ThousandEyes - Sales Specialist

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  • Location:
    Offsite, Sydney, Australia
  • Alternate Location
    Remote Australia
  • Area of Interest
    Sales - Product
  • Job Type
    Professional
  • Technology Interest
    Cloud and Data Center, Internet of Everything, Networking
  • Job Id
    1418916

Who We Are

The name ThousandEyes was born from two big ideas: the power to see things not ordinarily possible and the ability to collect insights from a multitude of vantage points. As the world continues its digital transformation and relies more on cloud services and the Internet, the “network,” which is now both public and private, has become a black box our customers cannot see or understand.  

Our Internet and cloud intelligence platform delivers the only collectively powered real-time view of the Internet and private networks, cloud, and SaaS platforms, helping enterprises and service providers identify problems before they impact revenue, damage brand reputation, or halt employee productivity. 

In August 2020, Cisco Systems completed the acquisition of ThousandEyes, which now forms the ThousandEyes Business Unit within the Cisco Networking Business Group and is the Network Assurance solution for Cisco across the Cisco Networking Cloud and Cisco Security Cloud. ThousandEyes is also a foundational component of Cisco’s growing Full-Stack Observability (“FSO”) business. 

About The Role

The Product Sales Specialist (PSS) will lead the sales process for ThousandEyes within the commercial segment for prospective customers and channel partners in Australia. They will deliver growth in new business across the assigned territory through the development of strategic relationships with large commercial accounts. The PSS will build and execute well-defined account plans and drive 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

• Identify and source sales opportunities that align with the ideal customer profile for ThousandEyes for the purposes of maximizing solution value and product adoption. 
• Initiate contact and professional follow-up for all sales meetings within the assigned territory.  
• Meet all sales objectives and bookings targets in accordance with company growth expectations and develop revenue expansion opportunities across a base of accounts. 
• Work side by side with Cisco Account Managers and other Cisco sales specialist to help drive ThousandEyes revenue growth. 
• Work closely and collaboratively with Customer Success to drive product adoption and usage, as well as with Product Management to understand future requirements to accelerate demand for ThousandEyes in the market. 
• Highly organized with a results-oriented attitude; adept and detailed in delivering sales presentations, onsite visits and product demonstrations to prospective clients. 
• Foster mutually beneficial relationships with ThousandEyes customers and partners in a consistent, effective and professional manner. 
• Meet or exceed quarterly / yearly bookings targets, while delivering consistent and reliable forecasting 
• Develop and execute a comprehensive account strategy  
• Accelerate new customer acquisition and upsell growth in existing accounts, while maintaining an accurate sales pipeline 
• Work closely with customers and channel partners to drive market adoption of ThousandEyes solutions 
• Lead pricing discussions and contract negotiations 
• Develop long-term strategic relationships with customers 
• Responsible for complete and accurate ongoing maintenance of accounts, forecasts, proposals, and account activity in Salesforce.com 
• Relentlessly ensure customer success 

Qualifications

    •    Minimum 5 years of sales territory management experience working for a technology vendor selling enterprise software to network buyers. SaaS sales experience a plus 
    •    A proven track record of consistently exceeding quota
    •    Self-motivated, able to solve problems and work with limited direction 
    •    Demonstrate Leadership skills 
    •    Excellent verbal and written communications skills 
    •    Must be comfortable working in a high growth environment, where everyone must have the “roll up your sleeves” and get it done attitude 
    •    BS/BA degree preferred

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, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.

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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