Account Manager - Federal Civilian - DC, MD, VA, RTP

Washington, DC, United States

Why you'll love Cisco

We change the World, you will become passionate about your customers and the Cisco brand you represent.

Everything is converging on the Internet, making networked connections more significant than ever before in our lives. Our employees' groundbreaking ideas impact everything. Here, that means we take creative ideas from the drawing board to dynamic solutions that have real world impact.

You'll collaborate with Cisco leaders, partner with mentors, specialist teams and develop incredible relationships with colleagues who share your interest in connecting the unconnected.

You'll be part a team that authentically cares about its customers, enjoys having fun, and you'll take part in changing the lives of those in our local communities. Come prepared to be supported and encouraged at Cisco.

What You'll Do

We have an exciting Federal Sales Account Manager role on our Civilian team!

This position will directly support the US Department of Commerce. This coverage includes 12 of their 13 Bureaus (NOAA covered separately)

As a successful Account Manager, you will possess a keen ability to position "end to end" solutions and articulate business and mission strategies to senior customer executives. Your knowledge of running a business includes continual opportunity development, forecasting, quota attainment, sales presentations, relationship building, collaborating and leading throughout the large complex deal process, and demonstrating effective closing strategies.

Who You'll Work With

The Team

We are a passionate team, fiercely proud to serve our country and our very important Federal customers! Our culture of teamwork, community and accountability drives our success and creates value inside and outside of Cisco. Together we can deliver powerful technology and platforms to enable passionate civil servants to deliver on their mission. #missionfirstneverquit

Who You Are

Role & Responsibilities

You have the ability to call at multiple levels within your customer accounts leading partner relationships and account planning with an extended team.

You are an aggressive, self-starter that can build executive relationships, articulate Cisco's product and business strategies, create the demand and close deals.

You will prospect, replace incumbents and successfully lead your customer install base. Will be responsible for negotiating solutions on business issues with peers, partners and customers using a Win/Win philosophy coupled by working on complex technical accounts taking care of CXO and other key decision makers.

Minimum Qualifications

BS degree or equivalent

You have 5+ years selling solutions to customer executives that focus on business and mission outcomes. Experience running a sales strategy and territory, organization capabilities, and managing resources to support your vision.

Extensive experience selling to CXO personnel

You have proven an understanding of government contracts, procurement vehicles, sales metrics, MEDDPICC sales processes

You possess strong communication skills coupled with superior negotiation skills at CXO level

Data networking, Cloud, Collaboration, FSO and Security knowledge strongly preferred

You have a validated and successful sales background developing a business strategy and multi-year business plan, collaboration, partnership, and delivery of customer success by leading a large team

Experience selling into large accounts and complex solutions

Why Cisco

#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference powering an inclusive future for all.

We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re “old” (39 years strong) and only about hardware, but we’re also a software company. And a security company. We even invented an intuitive network that adapts, predicts, learns and protects. No other company can do what we do – you can’t put us in a box!

But “Digital Transformation” is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)

Day to day, we focus on the give and take. We give our best, give our egos a break, and give of ourselves (because giving back is built into our DNA.) We take accountability, bold steps, and take difference to heart. Because without diversity of thought and a dedication to equality for all, there is no moving forward.

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!

Message to applicants applying to work in the U.S. and/or Canada:

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.

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