客户经理 - 企业，成长者
Account Executive - Enterprise, Grower
我们是谁
关于 Stripe
Stripe 是一家面向企业的金融基础设施平台。数以百万计的公司——从全球最大的企业到最具雄心的初创公司——使用 Stripe 来接受支付、增长收入并加速新的商业机会。我们的使命是提升互联网的 GDP，我们还有大量工作要做。这意味着你有机会在职业生涯中从事最重要的工作，同时让全球经济触手可及。
你将负责的工作
作为客户经理，现有业务方向，你将管理现有客户关系，并识别扩大 Stripe 在现有客户中影响力的新机会。具体来说，我们需要一位能够执行长期销售策略、与内部和外部利益相关者互动、与产品团队协调技术与业务需求、在竞争环境中建立价值、领导商业谈判并完成交易的人。
职责
- 与现有 Stripe 客户合作，制定并执行长期销售策略，以扩大 Stripe 的收入
- 负责整个销售流程，从商业案例开发、交易结构设计和谈判，到成交
- 制定客户计划，向你的战略客户名单进行交叉销售，通过扩展和新收入渠道推动增长
- 为大型复杂续约交易制定交易策略和商业谈判
- 与你客户群中的高管利益相关者建立关系，深入了解他们正在解决的问题，并帮助推动解决方案
- 负责客户地图绘制，并协调与适当外部利益相关者的有效会议，拓展客户关系
- 领导并参与团队项目，以开发和优化我们的销售流程，并帮助塑造 Stripe 的销售文化
你是什么样的人
我们寻找符合该职位最低要求的人选。如果你满足这些要求，我们鼓励你申请。优先资格是加分项，而非必要条件。
最低要求
- 10 年以上销售经验，最好是销售技术产品，有顶尖业绩记录
- 必须有 8 年以上领导企业组织复杂销售流程的经验
- 能够理解技术需求，并在多个产品之间构建解决方案
- 能够制定并执行跨越多个业务的客户计划
查看英文原文
Who we are
About Stripe
Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career.
What you’ll do
As an Account Executive, Existing Business, you’ll be managing existing relationships and identifying new opportunities to expand Stripe’s footprint within existing accounts. Specifically, we’re looking for someone who can execute on long-term sales strategies, engage with internal and external stakeholders, align on technical and business requirements with product teams, build value in competitive situations, lead commercial negotiations, and close deals.
Responsibilities
- Work with existing Stripe customers to develop and execute long-term sales strategies to expand Stripe’s revenue
- Own the full sales cycle, from business case development, to deal structuring and negotiating, to close
- Develop account plans and cross sell into your list of strategic customers, driving growth through expansion and new revenue streams
- Drive deal strategy and commercial negotiations for large, complex renewals
- Develop relationships with executive stakeholders within your book of business, deeply understanding problems they are solving and helping drive to solutions
- Be responsible for account mapping and coordinating effective meetings with the appropriate external stakeholders expanding the customer relationship
- Lead and contribute to team projects to develop and refine our sales process and help shape the Stripe sales culture
Who you are
We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement.
Minimum requirements
- 10+ years of sales experience, preferably selling a technical product, with a track record of top performance
- 8+ years leading complex sales cycles with Enterprise organizations required
- Ability to understand technical requirements and craft solutions across multiple products
- Ability to develop and execute account plans spanning multiple business units across complex organizations
- A knack for working well with a wide range of people, both internally and externally
- Strong presentation skills, particularly for in-person meetings with multiple stakeholders
- Proven ability to lead complex negotiations involving bespoke commercial agreements
- Superior verbal and written communication skills
- Ability to operate in a highly ambiguous and fast-paced environment
- Strong interest in technology and a deep understanding of the space
In office locations include: San Francisco, Seattle, Chicago, New York