高级客户经理
Senior Account Executive
在科学研究所处的激动人心的世界中，充满热情地解决复杂问题的人们推动着发展。在Cayuse，我们通过提供经过验证、集成且易于使用的技术，助力组织开展全球互联的研究，从而提升其对科学、发现和社会的影响。我们致力于为客户成功提供支持，并通过世界级的服务与支持加速成果的实现。
但我们不仅仅是依靠先进技术的赋能平台。我们是一支由具备多学科专业知识的优秀人才组成的团队，正在为我们的雄心勃勃的增长计划打造团队。Cayuse的基础实力源于以客户和员工为中心的价值观，以及对行业领先解决方案的承诺。现在正是成为我们不断壮大的团队中关键一员的激动时刻。
作为Cayuse的高级客户经理，你将与世界上一些最负盛名的研究机构合作。你将在实现我们雄心勃勃的客户获取和收入增长目标中发挥核心作用。你需要习惯每天进行数十次电话沟通，协助客户经理，激发兴趣，筛选潜在客户并完成销售。你将加入一个经验丰富的研究管理销售团队，在此过程中获得显著的职业发展和成长机会，同时将令人兴奋的基于云的eRA解决方案推向市场。
该职位负责建立和扩展客户关系，并在指定区域内发现新的业务机会。高级客户经理将超额完成销售目标，并与团队协作提供定制化解决方案。高级客户经理负责整个销售流程，从吸引和接触潜在客户到谈判合同以及售后客户拓展。
**职责**
- 制定并执行客户计划，针对指定区域进行客户开发和销售。
- 在指定的地理区域和垂直领域内，扩大现有客户群的产品套件。
- 使用指定的Cayuse销售工具（Salesforce、Google Suite、Salesloft）来跟踪和维护销售过程中的所有信息。
- 积极参与销售活动，发送初始邮件并进行后续电话跟进。
- 参与地区性和全国性的展会及公司活动。
- 愿意出差
查看英文原文
The exciting world of scientific research is fueled by people with a passion for solving complex problems. At Cayuse, we are committed to our customers’ success by empowering organizations to conduct globally connected research that advances their impact on science, discovery and society. We build on that commitment with proven, integrated and easy-to-use technology that delivers exceptional value, and world class service and support that accelerates outcomes.
But we are more than just an empowering platform powered by advanced technologies. We are a collaboration of exceptional, highly skilled people with multi-disciplinary expertise, and are building our team to support our ambitious growth plans. Cayuse’s foundational strength comes from our customer and employee focused values and commitment to industry-leading solutions. It’s an exciting time to become a key member of our growing team.
As a Senior Account Executive for Cayuse, you’ll work with some of the world’s most prestigious research institutions. You will play a fundamental role in achieving our ambitious customer acquisition and revenue growth objectives. You must be comfortable making dozens of calls per day, working in support of account executives, generating interest, qualifying prospects and closing sales. You’ll join an experienced Research Administration Sales Team that provides significant career development and growth opportunities while you bring exciting, new cloud-based eRA solutions to market.
This position is responsible for building and expanding client relationships as well as identifying new business opportunities within the assigned territory. The Senior Account Executive will exceed sales targets, and collaborate with teams to deliver tailored solutions. The Senior Account Executive is responsible for the entire sales process from attracting and engaging potential customers to negotiating a contract and expanding the customer post sale.
**Responsibilities**
- Build and execute account plans. Prospect and sell to the assigned territory.
- Expand assigned product suite within existing account base within the geographic and vertical assigned.
- Use designated Cayuse sales tools (Salesforce, Google Suite, Salesloft) for tracking and maintaining all information in the sales process.
- Actively assist with sales campaigns by sending initial emails and making follow up calls.
- Participate in regional and national trade shows, trade-shows and company events.
- Willingness to study and learn the dynamics of the research administration industry and higher education.
- Organize product demonstrations on all Cayuse solutions in partnership with the assigned Solutions Consultant.
- Proficiently match solutions with customer needs and tailor demos to those needs.
- Travel as needed for client meetings and other activities (25% + of schedule).
- Maintain an accurate and timely forecast in Salesforce.
- Coordinate with Professional Services on service quotes when needed.
- Communicate client requests and market information.
- Attend assigned training sessions with the Sales Team.
- Regularly attend and seek product training to ensure expert knowledge in all assigned products.
- Management of the RFP/tender process as required by prospects.
- Meet or exceed activity requirements such as number of product demonstrations, to reach funnel development objectives.
**Qualifications**
- 5+ years B2B SaaS sales experience.
- Full stack sales experience BDR/SDR experience.
- Demonstrated ability to build relationships and sell effectively in matrixed prospect environments.
- Command of strategic selling process and tools.
- Effective telephone, zoom and email communication abilities.
- Ability to provide effective presentations in front of large audiences (5-100 people).
- Skilled at managing large internal project teams required to execute complex sales processes.
- BA/BS degree or equivalent experience is a firm requirement for this position.
- Track record of over-achieving quota.
- Strong phone presence and experience with coldcalling.
- Proficient with corporate productivity and web presentation tools.
- Experience working with Salesforce.com or similar CRM.
- Excellent verbal and written communications skills.
- Strong listening, presentation skills and demo experience.
- Ability to multi-task, prioritize, and manage time effectively.
- Familiar with MEDDPICC, Command of the Message, and other sales methodologies.
**Benefits**
- Competitive Medical Benefits (PPO + HSA available)
- Vision, Dental, Short-Term Disability fully covered by Cayuse
- Unlimited PTO + Holidays + Flexible Work Schedule
- Remote Work Stipend
- Equal Paid Parental Leave
- 401k with Employer Matching
- Quarterly Wellness Reimbursement
- Remote Work Environment, supporting the Ultimate Employee Experience
**_Cayuse does not accept agency resumes. Please do not forward resumes to our jobs alias or any Cayuse employees. Cayuse is not responsible for any fees related to unsolicited resumes._**
Our culture is one of inclusion and belonging where everyone feels respected, treated justly, supported and nourished. We all share responsibility for creating and sustaining a work environment where differences are celebrated and we are empowered to strive for excellence. We’re proud to be an equal opportunity employer and actively seek to recruit, develop, and retain a diverse and talented workforce.