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Account Manager - Federal

Company: Cisco
Location: Herndon
Posted on: September 9, 2023

Job Description:

What You'll Do

Are you passionate about technology? Are you looking to build a sales career at an established and evolving company? Do you thrive on delivering customers solutions that make an impact? As an Account Manager at Cisco, you'll play a pivotal role in the sales process and work with Federal accounts. You'll help to make our Federal customers' lives better and easier - through the delivery of transformative business solutions designed to fit their unique needs.

Who You Are

You are an experienced Sales Account Manager focused on growth, with an in-depth knowledge of selling processes. You develop strategic sales plans that incorporate account insight, extend resource engagement and goals to grow sales and profitability. You take a proactive, engaged, thoughtful, and resourceful approach to managing and driving business to achieve goals. You hunt for the win! You have knowledge of the software sales process and are excited by the opportunity to engage customers in transformative business practices. You are collaborative and curious - you seek to find the right resources, answers, and solutions to suit your customers' needs.

You are strategic with your accounts, and understand the scope and sales process for data center, enterprise software sales & cloud services/solutions. You are committed to excellence in your weekly, monthly, and quarterly forecast accuracy, pipeline development and customer satisfaction. You sell with the team!

You have a startup mindset and a growth mentality, are invigorated by challenges, and thrive through change and ambiguity. You are organized, accurate, and committed to success.

Experience in software sales, with iACV compensation elements is a plus.

You are customer-obsessed!

Skills and Experience

  • Increase revenue streams within the customer base.
  • Business Acumen
  • An eagerness to learn business economics and trends in the Federal market segments and how Cisco solutions add financial and strategic value.
  • Ability to frame Cisco solutions in terms of business or mission drivers.
  • Ability to articulate the Cisco vision from the customer's perspective.
    Minimum Qualifications

    • US Citizenship with the ability to obtain a Security Clearance
    • Must have 5+ years of professional work experience
    • Sales experience
    • Identify, establish and develop new account opportunities to meet growth targets
    • Demonstrated strong knowledge of leading a large account, including forecasting, quota attainment, sales presentations skills, and short/mid/long term opportunity management.
    • Build strategies to drive cross-sell / upsell and new logo pursuits
    • Verifiable knowledge of the market, experience in software sales, and strong technical knowledge preferred .
    • Grow and maintain a pipeline of quota target
    • Proven knowledge of working with complex strategic accounts including engagement with key decision-makers, and all other levels of the account.
    • Self-starter, trusted advisor, growth mindset .
    • Ability to demonstrate skills of negotiation with peers, partners, and customers using a Win/Win philosophy.
    • Ability to articulate and engage end-to-end solutions and articulate Cisco strategies to senior customer executives with ease.

      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!

      Cisco is an Affirmative Action and Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.

      Cisco will consider for employment, on a case-by-case basis, qualified applicants with arrest and conviction records.

      Message to applicants applying to work in the U.S.:

      When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. 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. 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 pays at the standard rate of 1% of incentive target for each 1% revenue attainment against the quota up to 100%. Once performance exceeds 100% quota attainment, incentive rates may increase up to five times the standard rate 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.

Keywords: Cisco, Chantilly , Account Manager - Federal, Executive , Herndon, Virginia

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