Enterprise Account Executive

5 days ago

Bengaluru, Karnataka, India Zendesk Full time

At Zendesk, we're on a mission to power exceptional service for every person on the planet. We're accelerating our ambition by building products rooted in the belief that behind every interaction is an opportunity to make a human connection. To achieve this, we're seeking an accomplished Enterprise Account Executive with a proven track record in B2B sales and a passion for driving growth within the SaaS space. This role will play a pivotal part in growing our Enterprise account base.

Key Responsibilities:
  • Drive top-line revenue growth by acquiring new Enterprise customers and developing strategies to penetrate top-tier accounts.
  • Proactively identify and pursue opportunities to cross-sell additional products and services to existing customers to optimize account revenue and profitability.
  • Nurture key customer relationships to ensure maximum satisfaction and retention, fostering long-term strategic partnerships.
  • 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 pipelines and increased retention and expansion of existing clients.
  • Develop quarterly territory plans, aligning strategies and actionable tactics to increase our market share in the Enterprise sector.
  • Demonstrate a strong understanding of Zendesk products and align them with clients' business objectives to secure product expansion and customer satisfaction.
  • Lead complex, value-centric sales cycles, including multi-month deals with proof of concept stages, particularly with customers generating significant revenue.
  • Develop a robust pipeline of qualified opportunities and maintain an accurate sales forecast to exceed quarterly and annual revenue goals.
  • Establish and maintain C-level executive sponsorship, leveraging industry expertise to build relationships with decision-makers and champions.
  • Collaborate effectively with internal teams and leadership to optimize sales strategies and drive sales execution.
  • Negotiate and close complex deals, leveraging a consultative approach, utilizing exceptional communication skills to present compelling business cases and value propositions.

Requirements:

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

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