Service Sales Specialist - US Federal

  • Location:
    Herndon, Virginia, US
  • Area of Interest
    Sales - Services, Solutions, Customer Success
  • Job Type
  • Technology Interest
  • Job Id


What You'll Do 

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 Intelligence 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 Operation territory.  Approximately 50% of this salesperson’s time is customer facing.


Job Responsibilities: 

  • Drive incremental services growth through Cisco’s Services portfolio.
  • Independently manage personal time & productivity to achieve sales goals
  • Develop strong working relationships with cross organizational peers
  •  Plan and prioritize sales activities and customer/prospecting activities to maximize personal customer interaction
  • Create and manage a sales plan using all relevant data (Professional Services, renewals, new product funnel, potential upgrades and end-of-support situations) mapping data to an agreed market development strategy aligned with corporate priorities. 
  • Maintain and develop existing and new customers through appropriate propositions and ethical sales methods, optimizing quality of service, business growth, and customer satisfaction. 
  • Focus on solution selling to grow Cisco overall wallet share
  • Proactively go after new Services business
  • Manage all aspects of the account with respect to deal transactions 
  • Drive the execution of customer facing activities to conclusion in a qualitative & timely manner
  • Manage service pricing and margins according to agreed objectives
  • Lead collaborative efforts to finalize detailed proposals and statements of work 
  • 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 
  • Plan & support local marketing activities based on agreed budget & timeline, integrating sales efforts with other organized marketing activities, eg.,product/service launches, promotions, advertising, exhibitions and tradeshows. 
  • Respond to and follow up on internal & external sales inquiries in a timely manner. 
  • Monitor and report on market and competitor activities and provide relevant reports and information. 
  • Communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships. 
  • Attend and present at external customer meetings and internal meetings with other functional team as necessary to perform duties and aid in business development. 
  • Attend training to develop relevant knowledge, techniques and skills. 


Who You Are 

  1. 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 ones proposal.
  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:

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

* BS/BA or equivalent experience with graduate degree preferred

* TS clearance preferred but not required