企业客户经理
Enterprise Account Executive
**关于Acquia**
Acquia赋能全球最具雄心的品牌，打造有意义的数字客户体验。以开源Drupal为核心，Acquia数字体验平台（DXP）使成千上万全球组织的营销人员、开发人员和IT运营团队能够快速构建和部署能吸引客户、提升转化率并帮助业务脱颖而出的数字产品和服务。
总部位于马萨诸塞州波士顿，Acquia是一家获得Great Place to Work-CertifiedTM认证的公司，被The Software Report列为全球顶级软件公司之一，并被分析机构定位为市场领导者。我们是Acquia。我们正在为未来而建设，我们希望你成为其中一员！
**在Acquia探索职业发展**
我们的招聘流程旨在帮助您做出最明智的决策。Acquia致力于提供一个包容、透明、高效且具有教育意义的面试体验，帮助您探索在Acquia的职业机会。
您将在这里发现职业发展的机会，并从一支赋能您突破界限、成就非凡的全球团队中学习。
**企业客户经理**将在推动Acquia的业务发展和销售活动中发挥关键作用。
**作为企业客户经理，您将...**
- 为Acquia的产品制定并执行定制化的市场进入策略，以满足特定客户的业务需求
- 通过初步接触、营销线索以及扩展现有账户中的联系人，与关键企业高管建立关系
- 通过发现通话和会议建立并培养强大的销售管道并进行预测
- 推动销售流程，领导新交易的合同和审批流程，包括价格谈判和获取合同条款的批准
- 达到或超过设定的销售配额和关键绩效指标（KPI）
- 保持准确且现实的预测
- 在Salesforce.com CRM中保持细致的数据卫生
- 作为教练和导师，指导与您合作的BDR在初步接触方面的工作
- 在大型企业和系统集成商中提高对Drupal和Acquia的认知度
- 建立并维护与新老Acquia合作伙伴的积极关系
**如果您具备以下特质，您会喜欢这个职位...**
- 高度积极主动，追求卓越，鼓励队友，有驱动力
- 对工作有高度的热情
查看英文原文
**About Acquia**
Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out.
Headquartered in Boston, MA, Acquia is a Great Place to Work-CertifiedTM company, is listed as one of the world’s top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it!
**Career Exploration at Acquia**
Our recruitment process is designed to empower you in making the most informed decisions. Acquia is committed to providing an inclusive, transparent, efficient, and educational interview experience that cultivates exploration into career opportunities at Acquia
You will discover the opportunity to grow your career here and learn from a global team that empowers you to exceed boundaries and achieve the extraordinary.
The **Enterprise Account Executive** will play a key role in driving Acquia’s business development and sales activities.
**As the Enterprise Account Executive, you will...**
- Develop and execute a go-to-market strategy for Acquia's offerings, tailored to individualized customer business cases
- Identify and establish relationships with key corporate C-level representatives through prospecting, marketing leads and expansion of existing contacts within accounts
- Build and nurture a strong sales pipeline and forecast through discovery calls and meetings
- Drive the sales process and lead the contract and approval process of new deals, including negotiating on price and getting approvals including contract terms
- Meet or exceed set Quota targets and Key Performance Indicators (KPI’s) for sales based activities
- Maintains accurate and realistic forecast
- Maintain meticulous data hygiene within Salesforce.com CRM
- Acts as coach and mentor to BDRs you work with on prospecting
- Build awareness for Drupal and Acquia within large Enterprises and System Integrators
- Build and maintain positive relationships with new and existing Acquia partners
**You’ll enjoy this role if you are/have...**
- Highly motivated, over achiever, encouraging teammate, driven
- A high level of intensity to work with an experienced, motivated leadership team focused on creating a significantly sized company in a short timeframe
- A passion for excellence including an innate desire to build a metric driven business
- Open to mentorship
- Excellent thought leadership traits with the ability to successfully drive fundamental changes in web strategies
- Strong analytical and writing abilities
- Outstanding presentation skills
- Entrepreneurial spirit/attitude, flexibility toward multifaceted change
**What you’ll need to be successful...**
- Minimum of 5-7 years of experience in an Account Executive role at a SaaS company.
- Deep experience with SaaS technologies preferably around website development or Web Content Management
- Understands value creation selling
- Can demonstrate results from own pipeline generation; is a natural "hunter"
- Demonstrated ability to handle both direct and indirect opportunities
- Experienced in a new business Sales role ideally within a high growth organization
We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals.
Acquia is proud to provide best-in-class benefits to help our employees and their families maintain a healthy body and mind. Core Benefits include: competitive healthcare coverage, wellness programs, take it when you need it time off, parental leave, recognition programs, and much more!
This role includes a 50/50 split, the variable compensation is equal to the base salary. This structure results in On-Target Earnings (OTE) ranging from $260,000 to $300,000. Final compensation will be commensurate with your experience and will be determined by a variety of factors, including city of residence, relevant skillset, and job-related knowledge. This role is also eligible for variable compensation.
Acquia is an equal opportunity (EEO) employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veterans status or any other protected status or characteristic under federal, state or local law unrelated to the ability to perform the job.