Account Executive - Services & Software

Manila City, Metro Manila
Permanent
Full-time

1 month ago

Meet The teamReporting directly to the ISS Leader for ASEAN, the "Account Executive - Services & Software" will be responsible to drive and grow the services and software business in the Philippines through prospecting, qualifying opportunities, developing and executing sales strategy, pricing models, targeting Public Sector customers.In close partnership with the Account Managers, Architecture Sales Specialists and Delivery teams, the Account Executive - Services & Software will focus on understanding the customer's strategy, their needs and business requirements/priorities in order to recommend the appropriate solution and services offering and to close sophisticated, transformational deals. The goal of this role is to drive service-led solution sales, marketing Cisco Services portfolio by establishing trusted, advisory relationships with key customer executives, driving continued year over year bookings growth.Your Impact

Drive and grow professional services and software buying programs business for Cisco Solutions in collaboration with Account Managers and Architecture Sales Specialists to effectively package, price and present service proposal to customer with support from Pre-Sales Consultants
Develop and lead Services and Software Buying Program account plans and strategies for key accounts using all cross- functional resources (executive sponsors, marketing, technical pre-sales, services delivery team, customer success team, Cisco-on-Cisco, etc) to achieve assigned quota
Engage with prospect customers to position Proactive and Reactive Support Subscription Services through strategic value-based selling, case definition, value analysis, references and analyst data
Build executive-level relationships with key existing accounts to develop incremental services business
Lead cross functional teams to propose a solution to meet the customer's specific requirement to validate solution feasibility during the qualification stage
Lead end-to-end sales process through engagement of appropriate resources from both Sales and Delivery organisation
Develop and handle territory sales strategy to meet or exceed services bookings targets
Generate short term results whilst maintaining a long-term perspective to drive substantial long-term revenue generation
Ensure customer success and satisfaction leading to repeatable, scalable, profitable business opportunity
Accurate weekly, monthly and quarterly forecasting and booking

Minimum Qualifications

10+ years of proven experience of solution selling within a major services or software vendor
Experience selling into enterprise customers with proven track record to meet and exceed quota
Understands customer's business environment, proactively assesses, clarifies and validates customer needs on an ongoing basis
Ability to structure and sell services portfolio from Proactive/Reactive Support Services to
Architecture Design and Advisory Services
Successful history of net direct new business sales, with the ability to prove consistent delivery against sales targets
Good interpersonal and communication skills both written and verbal; able to create and deliver presentations and proposals that clearly articulate value for the customer
An energetic, enthusiastic and entrepreneurial approach to running a business
Dedicated with ability to succeed in a dynamic environment
Self-starter
Bold and takes ownership
High level attention to detail

Preferred Qualifications

High energy sales professional who has a good track record, experience in consultative selling and an independent self-starter
Trustworthy, customer obsessed, and able to foster a culture of innovation and continuous improvement
Goal-oriented and driven to succeed in a collaborative manner
Superior cognitive ability and intellectually curious
Authentic and humble with a high degree of integrity
Demonstrates sense of urgency, ability to handle multiple priorities and collaborate with multiple collaborators
Willing and able to be coached and mentored and adapt to a fast-changing business environment. Proven ability to successfully operate in a highly collaborative selling environment

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. Simply put - we power the future.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.Message to applicants applying to work in the U.S. and/or Canada:When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada 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. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.U.S. employees have 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 (for non-exempt employees), plus a day off for their birthday. Non-Exempt new hires accrue up to 16 days of vacation time off each year, at a rate of 4.92 hours per pay period. Exempt new hires participate in Cisco's flexible Vacation Time Off policy, which does not place a defined limit on how much vacation time eligible employees may use, but is subject to availability and some business limitations. All new hires are eligible for Sick Time Off subject to Cisco's Sick Time Off Policy and will have eighty (80) hours of sick time off provided on their hire date and on January 1st of each year thereafter. Up to 80 hours of unused sick time will be carried forward from one calendar year to the next such that the maximum number of sick time hours an employee may have available is 160 hours. Employees in Illinois have a unique time off program designed specifically with local requirements in mind. All employees also have access to paid time away to deal with critical or emergency issues. We offer additional paid time to volunteer and give back to the community.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 typically pays as follows:.75% of incentive target for each 1% of revenue attainment up to 50% of quota;1.5% of incentive target for each 1% of attainment between 50% and 75%;1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment 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.

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