NEW!!! Client Services Executive - Verizon - Iselin, NJ

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This selling position centers on relationship-management and strategic selling focusing on the top/strategic accounts in a region. The goal of this role is to drive service led solution sales by establishing trusted, advisory relationships with various customer executives.

This role focuses on understanding the customer’s strategy, their needs and their business requirements in order to recommend the appropriate solution and to close complex, transformational deals. This role also focuses on achieving revenue goals; forecasting accurately on a weekly, monthly, and quarterly schedule; developing a pipeline of opportunities; creating account plans; and closing deals for their defined customers.

Approximately 80% of this salesperson’s time is customer facing.

Job Responsibilities:

Build and maintain relationships with executives at assigned customers via meetings, telephone calls and emails

- Proactively engage with the customer executives to sustain and build deep relationships to become a trusted advisor

- Create relationship maps for the customer and internal

Identify near term customer business issues, challenges, pain points, care abouts by which Cisco can improve, enhance or remedy the situation.

- Gather market and customer information

- Gain a clear understanding of customers' business portfolio and requirements


Communicate issues and solutions to executives in a way which is thought provoking, insightful and considered a burning platform.


Prepare a comprehensive transformational business case (includes a customer problem/challenge) describing how Cisco’s solutions align with the customer’s strategy

- As needed, calculate the customers positive return on investment demonstrating the value of the Cisco’s proposed solution.


Present a transformational business case and articulate how Cisco’s solutions align to the customer’s strategy

- Advise on forthcoming service offers

- Discuss customer needs as the basis for the sales dialogue


Collaborate cross functionally (product sales, inside sales, channels, delivery, partners) to build credibility and earn trust


Structure complex financial deals at an executive level (VP and above)

- Negotiate the terms of an agreement and closing sales

- Negotiate variations in price, delivery and specifications with customers


Articulate future buying trends and service requirements back to necessary business units.


Follow standardized and optimized sales processes, e.g., renewals process

Required Competencies:
1. CXO Relevancy: Adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer’s/partners business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs.

2. Consulting and Partnering: Helping external clients and partners to understand their business needs, offering advice and solutions, and operating from a position of expertise balanced with a collaborative approach.

3. Strategic Business Planning: Demonstrating significant knowledge of Cisco and the industry; developing strategies that leverage core strengths of one’s own group and Cisco.

4. Business & Financial Acumen: Understanding basic business mathematics, financial strategies, and performance indicators, and applying that knowledge to client’s economic and buying environment.

5. Negotiation: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support
ones proposal.

6. High Impact Communication: Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions.

General requirements include BA/BS, post graduate education is a plus but not required.
10 years or more of outside sales experience in the high tech industry is essential. Previous consulting and/or management experience is preferred. An understanding of Cisco cross functional business structure, go-to-market strategy and services/products is beneficial but not required. Business travel is 20% annually. Solid computer skills and use of Microsoft Office is required

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