思科
Inside Account Executive
Inside Account Executive
发布于 7 小时前普通员工/个人贡献者
全职员工仅现场办公大客户销售
大客户销售
B2B销售
Crm系统
商务谈判
客户关系管理
客户洞察
渠道合作
销售预测
值不值得投
73综合评分
综合评分 73
外企知名平台、侧重网络与安全解决方案销售、成长路径清晰、WLB待确认
从薪资福利、成长发展、工作生活和使命价值四个维度综合评估，方便横向比较。
薪资怎么样
3.5万
比大客户销售中位数高
发布情况
新岗位 · 今天发布
公司情况
这家公司招聘很活跃
49 个在招 · 其中大客户销售 3 个
市场机会
选择面较广
上海 · 大客户销售 · 约 370 个在招
职位详情
关于这个职位
该职位主要负责中型市场客户组合的深度开发与全流程销售管理
通过高频次客户互动及渠道伙伴协同，精准挖掘IT架构需求并匹配思科网络、安全与协作解决方案
核心目标是构建长期信任关系，推动跨产品线交叉销售，实现账户营收的可持续增长
最低要求
Bachelors + 5 years of related experience, or Masters + 3 years of related experience, or PhD + 0 years of related experience
工作职责
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
Corporate Interlock - Low corporate interlock
Typical Sales Cycle - Medium Sales Complexity. Average length of deal is 3 months. Most deal size between $50K to $250K
Success Measures - Sustained portfolio growth and account activation rate
Manages end-to-end sales opportunities together with channel partners across mid-market account portfolios within the pod, 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.
AI 洞察
优缺点分析
优点
- 依托思科全球品牌与全栈产品线，客户资源优质
- 接触AI赋能的销售工具与前沿网络技术
- 渠道合作模式拓宽商业视野
- 跨部门与渠道协同沟通成本高
- 技术迭代快需持续学习
- 具备3年以上IT/B2B销售经验，抗压能力强且善于资源整合的求职者
缺点 / 挑战
- 销售指标压力较大，需独立完成Pipeline转化
角色解读
- 资深客户经理/大客户经理
- 区域销售负责人
- 转向解决方案架构师或渠道生态管理
- 负责中型市场客户的端到端销售跟进与Pipeline转化
- 深度挖掘客户IT架构需求并匹配思科网络/安全方案
- 联动渠道伙伴共同推进项目落地与签约
- B2B复杂销售与商务谈判能力
- CRM系统操作与销售预测建模
- 网络与安全基础技术理解
- 数据分析与客户洞察
申请策略
- 提前研究思科最新AI与网络安全产品线
- 准备针对“如何平衡直销与渠道利益”的案例回答
- 突出过往中型市场客户开拓业绩、CRM数据管理能力及渠道合作成功案例
- 量化销售额与增长率
- 强化网络与安全基础认证
- 提升SQL/BI工具进行销售数据分析的能力
面试指南
- STAR法则结构化陈述
- 强调“客户痛点-方案匹配-多方协同-结果量化”逻辑
- 展现数据驱动决策思维
- 请分享一个你成功挖掘并转化中型客户需求的完整案例
- 面对渠道伙伴配合度不高的情况，你如何推动项目进展？
- 如何利用数据工具优化你的销售漏斗？
- 熟悉思科核心产品矩阵及销售方法论
- 准备2-3个跨部门/渠道协同攻坚的真实项目复盘
职位点评
薪资福利75
成长发展80
工作生活60
使命价值70
薪资福利
75中等
薪资结构通常为底薪加绩效提成，外企体系完善但具体数额需面试确认。
薪资信号未披露（AI估算：2.5千–4.5万/月）
成长发展
80较高
接触AI赋能的销售工具与前沿网络技术，渠道生态合作带来广阔技能成长。
技术前沿主流现代技术
技术栈Networking、Security、AI-driven insights、CRM、Sales Forecasting、Collaboration
业务类型profit_center
工作生活
60中等
内部销售岗位通常有固定办公地点，虽提及低企业协同，但未明确弹性工时或远程政策。
工作模式未明确
办公地点市区核心地段
加班情况未提及（无法判断）
使命价值
70中等
聚焦AI时代基础设施安全与连接，致力于为全球客户提供数字化保障。
行业发展稳定成熟行业
社会影响正向社会影响力较高
使命信号revolutionizing how data and infrastructure connect and protect organizations in the AI era、make really big things happen on a global scale
创新程度积极采用新技术
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