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Senior Enterprise Account Executive

Outbound.io

Outbound.io

Sales & Business Development
Tokyo, Japan
Posted on Monday, July 1, 2024

Job Description

Join us at Zendesk, where we're on a mission to power exceptional service for every

person on the planet. We're accelerating our ambition by building products rooted in the belief that behind every interaction is an opportunity to make a human connection.

To achieve this, we're in search of a successful Enterprise Account Executive with a proven track record in B2B sales and a passion for driving growth within the SaaS space. You will play a vital role in growing our Enterprise account base. Your focus will be on building relationships and introducing innovative solutions to new customers, in addition to growing our existing partnerships by continuing to expand our offerings and deepen Zendesk's impact.

What You'll Be Doing:

  • Directly drive top-line revenue growth by acquiring new Enterprise customers and developing strategies to penetrate top tier accounts.

  • Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability.

  • Manage and nurture key customer relationships to ensure maximum satisfaction and retention, fostering long-term strategic partnerships.

  • Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in new business pipeline and increased retention and expansion of existing clients.

  • Create quarterly territory plans, developing strategies and actionable tactics to increase our market share in the Enterprise sector.

  • Demonstrate a strong understanding of Zendesk products and align them with clients’ business objectives to secure product expansion and customer satisfaction.

  • Lead complex, value-centric sales cycles, including multi-month deals with proof of concept stages, particularly with customers generating significant revenue.

  • Consistently develop a robust pipeline of qualified opportunities and maintain an accurate sales forecast to exceed quarterly and annual revenue goals.

  • Establish and maintain C-level executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions.

  • Collaborate effectively with internal teams and leadership to optimize sales strategies and drive sales execution.

  • Negotiate and close complex deals, leveraging a consultative approach, utilizing your exceptional communication skills to present compelling business cases and value propositions.

  • Maintain thorough knowledge of Zendesk solutions, staying current with competitive landscape and industry trends.

What You Bring to the Role:

  • BA/BS degree or equivalent experience required.

  • Experience in cloud/software B2B sales or solution engineering, with a minimum of 8 years of experience and a proven track record of exceeding sales targets.

  • Strong, consistent track record of achieving targets & quota achievement in 2 of the last 3 years; President’s club membership is a plus.

  • Expertise in navigating complex sales cycles and renewals, including multi-month, value-centric processes with proof of concept stages.

  • Experience in managing customer relationships with organizations generating revenues exceeding $2 billion.

  • A history of successfully selling to VP and C-level executives in Enterprise accounts.

  • Outstanding presentation, negotiation, and deal-closing abilities.

  • Experience creating and leveraging territory and account plans.

  • An entrepreneurial spirit, a collaborative mindset, and a drive for personal and professional growth.

  • Demonstrated industry experience, with the ability to navigate industry trends and dynamics and build relationships with key decision-makers and champions.

  • Familiarity with key Sales tools such as Salesforce, Outreach, Clari, Seismic and Looker.

  • Ability to travel to customer locations.

アカウントエグゼクティブ/エンタープライズセールス

Zendeskでは、日本のチームに参加してくれるパフォーマンスの高いエンタープライズアカウントエグゼクティブを募集しています。Zendeskのエンタープライズセールスチームの主要メンバーとして、最も注目度の高いエンタプライズカスタマーに対して、アカウントオーナーとしてリーダーシップを発揮し、各部門と連携したクリエイティブな提案及び営業活動を行っていただきます。市場でも評価の高いZendeskのプラットフォームエクスペリエンスを通じて、お客様の様々な問題解決する事により、自らのキャリアを構築するチャンスです。

エンタープライズアカウントエグゼクティブとして、積極的に新規顧客を開拓する共に、既存のお客様に対して利用拡大のため活動を行っていただきます。大手企業の様々なステークホルダーとの幅広い関係を構築・維持し、お客様が直面する課題(あるいは、未だ認知されていない課題)を発見し、Zendesk内の様々なリソースと協調しながら一つの提案をまとめていくチームワークをリードする事が求められます。

また、変化の激しい社内外のビジネス環境に迅速に適応できる、既成概念にとらわれない発想力・創造性に富み、Zendeskプラットフォームのビジョンを明確に表現できるコミュニケーション能力も重要な要素となります。同時に、Zendeskが目指すビジョンを実際の提案活動や実装活動に落とし込むプロセス全般に対する戦略的な思考を有し、情熱を持って実行する能力が求められます。

具体的な活動:

  • 新規トップエンタープライズアカウントの開拓・開発。

  • 直接販売及び間接販売による新規事業・拡大の機会の創出。

  • Zendesk社内のリソースと協調し、具体的な業種・業態に対する戦略と計画の策定。

  • 四半期ごとの実行計画に沿った、詳細な複数年分のアカウント戦略と目標の策定。

  • 担当顧客のCxOレベルとの関係構築と育成。

  • Zendeskのチャネルおよびアライアンスチームと協力してパートナーエコシステムを考慮した案件クローズまでの営業活動。

  • Zendeskの販売プロセスをフォローし、すべての重要な活動を追跡し、プロセスの各段階で案件の状況を深く理解し、案件をクローズするための管理能力。

  • ソリューションアーキテクチャチーム(プリセールスチーム)等と協力し、担当顧客や業種・業態に対する戦略的なアプローチを実現するための、顧客からのフィードバックを、製品企画・開発部門、ISVチームへ的確に反映させるための活動。

応募要件:

  • エンタープライズソフトウェアの販売経験5年以上(特にSaaS及びCX関連の営業経験に強く望まれます)。

  • 新規顧客に対する直接販売の実績があり、日本のエンタープライズ市場への豊富な販売経験。

  • 大手企業のエグゼクティブ(VPやCレベル)との関係構築・維持を含めたエンタープライズ営業の経験。

  • ソリューションセールスの手法を用いた複雑なセールスサイクルの管理とクロージングの経験

  • 継続的な営業目標の達成(超過)の実績。

  • 高い対人コミュニケーション能力、及びプレゼンテーション能力。

  • 文書や様々なチャネルを通じた、高いコミュニケーション能力。

  • ダイナミックでアジャイルな企業や営業チームでの勤務経験。

  • 海外を含めた出張にも対応できる環境。

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.

Hybrid: In this role, our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection, collaboration, learning, and celebration - while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific in-office schedule is to be determined by the hiring manager.

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.