战略客户经理 - 全球
Strategic Account Executive - Global
加入BLP Digital —— ERP自动化的首选解决方案
BLP Digital通过代理AI重新定义ERP自动化。我们由ETH Zurich和HSG孵化，为全球最大的企业构建AI代理，自动化财务、采购、物流、销售等流程。我们用前沿技术解决真实的企业问题，并具有强烈的主人翁意识。
我们的解决方案已在40多个国家上线，服务550多家客户，每天自动化70,000多个流程，包括财富500强公司。作为瑞士增长最快的SaaS初创公司之一，我们的成功源于在技术和业务流程方面的深厚专业知识，产品与市场高度契合，这由不断增长的全球客户群证明。
我们最近迎来了高盛替代投资作为增长投资者，现在正在英国扩展业务，启动伦敦办公室。我们才刚刚开始。准备好一起打造未来了吗？立即加入BLP Digital。
职位简介
我们正在招聘一名战略客户经理，负责赢得并拓展战略企业客户。你将从管道创建到成交全程负责商业结果，通过洞察驱动的销售方式：重新定义客户最初的问题，量化不作为的成本，并围绕一个有说服力的“现在行动”的理由动员购买委员会。
你将领导多利益相关方的企业周期，与CFO/CIO/共享服务/采购领导合作，紧密配合解决方案工程、市场营销和客户成功团队，制定有纪律的交易计划，提供价值导向的提案，并实现企业级部署。
你将负责
管道创建和区域策略
- 制定并执行区域/客户计划：目标客户、利益相关者、优先顺序和多线程策略。
- 通过外向挖掘、合作伙伴渠道、活动和客户推荐创建新的管道。
- 维护有纪律的管道卫生和预测，并主动报告进展、风险以及你需要组织提供的支持。
洞察驱动的销售和交易塑造
- 实践洞察销售：挑战客户的初始框架，引入更清晰的价值陷阱观点（例外情况、审批、主数据、控制）。
- 进行高管发现，找出运营瓶颈和决策摩擦，并转化为清晰的目标状态叙述、紧迫性和共同行动计划。
- 在CFO/CIO主导的购买委员会内部建立共识，包括
查看英文原文
Join BLP Digital — The #1 Solution for ERP Automation
BLP Digital is redefining ERP automation with agentic AI. Spun out of ETH Zurich and HSG, we build AI agents that automate finance, procurement, logistics, sales, and more for some of the world's largest enterprises. We solve real enterprise problems with cutting-edge technology and a strong sense of ownership.
Our solution is live in 40+ countries, used by 550+ customers, and automates 70,000+ processes every day, including for Fortune 500 companies. As one of Switzerland's fastest-growing SaaS scaleups, our success stems from deep expertise in technology and business processes, delivering a product with outstanding product-market fit, proven by a growing global customer base.
We've recently welcomed Goldman Sachs Alternatives as a growth investor, and we're now expanding into the UK with the launch of our London office. We are just getting started. Ready to build the future? Join BLP Digital today.
ABOUT THE ROLE
We're hiring a Strategic Account Executive to win and grow strategic enterprise accounts. You will own the commercial outcome, from pipeline creation to close, by practicing insight-led selling: reframing the customer's initial problem, quantifying the cost of inaction, and mobilizing buying committees around a compelling "why now."
You'll lead multi-stakeholder enterprise cycles with CFO/CIO/Shared Services/Procurement leadership, partnering closely with Solutions Engineering, Marketing, and Customer Success to run disciplined deal plans, deliver value-based proposals, and land enterprise rollouts.
WHAT YOU'LL OWN
Pipeline creation and territory strategy
- Build and execute a territory/account plan: target accounts, stakeholders, sequencing, and multi-threading strategy.
- Create net-new pipeline through outbound prospecting, partner motion, events, and customer referrals.
- Maintain disciplined pipeline hygiene and forecasting, and report proactively on progress, risks, and what you need from the organization.
Insight-led selling and deal shaping
- Practice insight selling: challenge the customer's initial framing and introduce a sharper point of view on where value is trapped (exceptions, approvals, master data, controls).
- Run executive discovery to uncover operational bottlenecks and decision friction, and translate it into a crisp target-state narrative, urgency, and mutual action plan.
- Build internal alignment across CFO/CIO-led buying committees, including champions, economic buyers, IT/security, and process owners.
Commercial ownership: value case, negotiation, and close
- Own the business case, pricing strategy, proposals, negotiation, and contracting.
- Quantify and communicate value (capacity release, cycle time reduction, control/compliance improvements, stack simplification) and tie it to executive priorities and budget.
- Drive the deal to closure with clear next steps, strong deal governance, and accurate forecasting.
Orchestration across presales and delivery
- Partner with Solutions Engineers to run workshops/demos and de-risk technical concerns (security, integration, rollout).
- Align with Customer Success on implementation readiness, success criteria, and expansion paths.
- Ensure clean handoffs from close to kickoff, maintaining continuity of value narrative and outcomes.
Competitive positioning
- Position blp against point tools and fragmented stacks (OCR/IDP/workflow/process mining/RPA) with an "end-to-end + exceptions-first" narrative.
- Anticipate and neutralize competitive plays with crisp differentiation and proof.
WHAT WE'RE LOOKING FOR
Must-haves
- 5â10+ years of enterprise B2B SaaS selling experience (or equivalent complex solution sales), with a consistent track record of hitting/exceeding targets.
- Proven ability to run insight-led enterprise sales cycles: you can respectfully push back, quantify impact, and mobilize buying committees.
- Strong executive presence with CFO/CIO/Head of Shared Services and comfort navigating enterprise procurement.
- Ability to manage complex, multi-threaded deals: mutual action plans, MEDDICC-style qualification, forecasting discipline.
- Strong collaboration with presales/SE and post-sales teams; you sell what can be delivered.
Strong plus
- ERP/SAP exposure (S/4, ECC, Public/Private Cloud) or selling into finance/procurement/shared services transformations.
- Experience selling automation platforms (workflow/RPA/process mining/IDP) and winning against incumbents.
- Experience with global enterprise rollouts and multi-country stakeholders.
Language
- Fluent in English and ideally German (or another major European language depending on territory).
WHAT YOU'LL GET
- A product that wins. Strong differentiation and real enterprise proof points.
- Uncapped earnings. High, realistic OTEs with uncapped commission.
- Real ownership. Employee-owned company; choose annually to take variable compensation in cash or shares.
- Growth and autonomy. Build your path in a rapidly scaling, international company.
- Continuous learning. Structured onboarding plus ongoing coaching.
- Exceptional team. Ambitious, collaborative colleagues who push each other to excellence.
Learn more about blp and our values at blp.digital/company/careers http://blp.digital/company/careers.