战略客户经理（技术领域）
Strategic Account Executive (Technology Vertical)
关于Keyfactor
我们的使命是安全地连接世界：人类、机器和人工智能。Keyfactor是AI和机器信任基础设施的领导者，帮助世界上最大的企业及政府机构掌控保障每个数字交互的加密身份。平台背后是一支全球团队，他们对工作和彼此都充满热情。我们行动迅速，思考宏大，并且每天都在互相支持。如果你正在寻找一份有意义的工作和一个能激发你最佳状态的团队，我们希望你能信任自己的未来与Keyfactor一起前行！
职位名称：战略客户总监（技术垂直领域）
地点：美国；加利福尼亚州或华盛顿州（远程）
经验：高级别
职能：销售
行业：计算机和网络安全
职位简介
战略客户执行官负责通过扩展现有客户群中的交易来推动收入增长，特别关注技术垂直领域。
申请人必须已获得在美国工作的合法授权
职位职责
- 主动识别升级销售和交叉销售机会，深入理解客户需求并将其与额外的产品或服务对齐。
- 与现有客户中的关键利益相关者保持牢固的持续关系，以建立信任并确保长期留存。
- 制定战略客户计划，推动指定客户群的收入增长，明确扩展和续约机会的目标。
- 与产品、市场和客户成功团队紧密合作，开发定制化解决方案并确保扩展交易的无缝执行。
- 监控客户表现和扩展渠道，定期报告销售预测、收入目标和客户健康指标。
- 领导升级销售和交叉销售交易的合同谈判，确保有利条款的同时满足客户和公司目标。
- 作为问题的首要解决点，确保快速解决以维持客户满意度并最小化潜在流失风险。
- 关注行业趋势、竞争对手活动和市场变化，提供有见地的建议并保持客户群的竞争优势。
最低资格、教育和技能
- 商业管理、技术或同等经验的学士学位。
- 对IT安全领域和新兴趋势有全面了解。
- 在...方面有专业知识。
查看英文原文
About Keyfactor
Our mission is to securely connect the world: humans, machines, and AI. Keyfactor is the leader in trust infrastructure for AI and machines, helping the world's largest enterprises and government agencies take control of the cryptographic identities that safeguard every digital interaction. Behind the platform is a global team of people who care deeply about the work and each other. We move fast, think big, and show up for one another every day. If you're looking for work that matters and a team that brings out your best, we hope you'll trust your future with Keyfactor!
Title: Strategic Account Director (Technology Vertical)
Location: United States; California or Washington (Remote)
Experience: Senior Level
Function: Sales
Industry: Computer and Network Security
Job Summary
The Strategic Account Executive is responsible for driving revenue growth through expansion deals within the existing customer base focused specifically on the technology vertical.
Applicants must be legally authorized to work in the United States
Job Responsibilities
- Proactively identify upsell and cross-sell opportunities by deeply understanding customer needs and aligning them with additional products or services.
- Maintain strong, ongoing relationships with key stakeholders within existing accounts to foster trust and ensure long-term retention.
- Create strategic account plans to drive revenue growth within assigned accounts, outlining goals for expansion and renewal opportunities.
- Work closely with product, marketing, and customer success teams to develop customized solutions and ensure seamless execution of expansion deals.
- Monitor account performance and expansion pipeline, providing regular reports on sales forecasts, revenue targets, and account health metrics.
- Lead contract negotiations for upsell and cross-sell deals, ensuring favorable terms while meeting both customer needs and company objectives.
- Act as a point of escalation for any issues, ensuring swift resolution to maintain client satisfaction and minimize potential churn risks.
- Keep abreast of industry trends, competitor activities, and market changes to offer informed recommendations and maintain a competitive edge within accounts.
Minimum Qualifications, Education, and Skills
- Bachelor’s degree in Business Administration, Technology, or equivalent experience.
- Comprehensive understanding of the IT Security landscape and emerging trends.
- Expertise in risk management and security compliance frameworks.
- Knowledge of advanced technologies and their implications for the IT Security sector.
- Exceptional ability to develop and execute high-level strategic plans that drive growth.
- Expertise in the IT Security industry with an emphasis on market trends and dynamics.
- Experience selling into Technology companies primarily headquartered on the West Coast.
- Strong indirect leadership skills to inspire and guide teams.
- Ability to act as an ambassador for the company, demonstrating behaviors consistent with core values.
- Ability to lead and mentor teams, fostering a culture of continuous improvement and collaboration.
- Strong problem-solving skills to address complex challenges effectively.
Travel Requirements
- Up to 40% travel required.
Compensation
Salary will be commensurate with experience.
Culture, Career Opportunities and Benefits
We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas.
Here are just some of the initiatives that make our culture special:
- Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule). Please note that this benefit is subject to change.
- Comprehensive benefit coverage globally.
- Paid Parental Leave is available to new parents. Structure varies based on regional/government requirements. In regions where government-paid leave doesn’t exist, like in the U.S., the company offers generous paid parental leave, along with comprehensive adoption and fertility support.
- Competitive time off globally.
- Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.
- DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology.
- The Keyfactor Alliance Program to support DEIB efforts.
- Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays.
- Global Volunteer Day, company non-profit matching, and 3 volunteer days off.
- Monthly Talent development and Cross Functional meetings to support professional development.
- Regular All Hands meetings – followed by group gatherings.
Our Core Values
Our core values are extremely important to how we run our business and what we look for in every team member:
Trust is paramount.
We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.
Customers are core.
We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.
Innovation never stops, it only accelerates.
The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.
We deliver with agility.
We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.
United by respect.
Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.
Teams make “it” happen.
Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.
Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities.
REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.
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