Enterprise Account Director (Cisco)

San Jose, California, United States | Full-time | Fully remote

Apply

Who are we?

Whatfix is the #1 Digital Adoption Platform (DAP) for Enterprises. We are changing the way Enterprises train and support their end-users on Applications.  We provide large enterprises (Mostly Fortune 500 companies) with a SaaS platform that accelerates their employees learning of new applications, and subsequently, the support of those applications.  Our platform replaces old-fashioned classroom trainings.  We take application training into the product, allowing the end-user to learn how to use the application from within the application.  In addition, we provide ongoing support & re-training efforts contextually, with step-by-step guidance inside any web application at the exact time a task is being performed. The product has redefined the way companies onboard, train, and provide support to users. 

What sets us apart from the rest?

  • With over 100 of the Fortune 1000 already onboard as customers, Whatfix has been named among the top 20 B2B tech companies alongside the likes of Adobe, PayPal, and Cisco
  • With YoY revenue growth of over 60% (despite COVID!), we have been recognized by SaaS Mag as the 17th fastest-growing SaaS company worldwide and 2nd fastest in India 
  • Our most recent quarter, Q1 2021 had 2.4x the sales from the same quarter in 2020
  • Gartner and Everest Research recognize Whatfix as a Global Market Leader in the digital adoption space 
  • Customer rating of 4.7+ on platforms like G2 Crowd & Gartner Peer Insights

“Hustle Mode ON” is something we live by.

We are looking for a Strategic Account Director - Cisco to join our team in the US West.  This person will be focused on Cisco Systems in the North American market, as well as 1-2 other Fortune 1000 accounts. 

About the Role

  • The Account Director position is a quota-carrying role. As a key team member, you will lead our global expansion efforts within Cisco Systems, a strategic account in North America and Globally.
  • This will include managing existing relationships, stakeholder management, cold prospecting to new buyers and new groups within Cisco and subsidiaries, creating opportunities within this account, and driving these opportunities to closure
  • Build strong relationships within Cisco with multiple product lines of business and other internal groups; be a trusted advisor and the single Point of Contact for their business and commercial requests
  • Your experience identifying business problems and working cross-functionally to provide solutions, create proposals and drive SOWs, as well as building relationships with important decision-makers and stakeholders within the Cisco Systems account and ecosystem, will be crucial to your success
  • You will have experience participating in Value Engineering and Centers of Excellence exercises in large Fortune 500 accounts
  • You will have documented experience working with “selling to” Cisco and working with the Cisco ecosystem and bring extensive knowledge of Cisco business practices, products, and operations    
  • The success of this role means working directly with Cisco to build relationships and generating new opportunities within this account headquartered in North America

 Responsibilities

  • Prospect within Cisco and other assigned accounts to generate pipeline, create opportunities, and close deals
  • Consistently deliver license and recurring service revenue targets in your assigned portfolio
  • Build trusted advisor relationships with your customers, including building relationships with the key contacts and customer executive teams, and stakeholders across the organization
  • Participate in and ultimately lead ongoing vendor relationships and executive review activities within assigned customers 
  • Drive high engagement and demonstrate value realization & ROI of Whatfix through Executive Business Reviews and other channels
  • Build and maintain relationships within Whatfix to collaborate effectively with sales engineering, business development, marketing, product teams, and other stakeholders to drive pipeline and success in this role
  • Proactively identify and resolve account success blockers that may arise

 Qualifications

  • 5+ years of documented experience selling software and services to Cisco Systems in a professional role working for an IT services major or Leading SaaS provider.  Candidates without selling experience to Cisco will not be considered and need not apply.
  • Overall 6+ years of SaaS Enterprise Sales and/or Account Management experience with large Fortune 500 enterprise accounts with proven ability to hunt for new opportunities
  • Experience selling to buyers from CRM, HR, Learning, and Development, Procurement and/or IT for Software Applications managing complex sales cycle and opening doors
  • Value-based solution selling ability and understanding of ROI and cost/benefit analysis
  • Consistent track record of over achievement, exceeding quota, and high performance
  • Strong executive presence and ability to develop executive level (CxO) relationships and lead strategic initiatives with customer
  • Excellent communication, negotiations, and strategic thinking skills
  • Able to work independently and remotely from other members of your team
  • Ability to travel internationally as needed.  Expect up to 25 to 30% International Travel

 You would be an excellent fit for our team if:

  • You are a self-motivated, high performer who can work with minimal oversight to get the job done
  • You’re a positive team player who knows how to plan and lead an account 
  • You have a track record of success selling software and services to Cisco and quickly identifying how our solution fits into Cisco’s internal and external strategies. 
  • You’re comfortable selling at a start-up company that is emerging in the market, and you are excited about putting your mark on something early
  • You love being a part of a small, dynamic, and agile organization that encourages you to learn and grow
  • You are passionate about using your experience and expertise to inspire the team

What you get to do

  • Working with leading global companies in a strategic role as a trusted advisor, you will consult current and potential customers to understand their business objectives and Whatfix's value proposition
  • Provide consistent product value to all of your customers
  • Manage customer relationships across their entire lifecycle
  • Identify client needs & position Whatfix that sets the relationship and project for success 
  • Identify opportunities to expand into an additional functional organization or business units

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

<iframe id="embed" style="position: absolute; width: 0px; height: 0px; border: none; left: -1000px; top: -1000px;" tabindex="-1"></iframe>