Handles 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, find 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.

You'll engage with Portfolio Solution Engineers to enhance the sales process and 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.  Works closely with Cisco’s Channel Partners and employs the partner ecosystem where required. 
 

• 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.

• The Internal Sales Process - All deal stages. Spends appropriate time between prospect/qualification and proposal of the deal, and strong ability to close and ask for the business maintaining customer focus and intimacy at all times. 

• 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 $2MK  

• Success Measures - Sustained portfolio growth, account growth, account retention, growth in security and positive and collaborative Channel engagement. 

 
Your Impact 

• Leads complex deal cycles with substantial business contributions. Typically prospects new deals and develops portfolio within accounts: 

• With significant territory size, the ability to segment the territory and time-manage to create sustained growth across multiple quarters whilst generating solid run rate business in partnership with the channel. 

• Primarily with C-suite executives including senior level management and decision makers 

• Integrates multiple dynamic inputs (e.g., customer feedback, product dependencies, product performance) to maintain thorough knowledge of current customers and prospects 

• Identifies customer(s) key decision makers and leverages an understanding of their unique perspectives, and priorities 

• Regularly utilises and leverages market trends and competitive insights to develop and deliver compelling demos and other customer-facing materials 

• Elevates customer conversations with value-added insights, competitive analysis, and transformative solutions that drive measurable outcomes 

• Acts as a strategic advisor to executive-level, high-value leaders (IT and CXOs) influencing key business decisions 

• Negotiates utilizing a consultative approach, customizing terms, and effectively addressing customer objections, and secures commitment to next steps in every interaction 

• Designs and presents a customer-first strategy, ensures account plans are informed by and aligned with portfolio plans 

• • Leads the account planning process and strategically engages partners/key stakeholders and drives expansion strategies 

• • Analyzes CRM data, sales performance reports, and workflow trends and co-creates enhancement plans 

• • Partners with RevOps, finance, procurement and IT teams to implement enhancement plans, refine sales workflows and reduce bottlenecks 

• • Champions cross-architecture collaboration to solve complex customer challenges 

 
Minimum Qualifications

• Minimum 10 years demonstrable sales experience  

• Proficient in the Challenger sales training and or Complex Solutions sales selling methodology 

Preferred Qualifications

• Demonstrated expertise in core secure networking portfolios (switching, wireless, routing, and firewall). 

• Proven ability to navigate complex organizational structures and engage effectively with executive-level leadership (IT and CXOs). 

• Strong analytical skills with a track record of utilizing CRM tools to drive sales commitments and workflow efficiency. 

• Experience in cross-architecture collaboration and orchestrating internal specialist teams to resolve complex customer requirements. 

• Ability to grasp new concepts such as AI and leverage AI tools and agents to leverage data as a sales tool and mechanism.