高级战略客户经理 - 东南亚
Senior Strategic Account Executive - SEA
我们是谁
在Twilio，我们正在塑造通信的未来，一切都在家中的舒适环境中进行。我们为数十万家企业提供创新解决方案，并赋能全球数百万开发者，打造个性化的客户体验。
我们致力于远程优先的工作方式，以及强调连接和全球包容性的文化，这意味着无论你身处何地，你都是一个充满活力的团队的一部分，这个团队拥有多样化的经验，每天都在产生全球影响。随着我们继续革新世界互动的方式，我们不断学习新技能和经验，让工作真正令人满意。你的职业生涯在你自己的掌握之中。
.
招聘与我们的工作方式
我们使用人工智能（AI）来帮助提高招聘效率。不过，每个招聘决定都是由真正的Twilions做出的！
此外，虽然我们是一家以远程为主的企业，但你可能会被要求偶尔亲自到场参加团队聚会、部门会议或客户会议。
.
在Twilio看到自己
加入我们，成为下一位战略客户经理
职位简介
向东南亚高级战略客户经理汇报，该职位需要管理一些我们最大的现有通信平台客户的关系，这些客户使用我们的短信、语音和电子邮件服务。你将直接负责保护并扩大你在所负责客户中的Twilio通信业务，重点是东南亚或南亚的企业。作为战略客户经理，你将与那些运营大规模、全球化、竞争性采购、合规性强、用例特定的客户进行高度分析和咨询式的销售周期（升级销售和交叉销售）。这个职位需要跨职能协作，你的成功将取决于在产品管理、财务、支持和运营团队之间建立深厚的合作关系。
职责
在此职位上，你将：
- 管理和拓展我们最重要的客户账户，包括高增长的科技、零售、电商、保险和金融科技公司。
- 制定、推动并执行客户策略，持续实现强劲的收入、毛利和毛利润结果。
- 与Twilio其他团队紧密合作，发现你客户组合中的新收入机会。
- 参与跨职能客户团队，团队成员来自产品、财务、支持和服务部门。
- 进行有纪律的预测，持续达成目标
查看英文原文
Who we are
At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences.
Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands.
.
Hiring and how we work
We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions!
Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings.
.
See yourself at Twilio
Join the team as our next Strategic Account Executive
About the job
Reporting to the Senior Strategic Account Executive, SEA, this position is needed to manage relationships with some of our largest current Communications platform customers who consume our messaging, voice and email services. You will be directly responsible for protecting and growing Twilio’s communications business across your assigned customers with a focus on South East Asia or South Asia enterprises. As a Strategic Account Executive, you will drive highly analytical and consultative sales cycles (upsell and cross sell) with customers that are running large scale, global, competitively sourced, compliance-heavy, use case-specific businesses. This role is cross functional dependent, and your success will depend on building deep partnerships across product management, finance, support, and operations.
Responsibilities
In this role, you’ll:
- Manage and expand some of our most important customer accounts, including high growth technology, retail, eCommerce, Insurance and fintech companies.
- Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results.
- Partner closely with other Twilio teams to identify new revenue opportunities within your account portfolio.
- Serve on a cross-functional account team with representatives from product, finance, support, and services teams.
- Run a disciplined forecast, consistently achieve goals, and present guidance to executive management.
- Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization
Qualifications
Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table!
*Required:
·
- More than 10 years of combined experience in major account or strategic sales, managing or leading quantitative, highly analytical products and solutions for customers.
- Experience in supporting South East Asia or South Asia territories.
- Accountable for relationship management, cross sells, upsells and solutions consulting.
- Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships.
- Analytical account development strategy based on using data to find opportunities and prove value.
- Demonstrated track record of managing business forecasts and financial models with use of MEDDPICC.
- Entrepreneurial mindset with appetite to define processes and build programs.
- Proven track record of developing, growing and delivering revenue & gross profit results, especially for large-scale and enterprise customers in Asia.
- Excellent verbal and written communication skills.
- Bachelor’s Degree or equivalent years of experience.
Desired:
- A Bachelor’s degree or equivalent experience
- CDP & CPaaS experience is highly desirable
- Experience selling SaaS/CPaaS/CDP solution selling to a technical and business audience
- An understanding of the customer experience (CDP + CPaaS) business model
- Experience managing high tech South East Asia enterprises
Location
This role will be remote, and based in Singapore
Travel
We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 30% travel is anticipated to help you connect in-person in a meaningful way.
What We Offer
Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location.
Twilio thinks big. Do you?
We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts.
So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions.
.
Stay alert to recruitment fraud
We care about your safety. Scammers sometimes impersonate Twilio recruiters through fake job postings, emails, websites, or messages. Please ensure you are engaging with an official @twilio.com email address. We will never ask for payment, gift cards, cryptocurrency, or banking information during the recruiting process. We do not make job offers without a formal interview process or conduct interviews exclusively through text-based messaging apps.
.
Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.