Virtual Sales Account Executive

Role Overview

Virtual Sales Account Executive at Cisco. This is an individual contributor role selling the company's products, systems, and services via telephone or electronic means to customers in an assigned territory, industry, or accounts.

Company Overview

Cisco is revolutionizing how data and infrastructure connect and protect organizations in the AI era. The company has been innovating for 40 years to create solutions that power how humans and technology work together across physical and digital worlds, providing customers with security, visibility, and insights across their entire digital footprint.

Role Purpose

Acquire new customers and retain and grow an existing installed base by closing sales on Cisco products, systems, and services through multi-channel, inbound, and outbound sales activities. Carry an individual quota distinct from the field sales force, with minimal business travel required.

Key Responsibilities

Pipeline & Prospecting

• Create pipeline for your territory using demand generation and prospecting tools
• Generate business opportunities through professional networking and cold calling
• Find new opportunities and quickly develop rapport with new clients and partners
• Explore and identify new opportunities in new accounts and buying centers

Sales Execution

• Own the full sales cycle on qualifying opportunities including discovery, presentation, negotiation, and close
• Close deals under $50K where appropriate in conjunction with the RSD/RSM
• Must close the sale on products, systems, and services
• Demonstrate strong discovery and objection-handling skills with the ability to lead a full sales conversation
• Handle objections with confidence

Customer & Partner Management

• Work closely with Splunk Partners to generate opportunities on shared prospect and customer accounts
• May establish and maintain relationships with channel partners
• Represent the company to the customer and the customer to the company in all sales-oriented activities
• May act as sole sales representative for assigned territory, industry, accounts, and products

Knowledge & Intelligence

• Maintain thorough knowledge of company products, systems, and services
• Keep up-to-date knowledge of the industry and competitive posture of the company
• Research and present business intelligence about customers and prospects
• Analyze business data to tell a compelling and actionable story
• May direct customers to website or other company resources for information

Reporting & Planning

• Prepare activity and forecast reports as requested

Qualifications & Experience

• Minimum 3 years of experience in selling and generating demand for enterprise IT solutions, including business intelligence, data analytics, security software, risk management software, or networking performance
• Demonstrated track record of achieving quota in pipeline generation and closed revenue

Skills & Competencies

• Sales hunter mentality with tenacity and persistence
• Confidence and competitive spirit with strong self-discipline
• Self-motivation and relentless in pursuit of creating personal success
• In-depth technical knowledge of products, systems, and services, which may include contract documentation
• Growth mindset and coachability
• Focus on personal and professional growth
• High energy and contagious optimism
• Tendency to lead conversations and assertiveness with next steps
• Adaptability and ability to thrive in environments that support growth
• Keen situational awareness within a team environment
• Determination and relish for the chase
• Desire to be at the top of the leaderboard and competitive drive to win
• Ability to qualify and follow up with sales leads

Additional Information

• May generate prospective customers through cold calling
• Travel occasionally for training and/or meetings
• There is a defined growth path for successful Inside Sales Representatives to be promoted throughout the sales organization and other similar roles and marketing functions
• Splunk is an Equal Opportunity Employer and considers qualified applicants without regard to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition, genetic information, veteran status, or any other consideration made unlawful by federal, state, or local laws
• Splunk considers qualified applicants with criminal histories, consistent with legal requirements