Account Executive - Global
Cisco · Beijing
Meet The Team
Manages large segment accounts that are global in nature, serving as the primary influencer in purchasing decisions. Builds and sustains strong, long-term relationships with clients. 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 a domain area/product area within a single global account. Maintains a comprehensive understanding of Cisco’s full product portfolio.
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.
Analyzes 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 - Focused on Global accounts with the ability to deploy major opportunities in multiple locations; with expertise in the core network portfolio including switching, wireless, and routing
- Customer Engagement and Accountability - Responsible for driving the global strategy across the multiple geographies for a single global account
- The Internal Sales Process - Works with the local account team in each of the multiple locations outside of the HQ country
- Corporate Interlock - N/A
- Typical Sales Cycle - 9-18 Months
- Success Measures - Bookings Growth
Your Impact
- Leads complex deal cycles with substantial business contributions; partners with other global account executives to support range of solutions for large, significant global accounts.
- Typically prospects new deals and continues to develop portfolio within accounts:
- Focuses on a range of solutions within Cisco’s Products and Services*
- 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 (local/regional or global); reflects an understanding of their country/region needs, requirements and regulations in developing account plans
- Regularly analyzes and utilizes market trends and competitive insights to modify/customize standard protocols for delivery of compelling demos and other customer-facing materials
- Elevates customer conversations with value-added insights, competitive analysis, and transformative solutions that drive measurable outcomes
- Collaborates with stakeholders, applying understanding of cultural nuances and adapting behavior and sales approach to achieve account objectives/outcomes
- 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:
Bachelors + 7 years of related
experience, or
Masters + 4 years of related
experience, or
PhD + 1 year of related experience
Preferred Qualifications:
Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications.
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.
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.
More jobs at Cisco · Sales & Business Development jobs in Beijing