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Pune, Maharashtra, India
Onsite
Meet The Team
Manages a dedicated portfolio of mid-market accounts, focusing on in-depth account development and end-to-end pipeline progression. The role balances high-touch direct customer engagement with partner-driven coverage to fully penetrate assigned accounts. As the core account orchestrator and key decision-influencing point of contact, it builds and maintains long-term, trusted customer relationships. It proactively aligns with customers’ business goals and IT roadmaps to identify cross-sell and upsell opportunities across Cisco’s full portfolio, driving multi-product adoption and sustainable account growth.
This role collaborates closely with the partner ecosystem, driving partner accountability and empowering channel partners to manage, progress and close pipeline opportunities, maximizing overall account coverage and deal execution. It maintains accurate CRM and pipeline data, conducts regular data analysis, and delivers consistent weekly, monthly, and quarterly sales forecasts. The role continuously tracks industry trends, market dynamics, and competitive landscapes to capture business opportunities and sustain account competitiveness.
• Specialization and Focus - Generalist, with knowledge of the full product portfolio and a focus on Networking and Security. Operates as a unit with team members in an iAE pod. Strong ability to coordinate on strategy, and sales to scale reach and delivery within a shared set of Mid-Market accounts
• Customer Engagement and Accountability - Interact with customers or partners through the qualifying process
• The Internal Sales Process - Spends most of the time prospecting, may re-enter the sales process to support deal agreement and closing
• Success Measures - Sustained portfolio growth and account activation rate
Your Impact
• Manages end-to-end sales opportunities together with channel partners across mid-market account portfolios, building, progressing, and closing qualified pipeline to drive consistent revenue delivery.
• Cultivates strong working relationships with internal pod iAE teams and external channel partners to enable seamless account coverage and opportunity execution.
• Supports cross-architecture opportunity qualification and targets high-potential accounts collaboratively with pod teams, leveraging RAD data, inbound leads, and AI-driven customer intent insights to prioritize sales activities.
• Researches customer organizational structures, business models, industry challenges, and existing IT environments to build structured customer profiles and proactively identify unmet needs.
• Applies market intelligence and competitive analysis to guide partners on Cisco solution positioning, initiate customer discovery conversations, and accelerate opportunity generation.
• Independently leads customer discovery sessions to capture both explicit and latent business requirements, laying a solid foundation for multi-product solution design.
• Equips partners with targeted marketing resources, industry insights, and data-driven recommendations to support customer outreach and engagement.
• Develops preliminary business cases by combining partner capabilities and customer ROI benefits to strengthen solution persuasiveness.
• Leverages comprehensive Cisco portfolio knowledge to design and present integrated, cross-architecture solutions (e.g., Networking, Collaboration, and Security) and delivers fit-for-purpose networking recommendations based on customer scenarios.
• Articulates Cisco networking value propositions through standardized sales methodologies, while validating solution technical feasibility, licensing compliance, and scalability before external presentation.
• Maintains accurate and real-time CRM pipeline management, including deal stage updates, sales forecasting, and key customer interaction records.
• Streamlines internal finance and procurement approval workflows to drive smooth deal contracting and minimize deal delays.
• Builds professional credibility with partners and internal teams through active participation in key business discussions and cross-team collaboration. Shares experience and provides peer guidance to foster team effectiveness and knowledge sharing.
Minimum Qualifications:
Minimum 8-10 years of B2B selling experience.
Proven achievement of at least 100% quota attainment & YoY growth
Ability to manage a portfolio of at least 50 active accounts.
Fluency in English is required.
Experience managing the full sales cycle.
Passion for sales and building positive relationships.
Strong business sense and ability to effectively communicate the value proposition to the customer base.
Ability to engage in active listening to identify customer challenges - both current and future - and propose solutions to improve their process.
Data-driven decision-making skills for pipeline analysis and accurate sales forecasting.
Strong relationship management skills to build trust and get results with partners and customers
Flexible and resilient problem solver that thrives in a team environment and enjoys sharing new insights and innovations.
Experience using digital selling tools such as Salesforce.
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.
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