企业客户经理
Enterprise Account Executive
职位描述
Abnormal Security 正在寻找一名企业客户经理加入北欧团队。该团队负责向特定区域内的企业级客户销售我们的安全解决方案。
理想的候选人应为瑞典本地人，并具备以下技能：
- 具备主动开拓能力：有纪律地进行早期销售线索开发。能够舒适地并成功地对大型企业客户进行拓展，能够有效利用/平衡五种需求生成方法：客户经理拓展、销售发展代表、市场部、渠道和客户推荐。
- 具备良好的客户问题识别能力：能够发现和挖掘客户的痛点。
- 具备良好的展示能力：能够根据客户的痛点展示和演示价值。
- 具备良好的销售方法和时间管理能力：能够系统性地执行可重复的销售流程，同时不牺牲质量。
- 具备良好的数据完整性意识：能够持续维护所有客户和机会的数据准确性和一致性。
- 能够为客户制定并展示一份商业方案，展示在不同维度上的高投资回报率，并面向多个利益相关者。
- 能够提取、记录并整理关于客户的教训、知识和信息。
- 能够引导内部利益相关者完成他们自己的内部采购流程。
- 具备坚韧不拔的精神：能够在资源和团队远不如大型组织齐全的早期阶段环境中找到成功的方法。
- 熟悉如何与其他部门协作，包括销售工程、市场部、销售发展代表、产品和客户成功团队。
你将负责：
- 在你的指定区域内销售 Abnormal 安全解决方案，目标是超额完成新的年度经常性收入配额
- 从初次沟通开始，处理企业客户（>3000 个邮箱组织），直至签订合同，并在客户成为用户后进行追加销售
- 对企业客户（>3000 个邮箱组织）进行拓展并生成新的业务机会，以确保他们达到销售目标
- 与客户成功团队合作，确保及时续约和扩展销售机会
- 持续记录结果并在所有销售系统（Salesforce、Highspot、Close Plan）中保持数据准确
- 成为客户/潜在客户的代言人，与销售工程/观点团队、产品和市场部等内部团队沟通，以确保适当的优先级，从而实现更多收入。
必备条件
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About the Role
Abnormal Security is looking for an Enterprise Account Executive to join the Nordics team. This team sells our security solutions to Enterprise level accounts within a defined territory.
The ideal candidate for the role will be local to Sweden and have the following skillset:
- Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referrals.
- Good qualifier: Ability to uncover / discover customer problems pains
- Good presenter: ability to present and demonstrate value based off customer pain points.
- Disciplined in sales methodology / time management : Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
- Discipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts & opportunities.
- Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders
- Ability to extract, document and organize lessons, knowledge and information about customers
- Ability to guide internal stakeholders through their own internal buying processes
- Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
- Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.
What you will do
- Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
- Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.
- Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) to supply enough pipeline for them to hit sales targets.
- Work with Customer success to ensure a timely renewal and expansion sale opportunities
- Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan)
- Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.
Must Haves
- Enterprise Account Hunter: Demonstrated 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents.
- Skill in negotiating with large organizations and closing complex sales
- Proven performer with consistent over quota performance and/or top 5% of sales org
- Technically competent: Conversant in key areas: security, email, cloud, AI, etc.
- Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel
- Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.)
- BS/BA degree or equivalent work experience
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A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.