Role Description 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。 - 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。 Qualifications - 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。 Requirements - 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. - 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. Benefits - 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.