Sr. AE Digital Natives: High Growth Startups

This process will integrate and rely on thorough analysis of external and internal data for building a solid portfolio of prospects Growth & Transformation business leader and Customer Advocate: Engage with the startups and unicorn customers to accelerate revenue growth, drive business outcomes, while helping customers to digitally transform in their industry. Responsible for supplementing global data with local insights to optimize for customer lifetime value through acquisition, retention and growth strategies Deal Strategy Contributes to evaluation of opportunities and leads account planning in cooperation with partners to identify and prioritize goals and objectives for an achievable target. Obtain buy-in and engages with other internal teams (e.g., product, engineering, finance, legal, sales, marketing) to help inform and align the strategy. Execute and contribute to designing partner/customer strategic deals for a commercial strategic framework that are aligned with strategic business objectives and partner/customer current state and needs at an appropriate motion and cadence. Ensure strategic deals incorporate relevant market factors (e.g., competitive, economic, industry specific) to contribute to optimal results and return on investment. Help to empower a strong customer presence through a deep customer focus and strategic development, attracting and committing customers to the journey through integration of customer feedback. Maintain a strong customer focus throughout strategic development and brings customer along for the journey. Integrate information from prior engagements and learnings to build an improved strategy. Stakeholder Management - Identify the appropriate executive-level stakeholder within customers to connect and work with, in cooperation with Business Development and in pursuit of new business generation. Orchestrates sales or partnership pursuits with customers/partners. Act as the voice for customers/partners across internal teams to design and implement plans/programs. Contributes to incorporating partners/customers into relevant business units. - Contribute to and maintain trusted advisor partnerships with cross-functional partners, representing their team to segment leadership. Collaborates and partners with cross-functional (e.g., finance, engineering, legal, commercial, product, sales segments) and multi-country team members on core initiatives. Assists to influence and deal with resource (e.g., cash) founding to ensure the availability of resources and appropriate resource allocation. Ensure that cross-functional teams are aligned to the strategy and messaging to the customer/partner. Assist to design internal orchestrations and influences assurances. Contributes to building the internal strategy for orchestrating development of sales opportunities and across the organization, especially in solution sales management (e.g., cloud, data) to drive effective capabilities. Negotiate with existing and new customers/partners in mid to long-term planning to form a strategically-driven deal. Engage with, acquires support from, and negotiates internally with key stakeholders (e.g., product, engineering, finance, legal, sales, marketing) to move forward with negotiations. Contribute to driving awareness of the necessary protections, compliance, or security regulations within the market. Closing the Deal - Participate in closing mutually beneficial deals with customers/partners, in participation with internal partners (e.g., Sales Management Team). Contribute to transitioning partners/customers to the appropriate team after deal is closed. Contribute to the public relations and communications strategy of the deal. Coordinate with all necessary internal stakeholders in the deal (e.g., finance, engineering, legal, commercial, product, sales segments) to assure that the deal is closed successfully. Reporting - Contribute to interpretation, adds to, and applies reports to add value in generating and executing communication plans. Contribute to efforts to interpret, add to, and apply reports to add value in generating and executing communication plans. Assesses and acts on return on investment figures, profit and loss reports, and lesson learned sessions. Provides recommendations for action based on trends and insights. Organizes and aligns stakeholders by providing financial forecasts of business, assuring it is up to date, and informing all relevant stakeholders. Identifies and escalates issues from area leadership teams. Operations - Continuously solicit and provide feedback and identifies themes and trends regarding experiences and potential improvements to strategic plans. Contribute to developing continuous process improvements and in-flight changes through the review and analysis of performance for specific strategic plans. Takes steps to continuously learn and develop self, by bringing losses to the forefront and growing from prior engagements. Contributes to continuously driving and improving on customer centricity, technological intensity, and process simplicity. - Contribute to the management of projects in alignment with strategic goals. Coordinate programmatically across the different areas of engagement with stakeholders and contributors to assure appropriate resources are available and that the project is executing in a timely manner. - Leverage deep domain/industry knowledge to develop creative and innovative solutions for cross-team stakeholders and partners/customers to improve optimizations and workflow. Shares and may scale successes, thought leadership, opportunities for improvement, best practices, and learnings internally and externally as appropriate (e.g., industry events). 8+ years of technology-related sales or account management experience - OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience. - 8+ years' experience in any of the following: complex solution selling, consulting services sales, sales management, corporate strategy, or enterprise technology related sales. - Deep understanding of cloud computing, application hosting, social media and software development (level 200+) is preferred - Experience in building long-term commercial agreements that deal with ambiguities and dynamic business changes while minimizing risk - 10+ years' experience spanning complex solution selling, consulting services sales, sales management, corporate strategy, investment banking - Ability to analyze and model financial data - Ability to creatively move difficult deals forward by restructuring the deal and/or finding ‘win-win' scenarios and ensuring competitive advantage - Ability to coordinate with external partners and internal teams, both on the business and technical sides to deliver on strategy, Accuracy in providing senior executives with required information, which ensure project visibility and risk mitigation This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. *