職務概要: 特定の顧客アカウントを担当し、購買決定における主要な影響者として活動します。顧客と強固で長期的な関係を構築・維持し、ビジネス目標を理解した上で、アップセルやクロスセルの機会を特定し、顧客のロードマップに基づいた需要を創出します。アカウント・オーケストレーターとして、顧客ニーズに合わせたソリューションの統合を行い、調整や競争力のあるパッケージ提案を通じて持続的な成長を牽引します。通常、複数のドメインや製品領域を担当し、シスコの全製品ポートフォリオを深く理解した上で、顧客の成果に直結する戦略と市場での差別化要因を説明します。特にスイッチング、ワイヤレス、ルーティングなどのコア・セキュア・ネットワーキング技術に重点を置いています。営業プロセスを強化するためにポートフォリオ・ソリューション・エンジニア（SE）や、専門的な技術知識が必要な領域ではスペシャリストチームと連携します。見込み客の発掘を通じて営業パイプラインを構築し、収益目標達成に向けて案件を成約へと導きます。CRMツールへの正確な入力、データの分析、週次・月次・四半期の売上予測策定も行います。業界トレンドや市場動向、競合環境に関する最新情報を常に把握します。

職務詳細:

• 専門性と焦点: ジェネラリストとして全ポートフォリオを網羅しつつ、スイッチング、ワイヤレス、ルーティング、ファイアウォールなどのコア・セキュア・ネットワーキングに専門性を持ちます。
• 顧客エンゲージメント: 顧客関係の主要なオーナーであり、主要な影響者です。
• 社内営業プロセス: 案件の全ステージを担当し、特に見込み客の特定・資格確認から提案までのプロセスに多くの時間を割きます。
• 社内連携: 組織内での連携レベルは低〜中程度（担当セグメントによる）。
• 営業サイクル: 中程度の複雑さ。案件期間は平均3〜6ヶ月ですが、複雑な案件では12〜18ヶ月に及ぶこともあります。案件規模は5万ドル〜75万ドル（SP向けは100万ドル以上）と変動します。
• 成功指標: ポートフォリオの持続的な成長、アカウントの拡大、顧客維持。

主な業務内容:

• 中〜高程度の複雑さを持つ案件のサイクルを独立して管理し、新規案件の発掘とアカウント開拓を行います。
• シスコの主要セグメント（Major Accounts等）において、シニアレベルからCレベルの経営層までを対象に活動します。
• データソースを活用し、質の高い見込み客発掘、戦略的なアウトリーチ、強固なパイプライン管理を行います。
• 顧客の組織、業界、課題を深く理解し、シスコのソリューションを意思決定者に提示します。
• 市場洞察や競合分析を顧客向け資料やデモに活用します。
• 詳細なヒアリングを通じて顧客の潜在ニーズを引き出し、最適なソリューションを調整します。
• 傾聴と洞察の提供を通じて信頼関係を構築します。
• 顧客の優先事項に対応し、シスコの収益性と顧客ニーズのバランスを取りながら、説得力のある価値提案を行い、独立して交渉を進めます。
• SEやチームメンバーと協力し、アカウントプランや提案書を作成します。
• 社内の営業プロセス上の非効率性を特定し、改善を提案します。
• 営業オペレーションや財務チームと連携し、案件処理の障害を早期に解決します。

応募資格:

• 最低要件: 学士号＋関連業務経験5年以上、または修士号＋3年以上

Manages a defined set of accounts serving as the primary influencer in purchasing decisions. Builds and sustains strong, long-term relationships with customers. Collaborates with customers to understand their business goals, identify opportunities for upsell/cross-sell additional solutions, and create demand based on what's possible in customer roadmaps. Serves as the Account Orchestrator, aligning and integrating solutions with customer needs, driving sustainable cross-portfolio growth through coordination and competitive deal packing. Typically serves multiple domains or product areas across a portfolio or set of accounts. Maintains a comprehensive understanding of Cisco’s full product portfolio to articulate Cisco's overall product strategy and how it is differentiated in the market in response to customer outcomes. Has a deep focus on core secure networking technologies including switching, wireless, and routing. Engages Portfolio Solution Engineers to enhance the sales process. Engages specialist teams, particularly in non-core secure networking areas, where deep competitive positioning and technical expertise is required. Builds the sales funnel through good opportunity prospecting and drives opportunities through to sales completion to achieve revenue goals. Ensures funnel is accurately represented in Cisco's CRM tools. Analyses data and creates forecasts to set weekly, monthly, and quarterly sales commitments. Stays informed about industry trends, market dynamics, and competitive landscapes

• Specialization and Focus - Generalist, with knowledge of the full product portfolio but with expertise in the core secure networking portfolio including switching, wireless, routing and firewall. Additional dependencies on size and complexity of account, particular franchise focus (architectural, product or opportunity aligned ) may be relevant
• Customer Engagement and Accountability - Primary influencer and account owner, except if the customer relationship is held by a CE/CD.
• The Internal Sales Process - All deal stages. Spends most of the time between prospect/qualification and proposal of the deal
• Corporate Interlock - Low corporate interlock (High in SP, Moderate in Enterprise, Low in Commercial)
• Typical Sales Cycle - Medium Sales complexity. Average length of deal is 3-6 months but can be as long as 12-18 months in more complex accounts/opportunities. Variable deal size, can be between $50K to $750K (over $1M for SP)
• Success Measures - Sustained portfolio growth, account growth, account retention

What You'll Do:
• Manages end-to-end deal cycles of moderate to high complexity independently. Typically prospects new deals and develops accounts:
• Within a large regional or small national area associated with mid-to-high Cisco segmentation tiers (e.g., Major Accounts)
• With senior level management to C-suite leaders
• Provides insight/feedback into dynamic data sources to ensure high-value prospecting, strategic outreach, and a strong forecast and pipeline
• Develops in-depth understanding of customer(s) product(s), organization, industry, challenges, to align Cisco’s solutions with decision-makers; researches other relevant solutions as required
• Leverages market insights, emerging technologies, and competitive analysis in customer-facing materials, demos etc.
• Uses broad and targeted discovery to uncover nuanced customer needs, and coordinate tailored solutions
• Builds trust with customers by actively listening, providing relevant insights, and strengthening relationships with key organizational influencers
• Independently negotiates standard deals by articulating compelling value propositions, addressing customer priorities, and ensuring follow-through on commitments that balance customer needs with Cisco's profitability
• Manages the account planning process with own team; works with SE and others to develop prospect proposal or customer/account plans
• Uses standard and occasional non-standard methods to describe Cisco solution value and address customer challenges in discovery conversations
• Identifies and documents inefficiencies in internal sales processes, and implements improvements to internal approval workflows, and operational tools
• Engages with sales operations and finance teams to resolve deal-processing roadblocks before they impact revenue timelines
• Actively collaborates with colleagues to solve customer challenges

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.