Account Executive - Services

  • Location:
    Singapore, Singapore
  • Area of Interest
    Sales - Services, Solutions, Customer Success
  • Job Type
    Professional
  • Technology Interest
    Services & Software
  • Job Id
    1437567

What You'll Do

Reporting directly to the ISS Leader for ASEAN, the "Account Executive - Services" will be responsible to drive and grow the services business in Singapore through prospecting, qualifying opportunities, developing and executing sales strategy, pricing models, targeting Public Sector customers.

  • Drive and grow professional services 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 Services Pre-Sales Consultant
  • Develop and lead Services 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, business case definition, ROI 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
  • Manage 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

Who You'll Work With

In close partnership with the Account Managers, Architecture Sales Specialists and Services Delivery team, the Account Executive - Services 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 complex, 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.

Who You Are

  • 10+ years of relevant experience of solution selling within a major services or software vendor
  • Experience selling into enterprise customers with proven ability 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

Desired Characteristics

  • 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 stakeholders
  • 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

#WeAreCisco

#WeAreCisco where every individual brings their unique skills and perspectives together to pursue our purpose of powering an inclusive future for all.

Our passion is connection—we celebrate our employees’ diverse set of backgrounds and focus on unlocking potential. Cisconians often experience one company, many careers where learning and development are encouraged and supported at every stage. Our technology, tools, and culture pioneered hybrid work trends, allowing all to not only give their best, but be their best.

We understand our outstanding opportunity to bring communities together and at the heart of that is our people. One-third of Cisconians collaborate in our 30 employee resource organizations, called Inclusive Communities, to connect, foster belonging, learn to be informed allies, and make a difference. Dedicated paid time off to volunteer—80 hours each year—allows us to give back to causes we are passionate about, and nearly 86% do!

Our purpose, driven by our people, is what makes us the worldwide leader in technology that powers the internet. Helping our customers reimagine their applications, secure their enterprise, transform their infrastructure, and meet their sustainability goals is what we do best. We ensure that every step we take is a step towards a more inclusive future for all. Take your next step and 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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