Inside Account Executive - Architecture

Job description

職務概要 インサイド アカウント エグゼクティブ（iAE）は、担当ポッド内におけるCisco Merakiポートフォリオの売上成長を牽引するポジションです。リード創出、パイプラインの健全化、パートナー企業の支援（イネーブルメント）に注力し、パートナー企業と連携しながら案件の推進およびクローズを行います。本ポジションはリモートワーク（バーチャル）ベースですが、主要顧客やパートナー企業とのミーティングのために、四半期に1〜2回程度の出張が発生する場合があります。 業務内容 パートナー支援と協働: 複雑なセールスサイクルにおいてパートナー企業を導き、ツール、市場分析、戦略的サポートを提供して強固なパイプラインを構築します。 案件およびパイプライン管理: リードの適格性確認（クオリフィケーション）からクローズまでのプロセスを管理し、正確な週次・月次予測（フォアキャスト）とCRMの更新を行います。 ソリューション提案: 主に提案・設計段階において、顧客のビジネス課題を理解し、そのニーズに合わせたCisco Merakiのソリューションを提案します。 データドリブンな営業活動: RADデータやAIツールを活用してターゲットアカウントを特定し、新規顧客の獲得やポッド間での効率的な連携を促進します。 評価指標 セールスサイクル: 中〜高難度の複雑性。平均案件規模は500万〜3千万、サイクルは3〜6ヶ月。 評価指標: 売上・成長目標の達成、予測の精度、ファネルのコンバージョン率、高い顧客満足度。 必須要件 営業経験: 関連分野における5年以上の実務経験（インサイドセールス、アカウントマネジメント、またはビジネスデベロップメントの実績。SaaS、IT、またはネットワーク業界が望ましい）。 パートナー協働営業: チャネルパートナーと緊密に連携し、案件の推進、共同提案、およびクローズを行った経験。 セールスサイクル管理: 中規模以上の複雑なB2Bセールスサイクル（平均案件規模5万米ドル以上）を管理した実績。 技術的な理解度: ネットワークポートフォリオ、クラウド管理型IT、またはCisco Merakiソリューションに対する強い理解。 データおよび予測（フォアキャスト）スキル: CRMツール、データ分析（RADなど）、AIツールを使いこなし、パイプライン管理や正確な予測報告ができること。 コミュニケーションと出張への対応: 優れたバーチャルコミュニケーションスキル、および重要な顧客やパートナーとのミーティングのために四半期に1〜2回程度出張できる柔軟性。 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 complex opportunities with partners across a shared set of accounts within a pod • Cultivates collaboration across the pod to stay informed and identify when to engage team members at any given time to maximize opportunities • Strengthens relationships with iAE team members within the pod and partners • Leads cross-architecture initiatives to optimize strategic opportunities across the pod • Engages and manages accounts using RAD data and AI tools to drive customer acquisition and retention through effective cross-pod coordination • 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 • Empowers partners with market analysis and strategic support to enhance opportunity targeting and build a pipeline • Provides partners with tools and resources to conduct targeted outreach to potential customers • Serves as a trusted advisor to partners, collaborating on selling strategies to close deals • Leverages outbound marketing campaign content and insights to aid partners in tailoring outreach efforts • Directs partners through complex sales engagements, taking full responsibility for the process from lead identification through closing to achieve sales objectives • Collaborates with partners and cross-functional teams to support design and proposal of advanced, customized solutions that address nuanced customer needs • Uses standard and occasional non-standard methods to describe Cisco’s solution value and address customer challenges in discovery conversations • Ensures real-time updates across deal stages, legal forecasts, and key customer interactions through consistent virtual connection with partners • Collaborates with finance to accelerate deal closure and resolve complex issues • Influences partners and team members by shaping strategies and providing Networking portfolio expertise • Operationalizes knowledge sharing, leveraging informal and formal channels to foster collaboration and drive a culture of continuous learning and innovation amongst partners and the pod 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.