Account Executive - Global

Job description

Manages large segment accounts that are global in nature, serving as the primary influencer in purchasing decisions. Builds and sustains strong, long-term relationships with clients. 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 a domain area/product area within a single global account. Maintains a comprehensive understanding of Cisco’s full product portfolio. Has a deep focus on core networking technologies including switching, wireless, and routing. Engages specialist teams to enhance the sales process, particularly in areas where deep technical expertise is required. Builds the sales funnel through good opportunity prospecting and drives opportunities through to sales completion to achieve revenue goals. Analyzes 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 - Focused on Global accounts with the ability to deploy major opportunities in multiple locations; with expertise in the core network portfolio including switching, wireless, and routing • Customer Engagement and Accountability - Responsible for driving the global strategy across the multiple geographies for a single global account • The Internal Sales Process - Works with the local account team in each of the multiple locations outside of the HQ country • Corporate Interlock - N/A • Typical Sales Cycle - 9-18 Months • Success Measures - Bookings Growth What You'll Do: • Orchestrates multi-faceted, highly complex deal cycles, often involving multiple stakeholders, across multiple global accounts; with significant and impactful revenue growth and business contributions. • Typically prospects new deals and continues to develop portfolio within accounts: • Focuses on an extensive set of solutions across multiple Products and Services* • With C-suite, buyers, executives at all levels • Anticipates evolving customer needs, leveraging specialized knowledge of customer’s global business model, macro industry trends, and economic drivers to position Cisco solutions that create stickiness with the customer • Engages in strategic interactions with regional/global key decision makers and embeds organizational-wide/global account plans at the local country level, while respecting local needs and customs • Analyzes and interprets shifts in the customer’s industry’s competitive landscape and provides custom strategic recommendations to internal and external stakeholders • Takes a balanced, multi-cultural perspective to leading executive-level engagements and championing innovative, customer-first strategies that drive business transformation and long-term value • Facilitates and secures long-term partnerships, expertly navigating commercial, legal, and technical requirements ensuring alignment between customer goals and Cisco’s strategic vision • Leads negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements • Reviews, prioritizes, and aligns customer needs and business/portfolio strategy for account plans • Drives account planning and leverages extended team resources and key partners to identify new consumption options across multiple architectures • Demonstrates deep technical comprehension of technical solutions and their long-term value/ROI in customer context • Integrates CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization • Partners with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement Champions GTM-wide collaboration that influences Cisco and customer organizations Minimum Qualifications • Minimum 8 years of experience for big accounts in high-touch sales (10+ years preferred) in the IT industry • Proven commitment to delivering results and a proactive approach to sales activities • Ability to form and lead cross-functional teams with internal stakeholders and partners, working at a fast pace • Strong willingness to actively share information and collaborate with team members • Business-level Japanese and English reading/writing skills (fluent in speaking prefer) Preferred Qualifications • Experience leading sales teams or projects involving both domestic and international stakeholders • Demonstrated ability to introduce new products or services to the Japanese market, working with global development teams • Strong relationship-building skills, especially with talented colleagues across the organization • Broad knowledge of technology solutions and a consultative approach to customer engagement • Interest in diverse career paths and flexible working styles, including remote work 現代のビジネス環境は急速に変化し、競争が激化しています。その中で Account Executive の役割は、単なる製品やサービスの提案に留まらず、お客様の未来を見据えた戦略的な支援へと進化しています。社内外のステークホルダーと連携しながら、チームで価値を創出できる方、柔軟な発想と強い推進力を持つ方を歓迎します。 このポジションでは、戦略的な視点を持ちながら、大手企業のお客様との信頼関係を構築し、長期的な成功 をともに目指していただきます。 業務内容 • 国内大手企業へのハイタッチセールスを担当 • 顧客を担当するリーダーとして戦略的アカウントプランの立案・実行 • 顧客の課題や技術要件のヒアリング・整理・提案活動のリード • 顧客やパートナーからの技術的な問い合わせ対応のリード • 商談に関する 米国本社・国内他部門との協業、海外拠点との連携 必須スキル・経験 • 大手企業へのハイタッチセールスとしての営業経験（8年以上、10年以上は優遇） • 成果にコミットメントしプロアクティブに活動をする意欲・姿勢 • 社内および代理店様とチームを作り、スピード感を持って業務を遂行をする能力 • チームに対して積極的に情報を発信しコラボレーションを行う姿勢 • 読み書きができる英語レベル(ビジネスレベルの会話力がある方は大歓迎) このポジションの魅力 • 社内・海外・代理店様と 自分の裁量でセールスチームを作りリードできる経験 • 海外の開発部門を巻き込み 日本初の製品・サービスを導入するチャレンジ • Cisco 内の 優秀な人材とのリレーション構築 • 幅広いテクノロジーの提案機会 • シスコ社内の多様なキャリアパス • フレキシブルな勤務形態（在宅勤務など） 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.