Japan Job Openings
Cisco Systems
Account Executive - Security
September 18, 2024
[業務内容]
日本のエンタープライズセグメントの既存の主要顧客および潜在的な顧客を含めたテリトリー内での強力なセールスプランを策定して実行する
既存及び新規アカウントやプロジェクトの獲得を通じて収益を上げる
エンタープライズ内の主要なプロジェクトを特定し、製品やサービスの収益を最大化するために活動を管理する
キーとなるエグゼクティブとの関係性を持ち、製品とサービスのビジネスを拡大させるために、シニアなIT担当・セキュリティ担当およびCx Oレベル向けに、複雑なソリューションを提案及びプロジェクトを受注する力を持っている
セキュリティ市場、トレンド、変遷についての知見を示す
セキュリティについてのシスコのビジョン、戦略、アーキテクチャのアプローチを理解し、明確に表現することができる
セキュリティの技術を理解している、もしくは今後学習してキャッチアップすることができる
ビジネスコンセプトからユニークなビジネス価値とクローズまでの機会を構築して管理する能力、短期的な実行と長期的な活動を管理する能力
市場での競合他社の活動を理解し、対抗策を実行することができる
随時要求される活動を慎重に、正確に、タイムリーに予測し、報告する
エンタープライズ部門の収益を最大化するためのビジネスプランの構築と実行（特にシスコのセキュリティ技術の認知度と需要を高めるためのマーケティング活動を含む）
Ciscoアカウントチーム、パートナー組織、サービス、マーケティングチームなどのの複数のチーム及び各レベルのステークホルダーと、強力でWin Winな関係を構築する能力
Cisco 認定ディストリビュータ、パートナー及びISP の能力を最大限に活用した案件を特定し、協力して進めていく
What You'll Do
The Security Sales Specialist will be responsible for sales of Cisco's Security portfolio and associated services into their named account list as well as overall nominated vertical market via Channel Partners within the territory. You must be able to forge and grow channel relationships as well as direct touch to drive revenues.
Develop a strong sales plan within the territory including both existing major as well as potential customers in Enterprise segment in Japan.
Drive revenues through new account and/or project acquisition.
Identify major projects within Enterprise accounts and managing activities to maximize product and services revenue.
Demonstrate executive relevance and have ability to position complex solutions at senior IT and Cx O levels to win incremental business for our Products and Services.
Demonstrate clear awareness of the Security marketplace, trends & transitions.
Understand and can articulate Cisco's vision, strategy and architectural approach to Security
Ability to build and manage opportunities from business concept to unique business value and close; manage short-term execution vs longer-term development.
Understands and can counter the competitors activity in the market.
Forecast and report activity carefully, accurately and in a timely manner as requested from time to time.
Build and execute on a business plan for the region or market sector to maximize revenues specifically including marketing activities to generate awareness and demand for Cisco's Security technologies.
Ability to develop strong, successful relationships with multiple teams and at multiple levels of the Cisco account team, partner organizations, services, and marketing team.
Identify and collaborate with Cisco authorized Distributors, Partners and ISP's on sales opportunities leveraging their capabilities to best effect.
Who You'll Work With
Cisco Security - Cisco delivers intelligent cyber security for the real world, providing one of the industry's most comprehensive advanced threat protection portfolio that is integrated, pervasive, continuous and open. Cisco's threat-centric approach to security reduces complexity while providing unmatched visibility, continuous control and advanced threat protection across the entire attack continuum - before, during and after an attack.
Global Security Sales Organization (GSSO) - GSSO is taking big steps to position Cisco as the #1 IT Security provider in the industry. In addition to having the right market conditions, capabilities, products and services, we need the right people to take us there.
Who You Are
Be a senior professional with deep customer-facing experience, particularly on large accounts, combined with the ability to work with a motivated channel and internal sales team
Able to build senior executive relationships
Experience selling complex software-based solutions such as network security (Intrusion Detection, Firewall, VPN, and related technologies) or Network and Systems management solutions preferred
Proven/Quantifiable track record of over-achievement in at least 5 of the last 7 years
Able to create and execute on a go to market plan for the territory which ramps up and builds upon momentum created, leveraging marketing resources, collateral and development funds
Adept at communicating with a largely technical audience
Experience in applying solution-selling methodologies to maximize corporate revenue growth. Track record of closing both tactical and enterprise transactions
Good all-round knowledge of Security Market, Channel and End-Users
Excellent interpersonal, communication and presentation skills
Proactive with ability to succeed in a dynamic environment
Task/goal orientated and takes ownership
High level of attention to detail
Why Cisco
We connect everything: people, processes, data, and things. We innovate everywhere, taking bold risks to shape the technologies that give us smart cities, connected cars, and handheld hospitals. And we do it in style with unique personalities who aren't afraid to change the way the world works, lives, plays and learns.
We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers.
We are Cisco.
Message to applicants applying to work in the U.S. and/or Canada:
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.
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.
We regret to inform you that this job opportunity is no longer available as it has expired
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