企业客户经理
Enterprise Account Executive
在 Tyk，我们的企业客户经理不会等待交易上门，他们会创造势能。
你将与一组定义好的战略企业客户合作，通过向经验丰富的买家销售一个复杂且技术含量高的平台，赢得新客户并拓展现有客户。这是一项复杂的、长周期的销售工作，需要深度：多个利益相关者、技术验证、高管对齐以及从初次接触至成交的严谨交易执行。
如果你喜欢有深度的外向销售、结构化的销售动作，并在高级采购委员会中建立信任，这个职位会非常适合你。
你将负责的工作
该职位涵盖两个战略销售动作，针对指定的企业客户：
1. 新客户获取
- 你将全权负责新战略客户的整个推进过程：
- 制定并执行客户计划：利益相关者映射、进入策略和成交路径
- 在复杂的采购环境中主导结构化的发现和资格审核
- 与技术、商业和高管利益相关者建立可信度
- 以清晰、纪律性和专注力处理长周期交易，注重交易质量
- 严格进行资格审核和淘汰，优先考虑可赢取的机会
2. 战略性扩展（与客户经理合作）
- 客户上线后，你将与客户经理紧密合作，做到：
- 识别扩展信号并将其转化为合格机会
- 全权负责扩展交易的商务执行（新产品、团队、使用场景或覆盖范围）
- 确保扩展活动增强长期客户健康状况和客户成果
- 你不需要负责续约。交易完成后，责任将顺利转交给客户经理和客户成功团队，确保客户体验连续性，而非交接摩擦
你将如何完成这些工作
· 全权负责一组定义好的战略客户，对重点、优先级和渗透率负责
· 在新客户和扩展机会上建立并维护高质量的销售管道
· 与市场部和生态合作伙伴合作，开展定向的主动和被动销售动作
· 利用客户级别的研究和洞察，获得高管访问权限和多线程支持
· 实施严谨的资格审核方法（如 MEDDPICC 或等效方法）
· 制定符合客户优先事项和成果的有力商业方案
· 与预销售团队、合作伙伴和高级技术领导密切协作，推动高风险项目
· 保持良好的 CRM 记录，机会管理规范
查看英文原文
At Tyk, our Enterprise Account Executives don’t wait for deals to arrive, they create momentum.
You’ll work with a defined set of strategic enterprise accounts, winning new logos and expanding existing customers by selling a sophisticated, highly technical platform to experienced buyers. This is complex, long-cycle selling with real depth: multiple stakeholders, technical validation, executive alignment, and disciplined deal execution from first conversation to close.
If you enjoy thoughtful outbound, structured sales motions and earning trust in senior buying committees, this role will feel right at home.
What you’ll be responsible for
This role covers two strategic sales motions within named enterprise accounts:
1. New logo acquisition
- You’ll own the end-to-end pursuit of new strategic customers:
- Develop and execute account plans: stakeholder mapping, entry strategy, and path-to-close
- Lead structured discovery and qualification in complex buying environments
- Build credibility with technical, commercial, and executive stakeholders
- Navigate long-cycle deals with clarity, discipline, and focus on deal quality
- Qualify and disqualify rigorously to prioritise winnable opportunities
2. Strategic expansion (in partnership with Account Management)
- Once customers are live, you’ll work closely with Account Managers to:
- Identify expansion signals and shape them into qualified opportunities
- Own the commercial execution of expansion deals (new products, teams, use cases, or footprint)
- Ensure expansion activity strengthens long-term account health and customer outcomes
- You do not own renewals. After close, ownership transitions cleanly to Account Management and Customer Success so customers experience continuity, not handover friction.
How you’ll do it
- Own a defined strategic account set, with accountability for focus, prioritisation, and penetration
- Build and maintain a healthy, high-quality pipeline across new logo and expansion opportunities
- Partner with Marketing and ecosystem partners on targeted inbound and outbound motions
- Use account-level research and insight to earn executive access and multi-threaded sponsorship
- Run a disciplined qualification methodology (e.g. MEDDPICC or equivalent)
- Build compelling business cases aligned to customer priorities and outcomes
- Collaborate closely with presales, partners, and senior technical leadership on high-stakes pursuits
- Maintain strong CRM hygiene, opportunity planning, and reliable forecasting
- Execute clean handoffs to Account Management and Customer Success post-sale
Success in this role is measured by:
- Consistent creation of high-quality strategic pipeline
- Strong win rates on well-qualified opportunities
- Clean execution and handover that sets customers up for long-term success
Requirements
- Proven experience selling complex B2B or enterprise technology
- Strong track record of new logo acquisition in long-cycle, multi-stakeholder deals
- Experience driving expansion within existing enterprise customers
- Confidence engaging technical and business stakeholders, including at executive level
- Disciplined judgement around qualification, prioritisation, and deal execution
- Strong forecasting integrity and CRM discipline
- Collaborative mindset across sales, technical, partner, and account teams
- High commercial integrity and professionalism
- Calm, resilient approach to complex, high-value pursuits
You’ll likely thrive here if you:
- Enjoy complex, strategic selling rather than transactional deals
- Value disciplined execution over opportunistic selling
- Come prepared, credible, and thoughtful to every customer conversation
- Take pride in how deals are won- not just that they are won
- Care about clean handoffs and long-term customer success
- Like working closely with technical counterparts and account teams
How we operate at Tyk
Customer success is a first-order priority at Tyk — and our sales model reflects that.
We operate with clear ownership, strong handoffs, and respect for long-term account health. When a deal is closed, responsibility transitions cleanly to Account Management and Customer Success, creating continuity for customers and a solid foundation for future expansion.
Benefits
Here’s why you should join us:
Please note that benefits vary by country. If you have any questions, please don't hesitate to ask your Talent Partner.
- Excellent Medical, Dental, and Vision packages
- 401k plan
- Everyone has unlimited paid holiday.
- We have total flexibility in hours, as we believe creativity flows better when our people are given freedom to decide when they are most productive. Everyone is unique after all.
- Employee share scheme
- Generous maternity and paternity leave
- Company retreats
We all share the same vision - we value authenticity, respect, responsibility, independence, honesty, diversity and inclusion and most importantly treating others how you wish to be treated. We look for like-minded people who bring their personalities to work everyday, strive to achieve their personal goals and who are willing to challenge the way we do things, why? - to make what we do even better!
Originally posted on Himalayas