Senior Commercial Account Executive

3 weeks ago

Delhi Division, India Zendesk Full time
Job Description

You will be responsible for driving strategic, enterprise-wide sales initiatives into a territory consisting of calling on the largest companies in India. Your accounts will be a blend of clients with additional revenue opportunities and prospects. You should be able to forecast sales activity and revenue achievement while creating satisfied and reference-able customers.

You should be able to create account & opportunity plans; follow internal sales processes to help drive visibility at a corporate level. You can expect a rewarding comp plan with upside earnings potential.

Responsibilities

  • To exceed monthly/quarterly sales targets by selling Zendesk solutions into mid-market / commercial  accounts and within an assigned geographical market

  • You will handle the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts

  • Territory identification and research, to formalize a go-to-market territory strategy and create a qualified target account list within 30 days. Tiering of accounts will be an essential part to ensure your & team’s success

  • Create and maintain a sales pipeline to ensure over-achievement

  • Engage with prospect organizations to position Zendesk solutions through value selling, business-case definition & ROi establishment, references, and analyst reports

  • Lead the end-to-end sales process through the engagement of appropriate resources such as Solution Consultants, Professional Services, Executives, Partners, etc.

  • Generate short-term results whilst maintaining a long-term perspective to increase overall revenue generation

  • Immediate update of the CRM with accurate customer and pipeline data

  • Accurate monthly forecasting and revenue delivery with a weekly focus on run rate business
     

Required Skills

  • Successfully sold into mid-market & commercial segments

  • Empathy for the customer and team to be able to drive maximum value for each stakeholder

  • 10+/- years of solution sales experience selling CRM, ERP, or similar

  • A proven track record of driving and closing win-win deals

  • Consistent overachievement of quota and revenue goals

  • Degree or equivalent relevant experience required. Experience will be evaluated based on the skills you'll use every day for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)

  • Existing relationships in the geography will be a huge advantage

  • Linking the value of products and services with the deal price to overcome pricing objections

  • Ensuring ongoing coverage by leveraging 1-1 meetings, partners, executives, customer success for book of business retention

  • Zeal to learn, be coachable for acquiring new age product knowledge to be able to upsell & cross sell with value added conversations

Desired Skills

  • Account planning and execution skills

  • Experience selling to C-Level and across both IT and business units to customers

  • Good technical competence

  • Passion for customer success to ensure a common minimum agenda with CS aligned customers

  • Ability to sell a solution (not just a point solution) and ensure its successful deployment.

  • Strong time management skills

  • Demonstrated consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement

  • Ability to maintain a high level of productivity, handle multiple contending priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment

#LI-MN4

Please note that anyone hired into this position must be physically located in and plan to work from Karnataka.

Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.

Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.

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