Role Overview:
As a Senior Global Account Manager (Senior GAM), you will take ownership of a high-value portfolio of premier, multinational enterprise conglomerates across major global industries (including Energy, Global Media & Communications, Fast-Moving Consumer Goods, and Advanced Industrial/Aerospace).
This strategic territory represents significant untapped potential, containing tier-1 global accounts. In this role, you will act as both a Strategic Hunter and an Executive Orchestrator: your mission is to re-ignite executive-level relationships, re-establish Cisco as an indispensable strategic partner at the C-suite and board level, and architect multi-year pipelines from the ground up across Cisco’s full networking, security, cloud, observability, and services portfolio.
Key Responsibilities - What You’ll Do:
1. Territory Reactivation & Aggressive Pipeline Generation
- Re-Ignite Dormant Global Accounts: Rapidly map, diagnose, and re-engage an enterprise portfolio with 9 months of unmanaged whitespace, identifying urgent business imperatives and latent demand.
- Architect Multi-Year Pipeline: Build and drive a robust, qualified 12–24 month pipeline from the ground up, moving beyond transactional hardware refreshes into strategic multi-architectural digital transformations.
- Drive Competitor Displacement: Conduct thorough competitive analyses to identify where competitors gained ground during the coverage gap and execute proactive displacement and recapture campaigns.
2. Re-Establishing C-Suite & Executive Engagement
- Executive Sponsorship & Trust Rebuilding: Re-establish high-impact relationships across the C-suite (CIO, CISO, CDO, CFO) and senior business unit heads to reposition Cisco as a consultative, board-level technology advisor.
- Value-Led Business Case Positioning: Translate business challenges into measurable financial, operational, and sustainability outcomes, articulating ROI to boards and procurement committees.
- Global Stakeholder Alignment: Engage senior global leaders while embedding account strategies across regional operating units and local country subsidiaries via the CGEM and GAP models.
3. Strategic Cross-Architectural Orchestration
- Lead Matrixed Virtual Teams: Leading and marshaling extended specialist teams—including Enterprise Architects, Cybersecurity & Observability Specialists, CX Delivery Leads, Legal, and Global System Integrators (GSIs).
- Multi-Year Enterprise Agreements (EAs): Structure and negotiate transformative, multi-million-dollar Enterprise Agreements and flexible as-a-Service consumption models across Networking, Cloud/Data Center, Security, Collaboration, and Splunk/Observability.
4. Operational Rigor & Commercial Execution
- Predictable Forecasting: Re-establish forecasting integrity and cadence, providing accurate weekly, monthly, and quarterly sales commitments back to executive sales leadership.
- Commercial Leadership: Lead high-stakes contractual and commercial negotiations balancing aggressive top-line revenue growth with long-term margin and customer satisfaction.
Minimum Qualifications
- Education & Experience:
- Global Account Track Record: Proven track record managing and turning around hyper-matrixed, multinational enterprise accounts ($10M+ ARR / deal scale).
- Pipeline Creation & Turnaround Mastery: Demonstrated ability to enter dormant/uncovered account territories, rebuild pipeline from scratch, and achieve accelerated revenue growth.
- Global Governance Frameworks: Direct experience operating within global account governance programs such as CGEM (Cisco Global Enterprise Model) and GAP (Global Account Program).
Preferred Qualifications & Success Profile
- C-Suite Influence: Proven ability to navigate boardrooms and C-suites of complex global conglomerates (e.g., Energy/Oil & Gas, Global Advertising/Media, FMCG, Aerospace/Industrial).
- Cross-Architectural Fluency: Broad working knowledge across the Cisco portfolio (Enterprise Networking, Security, Splunk/Observability, Collaboration, and CX Lifecycle Services).
- Consultative & Challenger Mindset: Exceptional commercial acumen with a proven track record of orchestrating complex 12–24 month multi-stakeholder sales cycles and negotiating transformative Enterprise Agreements (EAs).
At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.
Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.
We are Cisco, and our power starts with you.
