What you'll do:
- Find and develop deep relationships within your customer accounts
- Start with the customer’s situation and needs, ask smart questions and listen for both literal answers and the motivations, ambitions, and fears that underpin them
- Make and successfully execute decisions with incomplete information involving messy customer politics and sometimes challenging personalities
- Build and maintain strong trust relationships with customers and colleagues
- Strong awareness for market changes in order to tweak decisions you may have already made and communicate them internally
- Drive a sense of urgency internally and with their prospects/customers
- Use technical know-how to effectively communicate our capabilities in a trustworthy manner
- We want to deliver results that impress C-level executives, which means you put in the work, week after week. You will need to do more yourself, cross into other’s sandboxes and be comfortable with others helping out in your sandbox.
What's required:
- Proven sales success in at least one SaaS start-up
- Large enterprise company experience in non-sales disciplines is a plus because it suggests that you have a good understanding for enterprise customers
- Sales experience that demonstrates the critical aspects of selling complex software (as a service) to enterprises
- Ability to effectively collaborate with your customers, partners, colleagues
- Authoritative, crisp and impactful written and oral communication skills that enable decision making and execution
- Strong discipline for managing, organizing, and constantly re-prioritizing many tasks that may exceed your current bandwidth or capabilities
- The ability to inspire with a vision, but more importantly, play a lead role matching up what we do with the customer’s most important and urgent needs so we can bring them to reality quickly.Hold a strong moral compass and be known as a solid person of integrity
- Ability to embrace challenges, because failure is a great way to learn and stretch
- Hold a deep hunger to improve personally and as an organization
- If personalities were represented as a toolbox, we would find that your tool box is full with a large variety of tools
- We live in a market that is rapidly changing. You must stay aware and cognizant of the changes whether subtle or obvious, tweak decisions you may have already made and communicate them internally.
Desired skills:
- Leadership – inspire and positively influence people over whom you have no authority, both internally and externally
- Collaboration – to succeed you must collaborate with your customers, partners and colleagues
- Discipline – manage, organize and constantly re-prioritize many, many tasks that can’t possibly be completed. You must be comfortable with demands that exceed your available bandwidth and sometimes your capabilities (until you grow into it)
- Communication – authoritative, crisp and impactful written and oral communication skills that enable decision making and execution
- Confidence – make and successfully execute decisions with incomplete information involving messy customer politics and sometimes challenging personalities
- Intelligence – we value people who can think and contribute at all levels from the detailed to strategic
- Insightfulness – Start with the customer’s situation and needs, ask smart questions and listen well - for both the literal answers and the motivations, ambitions and fears that underpin them
Integrity – You must have a strong compass and be known as a solid person of integrity
- Presence – Ability to own a room with numerous people or a 1:1 conversation - in person or remote
- Trust – Build and maintain strong trust relationships with customers and colleagues
- Coachability – Always looking to improve personally and as an organization.
- Embrace challenges, because failure is a great way to learn and stretch. Face failures and learn from them quickly
- Personality Tool Box - If your ability to work with, and meld with, a variety of personalities was represented by a tool box, we would find your box full with a large variety of tools