Account Executive - AI Infrastructure
Cisco · Minato
職務概要
顧客のキーパーソンや意思決定層との関係を構築し、シスコの技術・製品の導入を推進するシニア営業ポジション（AE）です。データセンター、スイッチ、サーバーなどのハードウェアおよびSaaS連携に関する深い知識を活かし、顧客のビジネス課題に応じた最適なアーキテクチャ提案を行います。
主な役割と責任
顧客アプローチと営業活動
- 直販・提案活動: IT部門、事業部門（LOB）、CXO（経営層）などの意思決定者へ直接アプローチし、提案・案件創出を行う。
- 競合リプレイス: 競合分析に基づいた差別化提案を行い、他社製品からのリプレイスおよび自社シェアの拡大を推進する。
- 戦略提案・検証（PoC/PoV）: 技術検証（PoC）や価値実証（PoV）を主導し、導入前に成果を可視化して案件化につなげる。
戦略立案と部門間連携
- アカウント戦略の策定: アカウントチームや開発部門（BU）と連携し、長期的・戦略的な営業方針を策定する。
- フィードバック: 顧客の現場ニーズや技術要求をシスコの開発チームへフィードバックし、製品ロードマップへ反映させる。
- 売上予測・構成書作成: 商談の売上予測（フォーキャスト）を行い、提案に必要な製品構成書（BOM）の作成をリードする。
応募資格
- 実務経験年数: IT業界における直販・提案営業経験 8〜10年以上（10年以上の経験があれば尚可）
- ハードウェア & インフラ知見: データセンター製品、ネットワークスイッチ、サーバーなどのハードウェア営業経験
- SaaS・クラウド連携の理解: ハードウェアとSaaS/クラウドソリューションを組み合わせた統合提案・ソリューション営業の経験
- CXOアプローチ力: IT部門だけでなく、CXO層や事業部門（LOB）に対するコンサルティング型営業力
Owns relationships and influences strategic decisions within the customer’s buying center. Works with and supports account teams and customers to understand customer needs and position Cisco’s area of specialization. Applies deep architectural expertise and broad solution knowledge, enriched by competitor intelligence and industry insight. Maintains expert-level knowledge of all elements of the business case, including the drivers of cost, benefit, risk. Provides architectural expertise across opportunities without direct ownership; maintains architectural-specific forecasting while triangulating technical projections with broader portfolio planning to ensure alignment. Leads technical proof of concept and proof of value engagements, implementing scaled demonstration environments to showcase solution capabilities and business outcomes prior to customer commitment. Develops comprehensive proposals highlighting Cisco offerings that address solution gaps and aligns with customer objectives. Works closely with solution engineers, account teams and customers to set the direction and strategy for specific focus areas / architecture. Provides valuable feedback from customer interactions to Cisco’s development teams, influencing product roadmaps and ensuring solutions are adaptive to emerging market demands and technological advancements
- Specialization and Focus - Aligned by specific Cisco architecture and/or industry focus, Expert with deep technical and product knowledge in a specific area of specialization, Deep understanding of relevant vertical or industry,, Predominantly interacts at direct customer-level
- Customer Engagement and Accountability - Mostly in direct contact with customer and interacts with IT, LOB, CXOs, & decision makers, Primary influencers, specifically in Qualify and Proposal phases, May participate across full life-cycle
- The Internal Sales Process - 10-25% of time may be spent with internal business units (more require more time for larger deals)
- Corporate Interlock - Collaborates with the business unit to develop appropriate customer solutions, which may require new product development or enhancing functionality for existing products
- Success Measures - Increased revenue for architecture - Displace competitor and increase wallet share, increased market share - Customer relationship development
What You'll Do:
- Leverages advanced market and technology knowledge to advise on strategic architecture deployments
- Contributes to complex deal cycles with substantial business contributions
- Focuses on a broad range of products and services across an architecture, expanding knowledge across architectures
- Develops and refines comprehensive competitor profiles utilizing internal databases, market research, and customer insights
- Facilitates discussions with portfolio teams and other cross-functional teams to dissect competitors' strategies, advancements, and market positioning
- Incorporates competitive intelligence into integrated account plans, ensuring they are relevant and competitive
- Leads detailed discovery and consultative discussions with customers, integrating insights from Cisco’s various architectural domains to craft comprehensive, tailored solutions
- Collaborates closely with internal stakeholders to develop a targeted, technical point of view on Cisco solutions and Cisco’s position as a strategic partner
- Ensures all customer facing materials incorporate competitive intelligence, highlighting unique capabilities and forward-looking innovations aimed at driving customer success
- Develops architecture-specific strategies for an account base, integrating Theater resources
- Brings to bear the power of an architecture to inform account team roadmaps, address common industry challenges, and align Cisco’s capabilities with customer objectives
- Develops and commercializes new insights within an architecture based on evolving customer demands, novel product and service applications
- Sets the direction and architectural strategy to shape account team business cases and drive account team alignment to minimize adoption barriers and de-risk renewals
- Conducts forecasting for future business and leads the development of bill of materials for technical proposals
- Leads technical solutions discussions with key decision makers and demonstrate how Cisco solutions drive growth and support customer outcomes
Minimum Qualifications:
Bachelors + 7 years of related
experience, or
Masters + 4 years of related
experience, or
PhD + 1 year of related experience
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.
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