• Identify, develop, and close new business opportunities with strategic clients. • Build and maintain strong relationships with prospective and existing customers, acting as their trusted advisor. • Conduct detailed discovery meetings to understand customer needs and present tailored solutions. • Manage the entire sales cycle from prospecting to contract negotiation and deal closure. • Collaborate with the marketing, pre-sales, and product teams to ensure customer success and satisfaction. • Meet or exceed quarterly and annual sales targets.

• Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline • Partner with the Solutions Consulting Team to utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform • Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges • Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition • Regularly and promptly update customer relationship management tools to report customer contacts • Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales • Develop and execute a sales strategy with purposeful action to secure the sale • Rally internal support to pursue an account and optimize internal resources • Prioritize selling activities and ensure timely follow-through • Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset • Share knowledge, successes, lessons learned and best practices with peers across teams

• Develop and strengthen relationships between Infios and customers within an assigned territory • Achieve bookings goals by generating pipeline and closing business • Guide sales opportunities through the entire cycle, from prospecting to contract negotiation and closing • Leverage multi-channel communication and sales productivity tools to engage with prospects and customers • Introduce and implement new solution categories by leveraging upsell and cross-sell initiatives • Research, question, and actively listen to customers to fully understand their needs • Collaborate with internal account teams to maximize customer satisfaction and investment • Maintain accurate updates for revenue forecasting, CRM data management, and pipeline reporting • Educate and assist customers in the migration and maximization of their solutions • Stay up to date on product enhancements and industry trends • Participate in training sessions and ongoing professional development.

Role Description As an Account Executive in Cisco's AI Defense initiative, you will serve as the primary architect of our customers' security transformation, turning complex challenges into resilient, business-enabling strategies. This will include: - Strategic Advisory & C-Suite Engagement: - Being a Trusted Advisor: Cultivate executive-level relationships, positioning Cisco as the definitive partner for secure AI transformation by providing industry-leading insights into AI-specific risks. - Architecting Resilience: Steer customer perspectives toward cohesive, cross-architectural AI security frameworks that integrate seamlessly with existing cybersecurity and data governance standards. - Industry Authority: Establish yourself as an inspiring leader, leveraging deep expertise in adversarial AI, model-poisoning threats, and emerging compliance needs to shape long-term account strategies. - Driving Impact & Innovation: - Deal Evolution: Influence Cisco's most significant AI security engagements by developing pipeline, participating in complex negotiations, developing technical proposals for resilient AI infrastructure, driving deal execution, and client acquisition. - Product Evolution: Act as the voice of the customer to our Engineering teams. Your sustained feedback will directly influence product roadmaps, ensuring our offerings remain ahead of adversarial tactics and market shifts. - Market Strategy: Synthesize competitive intelligence to refine our Go-To-Market (GTM) strategies, aligning resource allocation with revenue objectives to maximize our defensive impact. - Operational Excellence: - Scenario Planning: Lead threat-modeling narratives and long-range security forecasting, overseeing the development of security-focused bills of materials to ensure comprehensive protection. - Cross-Architectural Collaboration: Work as a hyper specialist across Cisco's broader portfolio to integrate AI security into the fabric of our enterprise solutions, amplifying account team effectiveness and driving our customers' strategic ambitions regarding AI safety. Qualifications - 12+ years of overall sales experience, with at least 3+ years dedicated to selling security solutions. - Experience in selling network security solutions (e.g., Intrusion Detection, Firewall, VPN) or SaaS security offerings. Requirements - Experience leading large deals and executing account and partner plans across geographic territories. - Consistent track record of exceeding sales targets. - Capable of building and implementing an account plan that incorporates a total systems-based security approach. - Comprehensive knowledge of the AI Security Market. - Excellent interpersonal, communication, and presentation skills. - Experience in applying solution-selling methodologies to drive corporate revenue growth, with a history of closing both tactical and strategic opportunities. Experience with MEDDPICC is a plus. - Bachelor’s or master’s Degree. Benefits - Medical, dental and vision insurance. - 401(k) plan with a Cisco matching contribution. - Paid parental leave. - Short and long-term disability coverage. - Basic life insurance. - Paid time away including 10 paid holidays, 1 floating holiday, and additional paid time off for personal wellness. - Flexible vacation time off program for exempt employees. - Paid volunteer days. - Performance-based incentive pay for sales roles.