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SMB AE/Virtual Sales Specialist - WEST

Company: Cisco
Location: San Jose
Posted on: November 18, 2023

Job Description:

What You'll Do

As a Small/Mid Account Executive, you will...

  • Sell Duo Security's two-factor authentication product within a territory
  • Have a consultative sales approach and a successful track record of growing both new business and expansion revenue.
  • Demonstrate all the behaviors associated with a high-performance sales culture, specifically managing a pipeline, delivering results against a quota, and maintaining productive client relationships.
    Your responsibilities will include...
    • Growing sales in the Small/Medium Business (SMB) space
    • Becoming the resident expert on the Duo product and selling new/existing customers on our cloud-based software
    • Demonstrating and selling value to key partners within the accounts
    • Building a territory plan to improve revenue and customer happiness within your accounts
    • Close new business as well as expansion revenue
    • Prospect into cold accounts using outbound and social techniques
    • Exceed activity, pipeline, and revenue goals on a quarterly basis
    • Develop and maintain a substantial pipeline of qualified opportunities, and consistently maintain an accurate forecast
    • Successfully negotiate outcome where everybody wins agreements based on value selling.
    • Work collaboratively and sometimes cross-functionally with our broader Cisco team (Account Manager, Cyber Security Specialists, Partner Managers, etc.)

      Who You'll Work With

      Duo Security, now a part of Cisco, is the leading provider of Trusted Access security and multi-factor authentication delivered through the cloud.

      Our team is our secret weapon. We run the spectrum from artists to analysts, calm to high energy, and bring together a diversity of skill sets, experiences, and perspectives to solve what we consider to be the world's most pressing geopolitical challenge - transforming the security industry as we know it. Together we build solutions that are easy, effective, trustworthy, and enduring. And that's why we are the most loved and trusted company in security.

      Who You Are

      • University or college degree
      • 3+ years of software selling experience (SaaS preferred)
      • Experience managing a large number of opportunities and using solution-selling techniques when appropriate
      • Deep understanding of a related technology
      • Proven sales record of consistently meeting and exceeding quota
      • Willingness to travel to customer sites as needed
      • Skilled in virtual presentations, online web demos, and remote sales processes
      • Proficiency using Salesforce or other CRM system
      • Able to build and maintain positive relationships with customers utilizing your strong interpersonal skills, while having the ability to convey and relate ideas to others
      • Please note: This role requires up to 20% travel, including air travel.

        Why Cisco?

        #WeAreCisco. We are all unique, but collectively we bring our talents to work as a team, to develop innovative technology and power a more inclusive, digital future for everyone. How do we do it? Well, for starters - with people like you!

        Don't Follow the Herd: Be You, with Us!

        Cisco is an Affirmative Action and Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.

        Message to applicants applying to work in the U.S. and/or Canada:

        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 pays at the standard rate of 1% of incentive target for each 1% revenue attainment against the quota up to 100%. Once performance exceeds 100% quota attainment, incentive rates may increase up to five times the standard rate 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.

Keywords: Cisco, San Jose , SMB AE/Virtual Sales Specialist - WEST, Sales , San Jose, California

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