Role Overview
The Senior Software Buying Program Sales Executive is responsible for driving revenue growth in Cisco's software portfolio via "Buying Programs" (e.g., volume licensing, enterprise agreements, consumption models, renewals, usage-based licensing) in Japan. This role combines deep software sales skill with consultative value-based selling, working across functional collaborators (finance, IT, procurement, business leaders) to architect and close commercial models that align customer business outcomes with Cisco's financial goals.
You will be a trusted advisor to senior executives (CIO, CFO, CTO), working collaboratively across Cisco's software, services, customer success, channel, and partner teams to deliver transformational customer outcomes, consumption growth, and long-term strategic relationships.
You will lead the full sales cycle—from opportunity identification, case development, solution design, negotiation, to closing and adoption—and drive forecast accuracy, pipeline excellence, and customer value realisation.
Key Responsibilities
- Reports to: Head of Software Sales / Country Sales Manager
- Own and drive software buying program deals (e.g. enterprise agreements, volume licensing, usage/consumption deals) in assigned region or accounts
- Develop, articulate, and position value propositions (TCO/ROI, business outcomes) to senior collaborators (IT, finance, business units)
- Lead cross-functional efforts (pre-sales, services, support, legal, finance) to structure deals, manage risk, and optimize commercial terms
- Build and manage a robust pipeline across multiple quarters, ensuring healthy deal flow and reliable forecasts
- Negotiate contract terms, pricing, commercial structures, and multi-year commitments
- Partner with renewal/upsell teams to ensure adoption, consumption growth, and retention
- Collaborate with partners, resellers, system integrators to drive adoption of buying programs and align go-to-market motions
- Serve as internal subject-matter authority on Cisco's software licensing, buying programs, subscription models, and consumption strategies
- Provide input to localization of programs and influence global product/licensing roadmap to fit local market needs
- Mentor and guide less senior sales staff (where applicable) in buying program strategies and standard processes
- Maintain thorough account plans, competitive intelligence, customer roadmaps, and influence via executive relationships
Qualifications / Experience
Minimum Qualifications:
- 8+ years of enterprise software sales experience (or software + IT solutions), including experience with licensing, subscriptions, or consumption models
- Consistent record of meeting or exceeding quota in complex, multi-stakeholder, long sales cycle environments
- Strong experience negotiating and closing large, multi-year software or enterprise agreements
- Deep understanding of software licensing, SaaS, subscription models, volume licensing, maintenance/support, and related commercial constructs
- Ability to engage credibly at executive level (CIO, CFO, business unit heads) and influence cross-functional decision makers
- Excellent financial skill (TCO/ROI modeling, business case development)
- Experience coordinating across internal functions (legal, finance, services, customer success) to deliver integrated solutions
- Strong communication, presentation, and customer management skills
- High proficiency in CRM tools (e.g., Salesforce) and Microsoft Office (Excel, PPT)
- Japanese and English (Intermediate proficiency)
Preferred / Differentiating
- Experience in Japan's enterprise market, understanding of local procurement, legal, and contract practices
- Previous experience in a global (multinational) technology company
- Experience leading or designing consumption/usage-based software programs
- Existing relationships with major enterprise CIO/CTO/Procurement functions in Japan
- Experience mentoring or leading others
- Ability to cross-influence multiple internal organizations on sales initiatives
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.
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