Cisco Enterprise Agreement Sales Specialist

Your Mission (Key Responsibilities)

The Cisco EA Sales Specialist will drive software-led growth by originating, shaping, and closing Cisco Enterprise Agreement opportunities across our client base. You will lead commercial strategy, financial modelling, and deal structuring to articulate and deliver the value of EAs, while providing subject-matter expertise that simplifies licensing and accelerates time-to-value for customers. Working with Account Managers, technical teams, and Cisco, you will own the end-to-end EA sales motion from early engagement and proposal, through negotiation to signature.

What you’ll be doing

Sales & Opportunity Leadership

• Working with account managers and our customers, you will create, qualify, and progress a pipeline of Cisco EA opportunities across Networking, Security, Collaboration, Data Centre, and Observability.
• Analyse boxxe and Cisco provided data to find opportunities in the current install base.
• Engage early to shape buying strategy, consolidate SKUs, and position commercial value (TCO/ROI) aligned to business outcomes.
• Own scoping, pricing, and proposal creation in CCW/EAWS; lead negotiations to closure with clear win plans and close plans.
• Drive upsell/cross-sell, multi-architecture expansions, and co-terming to maximise ARR and margin.
• Drive NRR growth in all existing accounts.

Customer Engagement

• Run EA discovery sessions, value workshops, and roadmap reviews to simplify licensing and communicate outcomes.
• Act as the primary point of contact for EA queries, tenders, and commercials; ensure smooth handoff to Customer Success for adoption.
• Support renewals and true-ups with proactive consumption insights to secure timely, right-sized renewals.

Commercial Structuring & Governance

• Build financial models (baseline vs. EA, consolidation, migration scenarios) and articulate business cases for decision-makers.
• Leverage Cisco programs, incentives, and deal mechanics to optimise price, rebates, and profitability.
• Ensure clean operational handover: accurate BoMs, entitlements, and documented assumptions for onboarding.

Internal & Vendor Collaboration

• Partner with Account Managers and Solution Architects to align EA architectures with customer requirements.
• Coordinate with Cisco (PSS, BDMs, specialists) on co-sell motions, approvals, and escalations.
• Enable the field through playbooks and training.

Reporting & Forecasting

• Collaborate with Sales to maintain accurate pipeline, forecasts, and key metrics (ARR, NRR, ACV, margin) in CRM; track deal risks and next actions.
• Collaborate with Customer Success to ensure consumption and entitlement insights that inform renewal timing, true-ups, and expansion plays are delivered in a timely fashion.

Cisco EA Lifecycle Management

• Manage the sales lifecycle of Cisco Enterprise Agreements, including, renewals, amendments, expansions, and true‑ups.

• Validate EA BoMs, pricing structures, product families, and licensing alignment.
• Respond to customer inquiries and support internal teams with EA‑related questions.

Cross‑Functional Collaboration

• Work with Sales, Operations, Finance, Customer Success, and Engineering teams to ensure seamless EA delivery.
• Participate in customer and internal meetings to provide EA expertise, usage insights, and renewal guidance.
• Support Customer Success initiatives and understand end‑to‑end operational workflows impacting service quality.

 

Tools & Systems

• Extensive use of Cisco and internal systems:
• Cisco CCW / CCWR, EAWS (Enterprise Agreement Workspace), Smart Accounts & Virtual Accounts, Software Central, Cisco Ready.
• Internal CRM/ERP for pipeline, forecasting, quotes, and approvals.
• Vendor incentive/partner portals to leverage promotions, rebates, and funding.

 

Requirements

Experience

• Proven experience selling and structuring Cisco Enterprise Agreements within a partner, reseller, vendor, or distribution environment.
• Hands-on expertise with Cisco licensing programs and tooling: CCW, EAWS, Smart Accounts, Cisco Ready, and Software Central.
• Strong commercial acumen: financial modelling (TCO/ROI), pricing, margin/discount management, and deal qualification (MEDDICC or similar).
• Track record of closing multi-architecture software deals and driving renewals/expansions (ARR and NRR growth).
• Ability to translate technical architectures into clear business outcomes for senior stakeholders.

 

Preferred Skills

• Awareness of Cisco Customer Experience (CX) motions and adoption plays tied to EA value realisation.
• Data analytics to discover opportunities in existing accounts.
• Understanding of Cisco partner programs, incentives, and funding mechanisms.
• Exposure to other enterprise licensing frameworks (e.g., Microsoft, VMware, Fortinet) and competitive positioning.

 

Soft Skills & Personal Attributes

• Consultative communicator with strong presentation, good negotiation skills and a focus on customer outcomes.
• Collaborative team player able to influence cross-functional stakeholders and executive sponsors.
• Proactive, self-motivated, and outcome-oriented with high attention to detail and pace.