Edit ModuleShow Tags

Colorado's Most Powerful Salespeople: Jennifer Chang


Published:

Jennifer Chang, 32

Strategic account manager, Scientific Civilian Region, Cisco Systems, Centennial

SALES PRODUCTION: Chang finished the fiscal year 2011 at 195 percent of plan and brought in $14.9 million in revenue for fiscal year 2012. She was recognized as the Cisco FY12 Achiever Winner.

WHAT SHE DOES: Manages accounts for the Department of Energy, the National Nuclear Security Administration and NASA.

HIGH PRAISE: "She works hard to understand her customers’ environments and needs, and she patiently listens to her Cisco partners that work with her around the nation," said Ryan Clore, who works for a Cisco partner and nominated Chang for this award. "Even though she is on the road 70 percent of the time, she is one of the most responsive and thoughtful Cisco account managers I have ever encountered."

IMPORTANCE OF PATIENCE: "In the federal arena, deals can take months, and sometimes years, to move from request for information status to purchase-order status," Chang says. "If you’ve covered all your bases throughout the sales process, and architected a solution that meets your customer’s needs, then you have to trust in the work that you’ve done, and in the customer relationship that you have cultivated."

SALES PHILOSOPHY: "I ultimately strive to become a trusted adviser to every one of my customers. This doesn’t happen overnight. But it certainly is a culmination of multiple interactions and conversations, where honesty is of paramount value. If a customer has a requirement in an area that Cisco doesn’t specialize in, we articulate that, and refer our customers to the appropriate vendor(s)."

ON DEDICATION: "Because my accounts are all over the nation, I’m never truly ‘off the clock.’ If getting the job done means staying up late and getting up early, I do it."

Edit Module
the staff of ColoradoBiz

Get more of our current issue | Subscribe to the magazine | Get our Free e-newsletter

Edit ModuleShow Tags

Archive »Related Articles

First to market and no fear of failure

Tanner McGraw started Apto in 2012 to provide a cloud-based CRM and deal management platform for commercial real estate brokers. Five years later, Apto holds enterprise agreements with five of commercial real estate’s top seven brands, and has 85 full-time employees — up from 27 in 2015.

Should you compromise company policies?

What do you do when a widely accepted policy that affects both culture and bottom line is challenged by a highly valued, highly productive and hard-to-replace employee?

The 12 brand archetypes – Which is yours?

What we often fail to realize is connections are just relationships. If you aren’t clear about who you are, no one is going to be interested in you. It’s critical you understand your brand, and how you should start a relationship with your customers.
Edit ModuleShow Tags
Edit ModuleEdit ModuleShow Tags
Edit ModuleShow Tags Edit ModuleShow Tags
Edit ModuleShow Tags Edit ModuleShow Tags
Edit ModuleShow Tags Edit ModuleShow Tags