Federal Partner Account Executive - Collaboration
Job posting may be removed earlier if the position is filled or if a sufficient number of applications are received.
This role can be performed from anywhere on the East Coast. Most partners reside in the DC, Maryland, VA area with an expectation of travel to partner sites.
Meet the Team
This team serves as the primary bridge between Cisco and our most strategic Federal collaboration partners, fostering trusted advisor relationships to drive mutual growth. We operate at the intersection of sales strategy and partner enablement, ensuring our ecosystem is equipped to deliver cutting-edge Cisco technologies to government customers. By orchestrating complex partner ecosystems and aligning them with Cisco’s collaboration portfolio, we play a critical role in market expansion and competitive differentiation. Joining this team means working in a high-impact environment where you lead transformative initiatives and influence the future of partner-led sales. You will collaborate with cross-functional specialists and executive leadership to turn visionary strategies into tangible business results.
Your Impact
Drive significant revenue growth by developing and executing strategic account plans for strategic, complex partners. Orchestrate partner ecosystems to align their capabilities with Cisco’s collaboration portfolio, creating differentiated go-to-market strategies that capture new market opportunities. Negotiate complex agreements covering revenue sharing and intellectual property rights to solidify long-term business commitments. Co-design transformative value propositions for C-level audiences to secure executive buy-in and address large-scale enterprise challenges. Monitor and optimize partner performance through data-driven insights and quarterly business reviews to ensure consistent operational excellence and profitability.
Minimum Qualifications
Bachelor’s degree with 8+ years of related experience, a Master’s degree with 6+ years of related experience, or a PhD with 3+ years of related experience.
3+ years of Federal Experience
Experience managing large, national, or global partner accounts within a complex sales environment.
Proven track record of meeting or exceeding annual revenue targets and business growth goals.
Experience developing and executing strategic partner account plans and demand generation activities.
Proficiency in managing complex negotiations involving revenue sharing, IP rights, and GTM commitments.
Preferred Qualifications
Deep understanding of the Federal procurement landscape and partner ecosystem within the Virginia/DMV area.
Specialized knowledge of Cisco’s Collaboration portfolio and how to align it with partner strategic priorities.
Strong executive presence with the ability to influence C-level decision-makers and lead high-stakes negotiations.
Ability to anticipate disruptive technology shifts and advise leadership on future-proofing GTM strategies.
Experience leading cross-functional task forces to address strategic partnership challenges.
Why Cisco?
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.
Message to applicants applying to work in the U.S. and/or Canada:
The starting salary range posted for this position is $246,300.00 to $330,400.00 and reflects the projected salary range for new hires in this position in U.S. and/or Canada locations, not including incentive compensation*, equity, or benefits.Individual pay is determined by the candidate's hiring location, market conditions, job-related skillset, experience, qualifications, education, certifications, and/or training. The full salary range for certain locations is listed below. For locations not listed below, the recruiter can share more details about compensation for the role in your location during the hiring process.
U.S. employees are offered benefits, subject to Cisco’s plan eligibility rules, which include medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, paid parental leave, short and long-term disability coverage, and basic life insurance. Please see the Cisco careers site to discover more benefits and perks. Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time.
U.S. employees are eligible for paid time away as described below, subject to Cisco’s policies:
10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees
1 paid day off for employee’s birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco
Non-exempt employees** receive 16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees
Exempt employees participate in Cisco’s flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations)
80 hours of sick time off provided on hire date and each January 1st thereafter, and up to 80 hours of unused sick time carried forward from one calendar year to the next
Additional paid time away may be requested to deal with critical or emergency issues for family members
Optional 10 paid days per full calendar year to volunteer
For non-sales roles, employees are also eligible to earn annual bonuses subject to Cisco’s policies.
Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components, subject to the applicable Cisco plan. For quota-based incentive pay, Cisco typically pays as follows:
.75% of incentive target for each 1% of revenue attainment up to 50% of quota;
1.5% of incentive target for each 1% of attainment between 50% and 75%;
1% of incentive target for each 1% of attainment between 75% and 100%; and
Once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.
For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay 0% up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.
The applicable full salary ranges for this position, by specific state, are listed below:
New York City Metro Area:
$266,100.00 - $398,100.00Non-Metro New York state & Washington state:
$246,300.00 - $380,000.00* For quota-based sales roles on Cisco’s sales plan, the ranges provided in this posting include base pay and sales target incentive compensation combined.
** Employees in Illinois, whether exempt or non-exempt, will participate in a unique time off program to meet local requirements.