Strategic Account Executive - Expand

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 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.    

What you’ll do

• Complete Zuora’s in depth onboarding and sales training to b​ecome 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 
• E​xceed your quarterly and annual sales quota; identify opportunities and proactive pipeline creation that will  fuel the ongoing growth of your business 
• Meet & E​xceed 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
  
  
  

Your experience

•  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) 

#ZEOLife at Z