Partnership Lead

Sales:

If you are an ambitious sales person, you can make significant upside in commissions

• End to end pipeline management: Shepherd deals from first touch to close; Concretely define different stages of the funnel and optimise them
• Sourcing: While you will have access to some leads (marketing, BDRs), you will be responsible for sourcing atleast some of your own leads. Iterate and experiment with messaging - outbound email sequences, inbound lead responses etc
• Discovery and demos: Lead discovery calls, Conduct compelling product demos for prospects; Work with Engineering to create custom demos that drive higher impact
• Pilots: Manage pilots (free trials) and demonstrate the value of Zenskar for the specific use case of the prospect. Your project management game and proactiveness need to be top notch.
• Given the long sales cycle, which also involves pilots (free trials), you will need to project manage deals and steer them to victory through sheer hustle and proactiveness. Whether it is internal coordination with engineers, or external follow ups with prospects, the deal owner (you) will need to act as a force of nature.
• Negotiate contracts, demonstrate Zenskar's value compared to legacy vendors and win deals
• Implementation: Work with Engineering and CS to manage implementations and nudge prospects towards go-live
• Exceed sales quotas
• Instil best in class CRM hygiene so we have better visibility on the pipeline
• Drive product improvement: You will be closest to understanding our customers' pain points and expectations, and thus their biggest champion. You will advocate for their needs in discussions with Product, Design and Engineering.
• Hire and build a team of AEs over time

Ideal Candidate

• 3+ years of Sales & Partnerships experience, ideally in B2B SaaS focused on the US market.
• Comfortable working in a fast-paced, early stage startup environment
• Track record of consistently beating your quota
• Solid hustle and entrepreneurial mindset; Thrive under the uncertainty that comes with an early stage setup
• Strong project management skills and proactiveness, given the long sales cycle and pilot (free trials) heavy nature of deals.
• Strong first principles understanding of business fundamentals; Ability to understand the product at a granular level; Ability to empathise with the end user, and understand their pain points
• Willingness to get your hands dirty and do the grunt work in the early days
• MANDATORY**:** Willing to work in the US time zone (~4 am IST) on weekdays (Mon-Fri) because the majority of our clients are based in the US. You have flexibility on when you want to start your day in the afternoon (IST), or take breaks (e.g. family time, gym etc). This role will require you to stretch outside your comfort zone.
• Excellent written and oral communication skills
• Ability to build, manage and motivate a team
• Self driven individual with high ownership and strong work ethic
• Previous entrepreneurial experience is a huge plus
• Experience catering to CFO persona is a plus
• Familiarity with billing systems, CPQ and accounting systems is a plus
• Not taking yourself too seriously.

Perks, Benefits and Work Culture

• Variable: Based on performance
• ESOPs (for full time roles)
• Hybrid (Bangalore)

Benefits (for full-time roles):

• Health insurance
• Generous vacation policy
• Learning and development budget
• Team events and company offsites
• Maternity and Paternity benefits
• Company Laptop
• Friday game nights

Job Type: Full-time

Pay: ₹2,500, ₹3,500,000.00 per year

Application Question(s):

• Are you comfortable working in US time zone till 4 am IST?

Experience:

• Partnerships, Strategic Alliances, or Channel Development: 4 years (Required)
• US-based partners, resellers, B2B SaaS products: 2 years (Required)
• partner sourcing, onboarding, with CXO-level stakeholders: 2 years (Required)

Work Location: Remote