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Senior Commercial Account Executive

Outbound.io

Outbound.io

Sales & Business Development
Mexico City, Mexico · Remote
Posted on Friday, June 7, 2024

Job Description

As a Commercial Account Executive, you will carry a quota for the transactional business in our Commercial accounts (100-999 employees), while seeking out and developing some key strategic deals that can be found in that segment.

Zendesk Account Executives work as trusted Customer Experience advisors who deeply understand the unique challenges and goals of each one of our customers and prospects by delivering a consultancy approach.

We need a sales professional with outstanding prospecting skills to create, manage and close the transactional business as well as align with internal and external allies on strategy and execution of transactions. You will be also responsible for follow-up on leads that are generated by our Marketing and Sales Development (BDR + SDR) teams.

RESPONSIBILITIES

  • Preparing and delivering effective sales presentations including live demonstrations of Zendesk via remote presentation

  • Initiating outbound efforts and campaigns using primarily email and phone calls to generate your own leads

  • Create a pipeline based on new logos and expansion opportunities identified by you.

  • Log and update sales activities and sales opportunities on Salesforce CRM.

  • Update and populate sales forecasts on Clari with the frequency requested for the management team.

  • Preparing sales offers, proposals, solution presentations, as well as general sales activity

  • Meet revenue, sales goals, and performance targets.

  • Close small deals within large complex commercial environments, involving multiple level partners

  • Ability to differentiate small transactional deals from key strategic deals and execute the sales motion for each accordingly

  • Coordinate Zendesk partners in support of the aforementioned sales and account management efforts and goals.

  • Follow Zendesk sales process, tracking all critical activities and ensuring a detailed understanding of the status of a deal at every stage of the process including legal sales process, contracting, etc

  • Effectively advise and influence customers through consultative selling techniques

  • Work proactively close with Customer Success and Solutions Consultants teams to deliver customized solutions proposals to customers and prospects.

  • Define the outbound territory strategy that will be executed by the BDR and deliver the accounts that will be hunted by this role.

  • Set up and to attend on-site meetings with customers, prospects and partners.

REQUIREMENTS AND SKILLS

  • Ability to learn and understand SaaS solutions and services

  • Effective sales presentation skills

  • Excellent written and oral communication skills

  • Selling/Closing across all organizational levels, including C-Suite level.

  • Enterprise solution sales experience selling CRM (Customer Relationship Management), or similar SaaS applications.

  • 10 years in closing experience

  • Strong ability to prospect new accounts.

  • Ability to execute cross-selling and up-selling activities successfully

  • A proven track record of driving and closing deals

  • Results-oriented, compelling, and professional sales presence using email, telephone and video conferencing

  • High level of personal motivation

  • Experience in lead generation and cold calling

  • Consistent track record of success with quota

  • Experience managing and closing complex sales cycles using solution selling techniques

  • Organization to focus efforts and time on the most important sales activities

  • Discipline to update the sales force automation system and forecast tool at the right time with the right information.

  • Successfully sold into middle-market commercial accounts.

  • English speaking skills

  • Strategic account planning and execution skills

  • Ability to sell across both IT and business units

  • Passion for the success of customers

  • Strong time management skills

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

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

  • Strong negotiation skills

Please note that anyone hired into this position must be physically located in and plan to work from Mexico City (CDMX) or Mexico State (Estado de Mexico).

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.

The intelligent heart of customer experience
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. We advocate for digital first customer experiences—and we stick with it in our workplace. Over 5,000 employees worldwide are collaborating from kitchen tables, home offices, coworking spaces, and Zendesk workspaces to make one team.

Zendesk is an equal opportunity employer, and we’re proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law. We are an AA/EEO/Veterans/Disabled employer. If you are based in the United States and would like more information about your EEO rights under the law, please click here.

Zendesk endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to submit this application, complete any pre-employment testing, or otherwise participate in the employee selection process, please send an e-mail to peopleandplaces@zendesk.com with your specific accommodation request.