Federal Service Sales Specialist - 1330170

  • Location:
    Herndon, Virginia, US
  • Area of Interest
    Sales - Product
  • Job Type
  • Technology Interest
    AI or Artificial Intelligence, Big Data, Analytics, Cloud and Data Center, Collaboration, Video, Internet of Everything, Networking, Security, Service Provider, Software Development, Testing, Wireless, Mobility
  • Job Id

Job Description:  This field sales position is responsible for defining and executing mission strategy via Cisco services & solutions. The Service Sales Specialist will work collaboratively externally & internally to drive adoption of Cisco’s Services within the US Federal Government market while achieving weekly, monthly & quarterly sales goals. The individual will forecast bookings accurately on a quarterly basis, develop a pipeline of service opportunities, create capture plans, and close new deals within the Federal Sales Area.  Approximately 50% of this salesperson’s time is customer facing. 


Job Responsibilities: 

v Drive incremental services growth through Cisco’s Services portfolio.

v Independently manage personal time & productivity to achieve sales goals

v Develop strong working relationships with cross organizational peers

v  Plan and prioritize sales activities and customer/prospecting activities to maximize personal customer interaction

v Create and manage a sales plan using all relevant data (existing base of Professional Services business, pending subscription renewals, new product/solution opportunity pipeline, potential upgrades and end-of-support situations) mapping data to an agreed market development strategy aligned with our growth priorities. 

v Maintain existing customers and develop new customers through appropriate business propositions and ethical sales methods, optimizing quality of service, business growth, and customer satisfaction. 

v Focus on solution selling to address customer success, considering the full lifecycle of customer and partner interaction to grow Cisco’s overall wallet share

v Proactively pursue net-new Services business

v Manage all aspects of the account with respect to deal transactions 

v Drive the execution of customer facing activities to conclusion in a qualitative & timely manner

v Manage service pricing and margins according to agreed objectives

v Lead collaborative efforts to finalize detailed proposals and statements of work 

v Facilitate sales transactions by:

§  Understanding customers’ and partners’ procurement process 

§  Building relationships with customers and partners in positions within the procurement process 

§  Navigating partner and customer procurement process 

§  Navigating and escalating effectively within Cisco 

v Plan & support local marketing activities based on agreed budget & timeline, integrating sales efforts with other organized marketing activities, e.g., product/service launches, promotions, advertising, exhibitions and tradeshows. 

v Respond to and follow up on internal & external sales inquiries in a timely manner. 

v Monitor and report on market and competitor activities and provide relevant reports and information. 

v Communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships. 

v Attend and present at external customer meetings and internal meetings with other functional team as necessary to perform duties and aid in business development. 

v Attend training to develop relevant knowledge, techniques and skills. 


Required Competencies: 

1.    Solution Selling:  A Proactive self-starter who can quickly adapt to create solutions that solve complex customer issues.Demonstrated understanding of solution selling in large complex & technical customer environments. 

2.    Developing the Pipeline: Applying knowledge of sales trends, market drivers, and key customer issues and opportunities to do strategic account planning; establishing, prioritizing, executing, and monitoring a course of action to accomplish broad territory objectives and sales strategies; using knowledge to identify and cultivate future sales opportunities to build a strong pipeline. 

3.    Building Influential Relationships: Working collaboratively with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships. 

4.    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 responsibility for customer satisfaction and loyalty. 

5.    Negotiation: 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 proposals. 

6.    CXO Relevancy: Adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer’s/partners business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs. 

7.    Critical Thinking: 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 that appropriately consider customer and partner business capabilities and issues, available facts, constraints, competitive circumstances and probable consequences.

8.    Communicate & Position:  Work collaboratively, leading efforts to create Public Sector specific sales collateral, proposal language, & use cases to effectively position the Public Sector/Federal Managed Services story.

9.    Partner:  Establish strong working relationships with the Public Sector partner community to increase sales scalability & overall revenue growth.



Required Experience: 

* 3+ years of selling and/or delivering services and solutions in a technology environment 

* BS/BA or equivalent experience with graduate degree preferred

* US Citizenship