Client Executive 1203512

  • Location:
    Southfield, Michigan, US
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    Big Data, Analytics, Cloud and Data Center, Collaboration, Video, Internet of Everything, Networking, Security
  • Job Id
    1203512
New
Client Executive

What You'll Do
You will be Identifying, developing and implementing key initiatives that align with the Enterprise Area and Operation Strategy & Execution Priorities. Go to Market Sales Model - Leading /coaching teams through transformation with Account Planning/Opportunity Identification, Business Relevant / Customer Value Selling, Business Disciplines, Challenger Sales Strategy. Financial Performance - Exceeding bookings goal (by geography, architecture and vertical), managing opex goal, and maintaining forecast accuracy; Providing visibility and in depth knowledge into numbers (customer insights, macro/micro trends, consumption models).
You will Development Team - Attracting, developing and retaining high performance Account Team talent (career development, coaching, performance management and hiring). Build a Winning Capability and Leading Change - Strategically leading and influencing your own team along with an integrated cross-functional teams including the Customer Value Acceleration Team, Services, Capital, Partners, Advanced Technology teams (Collaboration, Enterprise Networks, Data Center), Marketing, and others. Focusing on contributing to the long term success of Enterprise West and US Enterprise by being a collaborative leader amongst your peers. Consistently striving to improve and reinvent yourself.
STRATEGIC ACCOUNT PLANNING & EXECUTION: Develops and executes with a team an innovative 3-year Business Plan aligned to our US "Five Disciplines and Three Architectural Play" focus to deliver customer impact or business transformation and Cisco annual profitable revenue growth that meets planned milestones, forecasts and quota/budgets. Produces monthly forecast, weekly commit and pipeline development reports to provide Cisco with accurate business metrics and intelligence
CUSTOMER INTIMACY: Prospects and builds strong commercial relationships within the customer by developing key, broad customer relationships to CxO level in order to increase customer intimacy and gain trusted advisor status within the dedicated account.
LEADERSHIP: Manages an account team consisting of direct reports and virtual resources, provides team leadership, motivation, development/mentoring and fostering of cross-functional collaboration. Responsible for resource management within the account team ensuring alignment against present and future business opportunities & priorities.
PARTNER FOCUSED: Identifies and closes concrete business opportunities with the customer through established managed, reseller and certain influence Cisco Partners.
Client Executive Competencies as a Cisco 3.0 Leader
* Working across boundaries
* Earning Trust
* Developing Self
* Developing Others
* Demonstrating Passion
* Achieving Results
* Shaping Strategy
* Building Capabilities
* Leading Change

Who You'll Work With
The Client Executive is a sales leader and acts as the single-point-of-contact for Cisco, responsible for maintaining the relationship within a key strategic account across the globe. The Client Executive works to create a seamless customer experience establishing trusted advisor status at a customer executive level. The Client Executive is responsible for and measured against the long-term, transformative business impact/value of the client relationship.

Who You Are
You will have a proven, 10-15 year, track record of exceptional enterprise sales performance with specific examples of closing large, strategic deals.
You will be a self-starter with the ability to build executive relationships, articulate product and business strategies, create demand, close deals and adept at balancing intense short-term pressures with overall long-term goals. Knowledge of and a contact network in the target customer, as well as insight into issues and trends affecting the customer and their industry sectors is a plus.
You will have the ability to cultivate/motivate a virtual team of resources to accomplish the plan within Cisco sales engineering, overlay sales/engineering groups, CA, Cisco Capital as well as within Cisco's BU's. You are a strategic thinker, well practice in executive communications (both written and verbal) and demonstrated ability to influence cross functionally. You have strong leadership skills in coaching and developing a sales organization.

Our minimum requirements for this role:
* BA degree - MBA or graduate degree preferred.
* Requires a minimum of 10+ years account management experience dealing with the targeted customer in Public or Enterprise sector or similar companies with a fast growing, High Technology Company. Direct or virtual management experience would be highly preferred
* Demonstrated track record managing significant revenue responsibility and or profit/loss center and overachieving targets to meet stretch goals
* Must provide specific examples of closing large, strategic deals to global customers.
* Understanding a broad range of Cisco technologies.

Why Cisco
We connect everything: people, processes, data, and things. We innovate everywhere, taking bold risks to shape the technologies that give us smart cities, connected cars, and handheld hospitals. And we do it in style with unique personalities who aren’t afraid to change the way the world works, lives, plays and learns.

We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers.

We Are Cisco.

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