Focuses on an architecture within Cisco’s portfolio, and drives cross-architecture/enterprise architecture opportunities across the pod. Shares responsibility for pipeline health and deal coordination across all architectures within their pod. Owns lead, leveraging partners to drive opportunities forward, with some direct customer interactions for top accounts. Maintains a comprehensive understanding of Cisco’s full product portfolio to deliver the One Cisco Story and educate partners. Analyses data and submits legal forecasts to set weekly, monthly, and quarterly sales commitments. Stays informed about industry trends, market dynamics, and competitive landscapes. Virtual-based, though may travel in market 1-2 times per quarter for critical opportunities, top accounts, and top partner meetings

• Specialization and Focus - Owns lead generation, demand generation, and qualification activities for a defined subset of Cisco architecture or service bookings. Grows new and existing accounts through up/cross selling and demand generation. Supports direct sellers and solution selling
• Customer Engagement and Accountability - Focuses opportunities within a specific technology, service, or vertical. Influences customer/Partner solutions and buying decisions. Splits time between customers and Cisco internal teams
• The Internal Sales Process - Spends most of time in the proposal stage, helping the sales team, partners and customers understand the technology and design solutions that will meet the customers needs. Following the sales process, this role will hand off the account team
• Corporate Interlock - No corporate interlock (no time with the BU’s)
• Typical Sales Cycle - Medium-High Sales Complexity. Average length of deal is 3 to 6 months. Typical deal size is $50K to $250K
• Success Measures - Goal achievement is measured on achieving:
• Sales dollars and growth targets, customer satisfaction, funnel build and conversion, forecast accuracy
• Increased revenue for their architecture through increasing market share

What You'll Do:

• Manages straightforward opportunities with partners across accounts within a pod
• Builds pipeline, manages, and closes opportunities for an assigned architecture
• Develops relationships with IAE team members within the pod and partners
• Drives core architecture opportunities and contributes to cross-architecture opportunities across the pod
• Target accounts, in coordination with pod team members, based on RAD (retain, acquire, develop) data, inbound leads and opportunities, and AI assisted intent/ next best action insights
• Studies customer(s) organization, product(s), key offerings, industry, and business challenges to anticipate customer needs
• Utilizes emerging market insights and competitive analysis to help partners effectively position Cisco offerings, and drive initial opportunity conversations
• Provide relevant marketing materials and basic insights to support partner outreach efforts and customer engagement activities
• Provide actionable insights and recommendations based on general industry knowledge and data analysis
• Monitors the sales cycle for accounts within the pod to support deal closure and client satisfaction through call and e-mail follow-up with customers
• Applies knowledge of their core architecture specialization to recommend appropriate solutions to partners based on customer needs
• Articulates the value of Cisco’s products and services using standard methodologies
• Manages pipeline in CRM, ensuring deal stages, legal forecasts, and key customer interactions are updated in real-time
• Navigates internal approval processes, including finance and procurement workflows, to push deals through contracting with minimal intervention
• Begins to establish credibility and visibility with partners and team members by participating in key meetings and contributing to discussions
• Expands sharing knowledge with peers by offering informal guidance; showcases teamwork

Minimum Qualifications:
Bachelors + 5 years of related
experience, or
Masters + 3 years of related
experience, or
PhD + 0 years of related experience

Preferred Qualifications:
Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications.

THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS

Why Cisco? 

At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere. 

We are Cisco, and our power starts with you.