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Enterprise Account Executive

2 months ago

Melbourne, Victoria, Australia Zendesk Full time

About the Role:

We're seeking a seasoned Enterprise Account Executive to join our team at Zendesk. As a key member of our sales organization, you will play a vital role in driving growth and revenue within our Enterprise account base.

Key Responsibilities:

  1. Drive Revenue Growth: Directly drive top-line revenue growth by acquiring new Enterprise customers and developing strategies to penetrate top-tier accounts.
  2. Cross-Sell and Upsell: Proactively identify and pursue opportunities to cross-sell additional products and services to existing customers to optimize account revenue and profitability.
  3. Customer Relationships: Manage and nurture key customer relationships to ensure maximum satisfaction and retention, fostering long-term strategic partnerships.
  4. Data-Driven Sales: Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in new business pipeline and increased retention and expansion of existing clients.
  5. Quarterly Planning: Create quarterly territory plans, developing strategies and actionable tactics to increase our market share in the Enterprise sector.
  6. Product Alignment: Demonstrate a strong understanding of Zendesk products and align them with clients' business objectives to secure product expansion and customer satisfaction.
  7. Complex Sales Cycles: Lead complex, value-centric sales cycles, including multi-month deals with proof of concept stages, particularly with customers generating significant revenue.
  8. Pipeline Management: Consistently develop a robust pipeline of qualified opportunities and maintain an accurate sales forecast to exceed quarterly and annual revenue goals.
  9. C-Level Relationships: Establish and maintain C-level executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions.
  10. Collaboration: Collaborate effectively with internal teams and leadership to optimize sales strategies and drive sales execution.
  11. Negotiation and Closing: Negotiate and close complex deals, leveraging a consultative approach, utilizing your exceptional communication skills to present compelling business cases and value propositions.
  12. Industry Expertise: Maintain thorough knowledge of Zendesk solutions, staying current with competitive landscape and industry trends.

Requirements:

  1. Education: BA/BS degree or equivalent experience required.
  2. Experience: Experience in cloud/software B2B sales or solution engineering, with a minimum of 8 years of experience and a proven track record of exceeding sales targets.
  3. Track Record: Strong, consistent track record of achieving targets & quota achievement in 2 of the last 3 years; President's club membership is a plus.
  5. Complex Sales: Expertise in navigating complex sales cycles and renewals, including multi-month, value-centric processes with proof of concept stages.
  6. Customer Relationships: Experience in managing customer relationships with organizations generating revenues exceeding $2 billion.
  7. Sales to Executives: A history of successfully selling to VP and C-level executives in Enterprise accounts.
  8. Presentation and Negotiation: Outstanding presentation, negotiation, and deal-closing abilities.
  9. Territory and Account Planning: Experience creating and leveraging territory and account plans.
  10. Entrepreneurial Spirit: An entrepreneurial spirit, a collaborative mindset, and a drive for personal and professional growth.
  11. Industry Knowledge: Demonstrated industry experience, with the ability to navigate industry trends and dynamics and build relationships with key decision-makers and champions.
  12. Sales Tools: Familiarity with key Sales tools such as Salesforce, Outreach, Clari, Seismic, and Looker.
  13. Travel: Ability to travel to customer locations.

Zendesk is an Equal Opportunity Employer:

We're proud of our ongoing efforts to foster global diversity, equity, and inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law.

We endeavor to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law.