Enterprise Account Executive, Expand

4 mesi fa

Milano, Italia Zuora A tempo pieno

Company Overview

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.

The Team & Role

Zuora's leading, cloud-based software solution automates all subscription 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 Enterprise Account Manager with an entrepreneurial spirit to help us take on this huge market opportunity.

As an Enterprise 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.

What you'll do
- 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
- Identify and secure expansion / cross-sell opportunities within your assigned book of business
- Exceed your quarterly and annual sales quota; identify opportunities and create a pipeline that will fuel the ongoing growth of your business
- Meet & Exceed Annual renewal targets
- Work cross functionally with our marketing, product and customer service teams to deliver outstanding results
- 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 What you'll need to be successful:

- 7+ years of solution sales experience managing complex SaaS sales-cycles with demonstrated ownership of territory and account management
- Proven track record of consistent over-achievement of quotas, revenue goals and the ability to effectively identify and sell to C-level executives

Your experience
- Passion for building long lasting customer relationships and working cross-functionally within a diverse team to deliver outstanding results
- 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 is a plus
- Bachelor's degree (sales training methodologies is a plus)
- Ability to travel when required

ZEOLife at Zuora

As an industry pioneer, our work is constantly evolving and challenging us in new ways that require us to think differently, iterate often and learn constantly—it's exciting. Our people, whom we refer to as "ZEOs" are empowered to take on a mindset of ownership and make a bigger impact here. Our teams collaborate deeply, exchange different ideas openly and together we're making what's next possible for our customers, community and the world.

As part of our commitment to building an inclusive, high-performance culture where ZEOs feel inspired, connected and valued, we support ZEOs with:

- Competitive compensation, corporate bonus program and performance rewards, company equity and retirement programs
- Medical, dental and vision insurance
- Generous, flexible time off
- Paid

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