Account Executive – Architecture

• Own and nurture relationships within the customer's buying center
• Influence strategic decisions and align Cisco's architectural vision with customer objectives
• Provide expert guidance across the full sales lifecycle, from qualification through proposal
• Lead technical proof-of-concept and proof-of-value engagements
• Leverage competitive intelligence for account planning and positioning Cisco offerings
• Identify market shifts and provide strategic recommendations to internal stakeholders and clients
• Partner with account teams, solution engineers, and Cisco business units on outcomes-based proposals
• Provide feedback to development teams and influence product roadmaps
• Manage medium-to-high complexity sales cycles lasting 3–18 months
• Conduct what-if analyses to model future business outcomes
• Advise on technical bills of materials to displace competitors and increase market share
• Drive revenue growth and shape the technical direction of high-complexity accounts

• Bachelor's degree in Engineering, Computer Science, or a related technical field, or equivalent practical experience
• 7+ years of experience in technical sales, systems engineering, or architectural consulting
• Experience specifically within Physical Security or related infrastructure
• Proven track record managing complex, multi-stakeholder sales cycles
• Experience with deal sizes ranging from $50K to $750K+
• Deep technical proficiency in Physical Security architectures
• Strong understanding of the associated industry vertical
• Experience leading technical demonstrations, proofs of concept, and value-based proposal development
• Advanced degree or industry-recognized certifications in Physical Security or Cybersecurity preferred
• Demonstrated success displacing competitors and expanding wallet share in large enterprise or Service Provider accounts preferred
• Strong business acumen and ability to articulate technical-solution ROI to CXOs and VPs
• Experience collaborating with product development teams to influence product roadmaps preferred
• Expertise analyzing market and industry trends and translating insights into account strategies preferred

Demonstrates expertise in managing complex sales cycles and providing strategic guidance in Physical Security architectures. Capable of influencing product roadmaps and articulating technical solutions to executive stakeholders.

• Technical Sales Experience
• Physical Security Architecture Proficiency
• Complex Sales Cycle Management
• Deal Size Management ($50K to $750K+)
• Collaboration with Product Development Teams

• Technical Proof-of-Concept
• Proposal Development
• Competitive Intelligence Analysis
• What-If Analysis
• Technical Bills of Materials

• Relationship Management
• Strategic Decision Influence
• Business Acumen
• Communication with CXOs and VPs

• Advanced Degree in Physical Security or Cybersecurity

• Physical Security
• Infrastructure
• Market Trends Analysis
• Account Planning
• Enterprise Accounts