Account Executive  (Internet and Mass-Scale Infrastructure)

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  • Location:
    Minato, Japan
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    Internet & Mass Scale Infrastructure, Service Provider
  • Job Id
    1446378
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インターネット＆大規模インフラ アカウントエグゼクティブ（Account Executive）

職務概要

インターネット＆大規模インフラ（I&MI）担当のアカウントエグゼクティブ（AE）として、日本国内におけるI&MIサービスプロバイダールーティング製品の売上責任を担っていただきます。勤務地は東京で、ハイブリッドワークスタイルにて勤務可能です。新規顧客の開拓や商談機会の発掘、シスコのアカウントチームやパートナーとの連携を通じて、四半期ごとの目標達成以上の成果を目指して案件を推進していただきます。販売力だけでなく、ビジネスに関わるすべてのステークホルダーとの良好な関係構築を築き案件の獲得及びプロジェクトを成功に導く事が求められます。本ポジションは、強い意欲と成果主義のマインドセットを持ち、ハンター型で戦略的かつ実務的に柔軟に対応できる方を求めています。

主な業務内容 

* 日本のI&MIチームにおけるアカウントエグゼクティブとして、サービスプロバイダールーティング、光通信、オプティクス、オートメーション製品の販売を推進します。

* 公共セクター、エンタープライズ、サービスプロバイダーなど割り当てられたセールスセグメントにおいて、短期・中期・長期の予測可能なパイプラインを創出します

* 市場で常に高い競争力を維持するために案件を獲得しクロージングに導きます

* アカウントチーム、ソリューションエンジニア、マーケティング、チャネルパートナー、カスタマーエクスペリエンス担当者と密に連携し、収益拡大と前年比成長に貢献します。

* 最新技術やソリューションの情報提供を通じて、営業チーム、パートナー、顧客の知識向上の支援などGTM的な活動が含まれます。

* ROIやTCO分析を含むビジネス価値を踏まえた製品専門知識を提供し案件競争力を高めます

* シスコの強みを訴求するコンテンツやメッセージを作成します

* 詳細かつ正確な四半期予測を作成し、リードします。

* 四半期ごとの戦略的イニシアティブを策定し実行します、

* サービスプロバイダールーティング技術および製品の戦略・ビジョンを理解し、社内外に発信します。

* シスコの営業組織、顧客基盤、パートナー組織の力を最大限に引き出すための関係者との協力関係の構築を推進します



応募資格 

* 大学卒業または同等の学歴

* 7年以上の営業またはエンジニアリング経験、うち3年以上のフィールドセールスでの実績

* 一貫した成功実績

* ルーティング技術を用いた大規模かつ複雑なネットワーク技術営業の経験

* オートメーションおよびアシュアランスソリューションの理解・経験があれば尚可

* 優れた人間関係構築能力と意思決定力

* 日本語および英語の堪能さ

* 自律的な働き方ができる方

* 必要に応じて出張が可能な方



求める人物像 

* オープンで信頼できる方：周囲の人を信じ、確認のために質問し、他者を尊重できる方

* 自己認識が高い方：自分が他者にどう見られているか理解し、他者の視点で状況を把握できる方

* 結果志向の方：チームとして改善すべき点を見つけ、率直に提起し対応できる方

* 責任感が強い方：自分自身と状況に対して主体的に取り組める方

* 協調性がある方：早い段階から積極的に情報共有し、周囲を巻き込める方

* 顧客満足とコンサルティング営業に情熱を持つ方：顧客の期待を超え、ネットワーク技術とソリューションの価値を伝えられる方


Account Executive  (Internet and Mass-Scale Infrastructure)

As an Account Executive (AE) for  Internet and Mass-Scale Infrastructure (I&MI)  you will be responsible for I&MI SP routing product portfolio revenue in Japan. Your office assignment will be in Tokyo with hybrid work style flexibility. Through prospecting, finding opportunities, and collaborating with Cisco account teams and partners, you will drive deals towards closure delivering on and exceeding your quarterly quota. Your success will be dependent not only on your ability to sell, but also on the relationships you develop with all the stakeholders involved in the business. This position requires individual to be deeply motivated and results-driven with a hunter mentality; it will also require someone who is equally comfortable working in a strategic and tactical capacity.

 

You will:

    • Lead and responsible for optics, service provider routing, optical, and automation sales as Account Executive (AE) in Japan I&MI team
    • Develop a predictable pipeline of short, mid, and long-term business for our customers in the assigned sales segment
      Assigned Sales segment would be some of the following segments | Public Sectors | Enterprise| Service Providers|
    • Close deals and consistently remain highly competitive in the market space.
    • Work in highly collaborative environments to team with Account Team , Solution Engineers, Marketing, Channel Partners, and Customer Experience personnel in Japan to drive revenue and contribute to impressive YoY growth rates.
    • Help our sales force, partners, and customer to stay up to date on the latest technology & solutions as well as understand the value of industry-leading networking product.
    • Provide product expertise with business value for customers including ROI/TCO analysis.
    • Contribute to the development of content and messaging that emphasizes Cisco’s strengths in this market and resonate with both the field and customers.
    • Maintain and lead detailed and accurate quarterly forecasting.
    • Define and execute quarterly strategic initiatives.
    • Be on the forefront of understanding and being able to communicate Cisco’s strategy and vision in SP Routing technology and product direction.
    • Empower and build extended teams around you to unlock the power of Cisco’s Sales organization, customer base and partner organization

 

You have:

    • Bachelor's degree or equivalent.
    • 7+ years sales or engineering experience with at least 3 years proven success in a field sales capacity.
    • Consistent track record of shown success.
    • Strong networking background leading large, complex, technology sales with routing technologies
    • Understanding and experience with automation & assurance solution is a plus
    • Outstanding relationship building skills and validated decision-making ability.
    • Proficiency in Japanese and English.
    • An autonomous work ethic 
    • The ability to travel if needed.

You are:

    • Open and Trustworthy – you think the best of those around you, You treat others with respect.
    • Self-aware – you understand how others perceive you, and you have the ability to understand a situation from the perspective of others.
    • Results Oriented – you identify areas where we can improve as a team, and you raise and address them directly.
    • Accountable – you take ownership of yourself and your circumstances.
    • Collaborative - you share early and often to engage those around you.
    • Passionate about customer satisfaction and consultative selling – you contribute to our mission to exceed customer expectations showing customers the value of our network technology & solutions for their business
      •  
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 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 (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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