Account Executive, Strategic

Location
Australia
Employment Type
Full time
Location Type
Remote
Department
Sales
At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We're growing fast and just getting started. Come join us for a whale of a ride
The Account Executive
is responsible for developing strong relationships with customers across the ANZ region, connecting with key business executives and stakeholders, and preparing sales reports. They will liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs.
Responsibilities:
Account Management:
Manage and develop client accounts in person to initiate and maintain favorable relationships with clients.
Business Development:
Identify new business opportunities among existing customers, assigned accounts and assigned territories.
Solution Selling:
Develop a thorough understanding of clients' needs and challenges, able to pitch the Docker value and help customers derive value metrics from proposed solutions.
Multithreading
: Ability to engage with multiple stakeholders within each account, build engagement plans and coverage maps for such stakeholders while having the confidence to sell to the C-Suite.
Sales Targets:
Achieve and exceed financial targets, including revenue and profitability goals.
Communication:
Serve as the lead point of contact for all customer account management matters. Ensure timely and successful delivery of solutions according to customer needs and objectives.
Collaboration:
Work closely while partnering with cross-functional teams (including marketing, product development, renewals and customer service) to ensure a cohesive and comprehensive approach to market.
Customer Success:
Partnering with customers to publish customer stories where possible. Also ensuring that existing customers are seeing value from their investments in Docker, and helping brand new customers to onboard with Docker and see through a successful implementation.
Reporting:
Prepare timely and expected reports on account status and activities, including account plans and sales forecasts within Docker's systems.
Market Insights:
Stay up-to-date with new product launches and ensure sales team members are on board.
Feedback Loop:
Relay client feedback regarding product service to the appropriate internal teams for quality service improvement
Qualifications:
8-10 years experience selling to large, complex F500 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a similar industry or role.
Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level.
Experience delivering client-focused solutions to customer needs.
Proven ability to manage multiple account management projects at a time while maintaining sharp attention to detail.
Excellent listening, negotiation, and presentation abilities.
Strong verbal and written communication skills.
Above and beyond:
Trained in Command of the Message and strong mastery of the MEDDPICC methodology
Native level English
is required in this role. Additional language capabilities, such as Mandarin, Bahasa Indonesia, Korean etc. are considered a plus
What to expect in the first 30 days:
Understanding the Company and Product
: Gain a deep understanding of the company's products or services, value proposition, and the competitive landscape. This includes completing all necessary onboarding training and familiarizing oneself with the company culture and processes.
Relationship Building
: Begin to establish relationships with key internal stakeholders, including sales, marketing, product, and customer support teams. Understanding their roles and how they can contribute to the success of strategic accounts is crucial.
Client Familiarization:
Start to get acquainted with the portfolio of strategic accounts, including reviewing account histories, previous interactions, and current contracts or agreements. Initial meetings with some key clients may also take place to introduce yourself as their new point of contact.
What to expect in the first 90 days:
Strategic Planning:
Develop detailed strategic plans for each key account, identifying opportunities for growth, potential challenges, and strategic objectives. This should be done in collaboration with clients and internal teams.
Performance Metrics:
Establish clear KPIs for success within your accounts, aligned with both client expectations and company goals. Begin tracking these metrics closely.
Sales and Negotiations:
Start actively pursuing new business opportunities within strategic accounts, which may involve negotiating terms for contracts or renewals. Efforts to cross-sell or up-sell should also be underway.
Feedback Loop:
Implement a process for regularly gathering and acting on client feedback to improve service delivery and client satisfaction.
What to expect in the first year:
Achieving Sales Targets:
By the one-year mark, you should have met or exceeded the initial sales targets set for your strategic accounts. This includes successfully closing new deals and expanding business within existing accounts.
Key Account Growth:
Demonstrated growth in key accounts through increased engagement, higher revenue, and enhanced partnership levels. Your strategic planning and execution should result in tangible benefits for both the clients and your company.
Relationship Depth:
At this point, you should have established deep, trust-based relationships with key stakeholders within each strategic account. You're seen as a strategic advisor rather than just a sales contact.
Process Improvements:
Identification and implementation of process improvements based on lessons learned over the year to increase efficiency, customer satisfaction, and sales effectiveness.
Professional Development:
Continued professional growth, possibly including leadership development, advanced sales strategies, and industry knowledge enhancement to better serve strategic accounts and contribute to the company's objectives.
Success in an Account Executive Strategic role is measured not just by sales figures but by the depth of relationships built, the strategic value delivered to clients, and the positive impact on the company's long-term growth. Regular reviews against these expectations can help in identifying areas for improvement and adjusting strategies as necessary
We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. We began using Covey Scout for Inbound on April 13, 2024.
Please see the independent bias audit report covering our use of Covey here.
Perks
Freedom & flexibility; fit your work around your life
Designated quarterly Whaleness Days
Home office setup; we want you comfortable while you work
16 weeks of paid Parental leave
Technology stipend equivalent to $100 net/month
PTO plan that encourages you to take time to do the things you enjoy
Quarterly, company-wide hackathons
Training stipend for conferences, courses and classes
Equity; we are a growing start-up and want all employees to have a share in the success of the company
Docker Swag
Medical benefits, retirement and holidays vary by country
Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.
Due to the remote nature of this role, we are unable to provide visa sponsorship.
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