Inside Account Executive, GVSE Mid-Market Hunting
About this role
Qualifies and progresses sales opportunities within a broad geographic territory covering both Small and Medium Business (SMB) and Mid-Market segments. Processes a high volume of virtual transactions, engaging directly with a select subset of customers to validate opportunities and ensure sufficient resource allocation. Serves as an opportunity facilitator, receiving and managing inbound opportunities from partners, marketing teams, and Sales Development Representatives (SDRs). Maintains a comprehensive understanding of Cisco’s full product portfolio to deliver the “One Cisco Story”. Engages specialist teams to enhance the sales process in areas requiring deep technical expertise. Aids in moving deals down the sales funnel by qualifying opportunities and holding partners accountable to manage and close deals. Analyzes data and creates accurate weekly, monthly, and quarterly sales forecasts. Stays informed about industry trends, market dynamics, and competitive landscapes
Specialization and Focus - Generalist, with knowledge of the full product portfolio and a focus on Networking and Security. Operates as a unit with team members in an iAE pod. Strong ability to coordinate on strategy, education, and sales to scale reach and delivery within a shared set of Mid-Market and SMB accounts
Customer Engagement and Accountability - May interact with customers or partners through the qualifying process
The Internal Sales Process - Spends most of the time prospecting, may re-enter the sales process to support deal agreement and closing
Corporate Interlock - Low corporate interlock (limited to no time with the BUs)
Typical Sales Cycle - Medium Sales Complexity. Average length of deal is 3 months. Typical deal size is <$50K, with most sales between $50K to $250K
Success Measures - Goal achievement is measured at 60% of total Networking revenue and 40% Team Goal across pod (all architectures)
Responsibilities
- Manages opportunity qualifying for a broad territory of named and unnamed accounts following established procedures and relying on team oversight
- Develops relationships with partners and engages customers as needed to validate opportunities
- Follows prescribed process to compile and analyze preliminary internal data around customer research and qualification
- Uses internal tools and RAD data to identify and qualify opportunities
- Develops understanding of customer(s), products/ key offerings, business goals, key leaders/decision makers (e.g., from CRMs)
- Provides basic product information and support to customers by understanding their needs, and offering relevant solutions under guidance
- Coordinates with PAEs to ensure proposed solutions reflect partner capabilities
- Observes customer feedback, identifies potential opportunities or challenges, and customizes materials with limited guidance
- Assists with basic deal negotiations by addressing customer concerns, using standard templates and predefined terms under close guidance
- Develops knowledge and familiarity with the value proposition and core technical capabilities of targeted Cisco solutions in virtual meetings
- Checks in with partners to discuss deal progress, addressing customer information challenges to support deal closure
- Maintains accurate customer data in CRM systems, ensuring up-to-date records
- Gains understanding of linkages between Cisco solutions and customer needs
- Uses CRM software and other basic sales enablement tools (e.g., Salesforce, email sequencing, pipeline forecasting) for updating customer information, tracking interactions and initial lead research and identification
- Follows standardized internal procedures for qualifying, escalating issues when necessary
- Begins sharing knowledge with peers and engaging in internal discussions
- Minimum Qualifications:
- Professional
- Bachelors + 2 years of related
- experience, or
- Masters + 0 years of related
Requirements
- Support
- 6 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.