Strategic Account Executive, Expand

Zuora • Atlanta, GA

89d • Remote

About The Position

At Zuora, we do Modern Business. We're helping people subscribe to new ways of doing business that are better for people, companies and ultimately the planet. It's an approach resulting from the shift to the Subscription Economy that puts customers first by building recurring relationships instead of one-time product sales and focuses on sustainable growth. Through our leading expertise and multi-product suite, we are transforming all industries and working with the world's most innovative companies to monetize new business models, nurture subscriber relationships and optimize their digital experiences. Zuora's leading, cloud-based software solution automates all order-to-revenue operations in real-time for any business. Companies in any industry can launch new businesses, shift products to subscription, implement new pay-as-you-go pricing and packaging models, gain new insights into subscriber behavior, and disrupt market segments to gain competitive advantage. Our growth story is only just beginning​ and our Sales team is pivotal in sustaining our rapid growth across the globe. We are looking for a relationship focused, outcome-oriented Strategic Account Manager with an entrepreneurial spirit to help us take on this huge market opportunity. As a Strategic Account Executive (Expand), you'll focus on targeted $100M - $1B+ accounts across the region helping to enable some of the most successful software, hardware, media, telecom and IoT companies sustain rapid growth and transform their entire business. You'll work closely with our existing customers as a trusted advisor, further pioneering business transformation, expanding Zuora's footprint and value. You will be the CEO aka “ZEO” of your franchise and career - owning, driving the strategy and leading the sales cycle with a cross-functional team including our award-winning customer service team. Be challenged and supported as a salesperson to grow as you'll be surrounded by some of the brightest and most visionary people both in and outside of Zuora.

Requirements

• 10+ years of solution sales experience managing complex SaaS sales-cycles with demonstrated ownership of territory and account management
• Track record of consistent over-achievement of quotas + revenue goals
• Proven ability to effectively identify, sell to C-level executives, and leverage existing network
• Passion for building long lasting customer relationships and working cross-functionally within a diverse team to deliver outstanding results
• Ability to develop account plans to go wider and sell into additional LOBs / units within customer hierarchy
• Ability to align technology solutions to complex, multi-stakeholder business problems and utilize strategic thinking skills to solve customer problems
• Technologically adept and business acumen focused with outstanding communication both written and oral, negotiation and presentation skills
• Ability to work individually and on a collaborative team in a fast paced and continuously evolving environment
• Strong computer skills including the G-Suite, Microsoft Office (Word, PowerPoint, Excel) and Salesforce
• Bachelor's degree (sales training methodologies is a plus)

Responsibilities

• Complete Zuora's in depth onboarding and sales training to become an expert in Zuora's messaging, products and services and unique sales approach
• Develop your own account, territory, and opportunity plans to manage the complete and complex sales cycles to drive maximum value and adoption of Zuora's complete multi-product portfolio
• Cultivate and leverage partner & alliance relationships to support customer & territory expansion
• Identify and secure expansion / cross-sell opportunities within your assigned book of business
• Exceed your quarterly and annual sales quota; identify opportunities and proactive pipeline creation that will fuel the ongoing growth of your business
• Meet & Exceed Annual renewal targets
• Lead/leverage an account team of Solution Engineers, Business Development Representatives, Revenue Advisors, Marketing, Product, and Customer Success Architects to develop and manage sales pipeline and enhance customer relationships and value realized
• Accurately forecast profitable and predictable territory performance through adherence of our sales process
• Advocate your customers' implementations and maintain customer satisfaction by ensuring timely resolution any customer service related issues
• Ability to travel when required

Benefits

• Competitive compensation, corporate bonus program and performance rewards, and retirement programs
• Medical, dental and vision insurance
• Generous, flexible unlimited time off
• Paid holidays, “wellness” days and company wide end of year holiday break
• 6 months fully paid parental leave
• 401K match
• Learning & Development stipend
• Opportunities to volunteer and give back, including charitable donation match
• Free resources and support for your mental wellbeing

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Professional, Scientific, and Technical Services
• Education Level: Bachelor's degree