Strategic Sales Manager, ASA

About the team

The ASA (Agent Software and Advertising) organization at Zillow is a dynamic and collaborative team dedicated to empowering real estate professionals with the tools and resources they need to succeed. We focus on developing and promoting innovative marketing, sales, and productivity solutions, including our flagship Showcase and Premier Agent buyer leads products. We work closely with our clients to understand their unique needs and ensure the successful adoption and utilization of our solutions, ultimately driving the growth and profitability of their businesses.

About the role

The Strategic Sales Manager is responsible for coaching Account Executives (AEs) to analyze their territory, develop tailored strategic account acquisition plans, and manage complex sales cycles. They will build land and expand strategies, leverage data for business recommendations, and ensure long-term success of strategic accounts.

You Will Get To:

• Coach AEs on territory analysis, run complex sales cycles, and acquire strategic accounts with detailed account planning 

• Develop highly tailored and customized value propositions based on market and account research to generate demand and engage in sales cycles.

• Build land and expand strategies that ensure the long-term success of accounts are maximized.

• Analyze complex data to advise business recommendations, forecast accurately, and handle long-term sales cycles.

• Communicate effectively with Zillow Senior leadership to facilitate executive and customer direct relationships.

• Coach AEs on how to leverage their manager and how to engage strategically with internal stakeholders and Executives on deals.

• Build a shared purpose across functions, provide clear insight on product gaps, and partner with marketing to win new customer stories.

• Understand products and services deeply and coach AEs on value propositions and solution selling, and demonstrating industry knowledge.

This role has been categorized as a Remote position. “Remote” employees do not have a permanent corporate office workplace and, instead, work from a physical location of their choice, which must be identified to the Company. U.S. employees may live in any of the 50 United States, with limited exceptions.

In California, Colorado, Connecticut, Hawaii, Illinois, Maryland, Minnesota, Nevada, New York, Washington state, and Washington DC the standard base pay range for this role is $107,000.00 - $171,000.00 Annually. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Illinois, Maryland, Minnesota, Nevada, New York, Washington state, and Washington DC and may not be applicable to other locations.

In addition to a competitive base pay, employees in this role are eligible for incentive compensation and equity awards. Actual amounts will vary depending on experience, performance and location.

Who you are

• Excellent analytical skills and ability to build bottom up forecasting.

• Deep understanding of sales processes and methodologies.

• Ability to develop a high-performance sales team that sells to executives

• Can clearly communicate complex ideas to diverse audiences across the organization and with large prospects and Executives.

• Become an expert in the industry and have Executive presence to be able to support their team in their sales cycles

• Know how to coach their AEs to best manage their accounts and create effective account plans and opportunity plans.

• Provide customer informed feedback to Product/Engineering and Business Operations that help the products and services continue to evolve and serve our strategic Agent Teams.

Qualifications

• 5+ years of sales management experience specific to B2B and/or B2C products and services

• Proven experience in sales management, particularly in strategic segments. Strategic segment defined as focused on the largest Agents/Teams which will require longer sales cycles, multiple stakeholders, and complex pricing deals.

• Expected travel 40-60% of the time, depending on prospect and event needs

Get to know us

Zillow is reimagining real estate to make home a reality for more and more people.

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