Service Provider Account Manager

Cisco Service Provider & Media business seeks an Account Manager with proven field sales experience and strong background in Telco/Service Provider & Media.

This is a high-touch account management role that includes but is not limited to responsibilities in customer relationship management, partner sales management, large complex deal management, business development/marketing, funnel/pipeline management and technology/solution selling skills.

Primary expectation is to build strong franchises and sustainable business with our architecture plays in Service Provider challenger & Media accounts in Australia spanning fixed wireless and broadcast/media services to residential and business end customers.

• You are accountable for overall Cisco business within the assigned customers/accounts/territories.
• You will develop and maintain CxO level relationships and clearly articulate Cisco’s value propositions
• You should have the ability and be highly motivated to understand Customer business requirements, pain-points and convert late them into actionable business engagements
• You will maintain an updated Integrated Account Plans (IAP) relevant to the customers’ priorities.
• You will also be responsible for orchestrating relevant resources within Cisco to execute on the IAP.
• Define meaningful customer engagement plan with regards to marketing and events.
• Actively push and challenge our internal engineering and product specialist team to effectively drive and increase the focus of the Customer.
• You will grow existing business, create new opportunities, make winning offers and close deals within the expected timeframe.
• You are strong at maintaining market intelligence and lead pricing strategy/analysis for deal justifications.
• You enjoy and are highly motivated to collaborate with partners within Cisco and its partners organizations and constantly align the goals and priorities.
• Provide a timely and regular business forecasting that is aligned with Cisco’s financial goal for short, medium and long term.
• Maintain accurate and up-to-date sales database (SFDC) with all mandatory key information and maintain a balanced sales pipeline,
• Working knowledge and understanding the industry impact of key technology transitions such as Service Provider Network transformation (Core Routing & Optical platforms, Managed Services, NBN resale, Cloud/DC, Mobility, Security), New Convergence and Consumption Models, Next Generation Media technologies (IP Fabric, etc) to be able to drive new customer and market business requirements.

You will be a part of a successful and highly energised Enterprise, Commercial and Service Provider team, as we drive the critical market and digital transformation in the Service Provider and Media business.

As a key person of our account team, you will collaborate closely with commercial, technical, marketing individuals and product specialists in country and across the regions/globally to accelerate the impact of Cisco business across your assigned customers/accounts/territories.

This is an exciting opportunity for a highly motivated, technically savvy and passionate consultative sales professional, eager to interact with industry leaders with vision and key decision makers and share the real passion for technology innovations that change their business outcomes.

Required skills and experience.

• 7-10 years’ experience in the Telco, Service Provider or Media space with consistent track record in direct and channel sales, especially in closing large strategic deals.
• Education to degree level or equivalent practical experience.
• Self-starter who can learn and position technology/solution plays in view of driving the appropriate conversations with Telco/Service Providers with clear business agenda in sight.
• Highly motivated with a “hunting spirit” to develop new opportunities and grow business in multiple technology dimensions within the Telco/Service Providers & Media space.
• You are excellent at working in teams and are comfortable collaborating with local, regional and corporate teams in a large cross-functional organization.
• You have a proven ability to respond and handle challenges in a dynamic business environment.
• Good communicator and excellent at driving solutions in line with industry and local market trends.
• Proficient in selling solutions to large customers with a deep understanding of Telco buying cycles.
• Can do, will do attitude and able to think in a unique way to contribute creatively towards building solid business pipeline and driving sustainable business.
• Highly analytical and meaningful.
• Structured and logical approach to problem solving.

Why Cisco?

#WeAreCisco. We are all unique, but collectively we bring our talents to work as a team, to develop innovative technology and power a more inclusive, digital future for everyone. How do we do it? Well, for starters – with people like you!

Nearly every internet connection around the world touches Cisco. We’re the Internet’s optimists. Our technology makes sure the data traveling at light speed across connections does so securely, yet it’s not what we make but what we make happen which marks us out. We’re helping those who work in the health service to connect with patients and each other; schools, colleges, and universities to teach in even the most challenging of times. We’re helping businesses of all shapes and sizes to connect with their employees and customers in new ways, providing people with access to the digital skills they need and connecting the most remote parts of the world – whether through 5G, or otherwise.

We tackle whatever challenges come our way. We have each other’s backs, we recognize our accomplishments, and we grow together. We celebrate and support one another – from big and small things in life to big career moments. And giving back is in our DNA (we get 10 days off each year to do just that).

We know that powering an inclusive future starts with us. Because without diversity and a dedication to equality, there is no moving forward. Our 30 Inclusive Communities, that bring people together around commonalities or passions, are leading the way. Together we’re committed to learning, listening, caring for our communities, whilst supporting the most vulnerable with a collective effort to make this world a better place either with technology, or through our actions.

So, you have colorful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool. Pop culture geek? Many of us are. Passion for technology and world changing? Be you, with us! #WeAreCisco 

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.