Account Executive, Spain |ThousandEyes

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  • Location:
    Madrid, Spain
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    AI or Artificial Intelligence, Big Data, Analytics, Cloud and Data Center, Networking
  • Job Id
    1440733
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About The Role: 

The Account Executive will lead the got-to-market activities for ThousandEyes in Spain supporting both existing and prospective customers, working closely with our channel partners. They will deliver growth in new business across the assigned territory through the development of strategic relationships with private and public sector accounts. A ThousandEyes Account Executive is responsible for the creation and execution of a well-defined territory plan, driving success in the following areas: territory planning, pipeline development, presentation and delivery, trial process management, pricing, negotiation, and the closing process. This is an individual contributor and quota carrying position.  

 

What You’ll Do: 

  • Define go-to-market sales strategy for your defined territory (existing and prospect accounts), including account tiering according to propensity for solution value and product adoption 
  • Identify and source sales opportunities that align with the ideal customer profile for ThousandEyes, maintaining a qualified opportunity pipeline at 3x quota coverage 
  • Meet or exceed quarterly / yearly bookings targets, while delivering consistent and reliable forecasting 
  • Work closely and collaboratively with Cisco peers (Account Team’s and other Architecture Specialists) to help drive ThousandEyes revenue growth, driving Cisco’s “Better Together” sales motion 
  • Work closely and collaboratively with ThousandEyes post sales teams (Customer Success, Delivery, Technical Account Management) to drive product adoption and usage 
  • Foster strategic relationships with ThousandEyes customers and partners in a consistent, effective and professional manner 
  • Leverage MEDDPICC sales process on all strategic customer engagement's 
  • Conduct 3-5 new business meetings and 10-15 customer meetings per week 
  • Deliver customer (sales) demonstrations, addressing customer questions / concerns in the process 
  • Lead commercial discussions and contract negotiations, collaborating with supporting services (Finance, Legal, Operations etc) 
  • Responsible for complete and accurate ongoing maintenance of account activity in Salesforce.com, opportunities, forecasts, proposals etc 

Who you are: 

  • Competency in the following sales skills: account research, prospecting, discovery, qualification, presenting, communication, active listening, objection handling, negotiating, relationship management, and deal management 
  • Ability to demo solution, define use-cases, test types and explain the advantages of each with respect to the customer's requirements 
  • Minimum 10 years of sales territory management experience working for a technology vendor selling enterprise software. SaaS sales experience strongly preferred 
  • A proven track record of consistently exceeding quota 
  • Must be comfortable working in a high growth environment, be self-motivated, able to solve problems and work with purpose and commitment 
  • Excellent verbal and written communications skills, fluency in Spanish & English 
 

Cisco values the perspectives and skills that emerge from employees with diverse backgrounds. That's why Cisco is expanding the boundaries of discovering top talent by not only focusing on candidates with educational degrees and experience but also placing more emphasis on unlocking potential. We believe that everyone has something to offer and that diverse teams are better equipped to solve problems, innovate, and create a positive impact.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification. Research shows that people from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy. We urge you not to prematurely exclude yourself and to apply if you're interested in this work.

Cisco is an Affirmative Action and Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis. Cisco will consider for employment, on a case by case basis, qualified applicants with arrest and conviction records. 

 
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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