全球客户经理

Manages large segment accounts that are global in nature, serving as the primary influencer in purchasing decisions. Builds and sustains strong, long-term relationships with clients. Collaborates with customers to understand their business goals, identify opportunities for upsell/cross-sell additional solutions and create demand based on what's possible in customer roadmaps. Serves as the Account Orchestrator, aligning and integrating solutions with customer needs, driving sustainable cross-portfolio growth through coordination and competitive deal packing. Typically serves a domain area/product area within a single global account. Maintains a comprehensive understanding of Cisco’s full product portfolio. Has a deep focus on core networking technologies including switching, wireless, and routing. Engages specialist teams to enhance the sales process, particularly in areas where deep technical expertise is required. Builds the sales funnel through good opportunity prospecting and drives opportunities through to sales completion to achieve revenue goals. Analyzes data and creates forecasts to set weekly, monthly, and quarterly sales commitments. Stays informed about industry trends, market dynamics, and competitive landscapes. Specialization and Focus - Focused on Global accounts with the ability to deploy major opportunities in multiple locations; with expertise in the core network portfolio including switching, wireless, and routing Customer Engagement and Accountability - Responsible for driving the global strategy across the multiple geographies for a single global account The Internal Sales Process - Works with the local account team in each of the multiple locations outside of the HQ country Corporate Interlock - N/A Typical Sales Cycle - 9-18 Months Success Measures - Bookings Growth What You'll Do: Orchestrates multi-faceted, highly complex deal cycles, often involving multiple stakeholders, across multiple global accounts; with significant and impactful revenue growth and business contributions. Typically prospects new deals and continues to develop portfolio within accounts: Focuses on an extensive set of solutions across multiple Products and Services* With C-suite, buyers, executives at all levels Anticipates evolving customer needs, leveraging specialized knowledge of customer’s global business model, macro industry trends, and economic drivers to position Cisco solutions that create stickiness with the customer Engages in strategic interactions with regional/global key decision makers and embeds organizational-wide/global account plans at the local country level, while respecting local needs and customs Analyzes and interprets shifts in the customer’s industry’s competitive landscape and provides custom strategic recommendations to internal and external stakeholders Takes a balanced, multi-cultural perspective to leading executive-level engagements and championing innovative, customer-first strategies that drive business transformation and long-term value Facilitates and secures long-term partnerships, expertly navigating commercial, legal, and technical requirements ensuring alignment between customer goals and Cisco’s strategic vision Leads negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements Reviews, prioritizes, and aligns customer needs and business/portfolio strategy for account plans Drives account planning and leverages extended team resources and key partners to identify new consumption options across multiple architectures Demonstrates deep technical comprehension of technical solutions and their long-term value/ROI in customer context Integrates CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization Partners with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement Champions GTM-wide collaboration that influences Cisco and customer organizations Minimum Qualifications Minimum 8 years of experience for big accounts in high-touch sales (10+ years preferred) in the IT industry Proven commitment to delivering results and a proactive approach to sales activities Ability to form and lead cross-functional teams with internal stakeholders and partners, working at a fast pace Strong willingness to actively share information and collaborate with team members Business-level Japanese and English reading/writing skills (fluent in speaking prefer) Preferred Qualifications Experience leading sales teams or projects involving both domestic and international stakeholders Demonstrated ability to introduce new products or services to the Japanese market, working with global development teams Strong relationship...