Account Executive - Services

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  • Location:
    Shanghai, China
  • Area of Interest
    Customer Experience
  • Job Type
    Professional
  • Technology Interest
    Services & Software
  • Job Id
    1436437
New

What You'll Do

As a services sales specialist for a set of Transformational accounts, you will lead all aspects of the customer account with respect to Cisco Services, accelerate the adoption of Enterprise Agreements (EAs) and Cisco Software Buying Programs (BPs), and drive the execution of customer facing activities to conclusion in a quality, timely, and correct manner. Handle service pricing and margins according to agreed upon terms and work with cross functional teams.

  • You will sell solutions based on what the portfolio of service offers including Cisco Technical Services and Advanced Services
  • Drive Cisco EAs and BPs including prospecting, working with pricing teams and legal tools, customer proposals and booking support. This includes working with the Collaboration, Security and Data Center Specialists, Services specialists and Account Teams to drive sales of EAs.
  • Drive high attach rate in your assigned customers and Services Contract Renewals in conjunction with the renewals team
  • You will plan and prioritize sales activities and customer/prospect contact towards achieving business objectives.
  • You will collaborate with cross-functional teams to create and lead account plans using all relevant data.
  • You will maintain and develop existing and new customers relationships through appropriate propositions and ethical sales methods, and relevant internal liaison, to optimize quality of service, business growth, and customer satisfaction.
  • Identify customer business issues, challenges, care-abouts
  • You will communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships.

Who You'll Work With

Sales account teams, architecture specialists, the CX organization and Practice Delivery & internal cross-functional teams

Who You Are

You apply knowledge of sales trends, market drivers, and key customer issues and opportunities to do strategic account planning; establishing, prioritizing, executing, and supervising a course of action to accomplish territory objectives and sales strategies; using knowledge to identify and cultivate future sales opportunities to build a strong pipeline.

  • 10+ years of sales experience in IT products or services sales 
  • You Build Influential Relationships: Working with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships
  • You have Customer Focus: Supporting customers during the sales process; seeking and taking appropriate actions on customer requirements while balancing business needs; resolving difficult issues in a timely and professional manner; taking ownership for customer satisfaction and loyalty
  • You negotiate: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support ones proposal
  • You are a Critical Thinker: Identifying and understanding issues, problems, and opportunities; comparing data from different sources to address sales challenges and new opportunities; taking courses of action based on sound analysis and judgment

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! 

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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