企业客户经理
Enterprise Account Executive
在Imply，我们的使命是赋能个人和组织，通过数据实现更多可能。我们相信更好的洞察带来更好的决策，而正确的技术可以消除障碍、激发创新并创造持久影响。除了我们成功的数据库业务，我们正在打造行业首个可观测性仓库Imply Lumi。由Apache Druid的创建者开发，Lumi让组织能够存储更多数据、支持更多用例，并以更低的成本实现可观测性。Imply Lumi是一个高性能、成本高效的数层，旨在与现有可观测性工具解耦，且不会造成任何中断。
在这个职位中，你将帮助重新定义可观测性和安全数据的可能性。作为销售团队的一员，你将在将Imply Lumi推向市场中发挥重要作用。Lumi提供闪电般的查询速度、显著的成本节约以及与领先可观测性技术的无缝集成，同时让客户在不被供应商锁定的情况下自由创新。你将与客户紧密合作，了解他们的挑战，设计定制化解决方案，并展示Lumi如何从他们的数据中解锁更高速度、规模和价值。
由a16z和Bessemer Venture Partners等顶级投资方支持，Imply正处于快速增长的轨道上，正在改变组织管理并从可观测性和安全数据中获得洞察的方式。我们的客户，包括百事、Reddit、Roblox、Salesforce等，依靠我们的技术实现更快的决策、降低成本并解锁新可能。加入一个由创新者和问题解决者组成的团队，共同重塑数据的未来！
**职位职责**
企业客户经理是一个区域销售职位，负责向美国各地的公司销售Lumi解决方案。理想的候选人应高度积极，具备自我驱动力，注重细节，以流程为导向（MEDDICC），并在所有销售活动中采用战略方法。他们应展现出在实现新客户目标和收入指标方面的持续成功记录。
此外，他们应能够在技术初创公司环境中向IT组织中的CxO、副总裁和总监级别的联系人销售解决方案和技术。解决方案将根据客户的业务需求进行定制，并以客户认可且优于竞争对手的方式整合Imply解决方案。
职责包括管理你的客户组合
查看英文原文
At Imply, our mission is to empower people and organizations to achieve more with their data. We believe that better insights lead to better decisions, and that the right technology can remove barriers, spark innovation and create lasting impact. In addition to our successful database business, we’re building the industry’s first observability warehouse, Imply Lumi. Built by the creators of Apache Druid, Lumi lets organizations store more data, support more use cases and spend less for observability. Imply Lumi is a high-performance, cost-efficient data layer built to decouple existing observability tools with zero disruption.
In this role, you will help redefine what is possible with observability and security data. As part of the Sales Team, you will play an important role in bringing Imply Lumi to life. Lumi delivers lightning fast queries, significant cost savings and seamless integration with leading observability technologies while giving customers the freedom to innovate without vendor lock-in. You will partner closely with customers to understand their challenges, design tailored solutions and demonstrate how Lumi can unlock new levels of speed, scale and value from their data.
Backed by leading investors including a16z and Bessemer Venture Partners, Imply is on a fast growth trajectory, transforming how organizations manage and gain insights from their observability and security data. Our customers, including Pepsi, Reddit, Roblox, Salesforce, and others, rely on our technology to power faster decisions, reduce costs, and unlock new possibilities. Come join a team of innovators and problem-solvers who are reshaping the future of data!
**The Role**
The Enterprise Account Executive role is a territorial sales position selling the Lumi solution to companies across the United States. The ideal candidate should be highly motivated, a self-starter, detail oriented, process driven (MEDDICC), and will employ a strategic approach to all sales engagements. They will demonstrate a consistent track record of success in achieving new customer objectives and revenue targets.
In addition, they will be comfortable selling a solution and technologies from within a technology startup environment to CxO, VP, and Director level contacts within the IT organization. Solutions will be tailored to a customer’s business needs and integrate Imply solutions in a way that is valued by the customer and superior to the competition.
Responsibilities include running your territory as a franchise CEO; pipeline generation; champion building; leading presentations, and providing rapid response to outstanding technical questions. In partnership with a Customer Architect (pre-sales), you will ensure optimal customer support and service throughout the sales process.
**Responsibilities**
- Create a territory plan and execute to generate revenue and acquire new customers
- Forge strategic relationships at the executive level to help sell across the organization
- Conduct presentations and product demonstrations in partnership with Customer Architects
- Consult with prospects to determine the best solutions for their specific needs; recommend solutions, prepare/present proposals, and get contracts executed
- Demonstrate an understanding of client requirements regarding infrastructure, data and observability and how the Imply solution can meet these requirements
- Be able to recognize compelling reasons for customers and prospects to act upon these requirements, and in turn be able to communicate and persuasively articulate how the Imply solution can best meet these requirements
- Demonstrate knowledge of enterprise client budgeting and purchasing processes, typical recommender and decision maker roles involved, and how to progress opportunities from identification to final close
- Achieve all individual activity and revenue targets set by the company
- Log sales activity (prospecting, opportunities, revenue, next steps) in Salesforce and other tools, as needed
- Attend sales seminars, sales meetings, and/or educational activities to stay up-to-date on the latest developments, trends, and regulations in the marketplace
- Keep current with all Imply product information, pricing, and contract terms
- Be able to travel as required, to meet prospects and customers face-to-face; approximately 25% travel expected, as permitted
**Requirements**
- 4+ years of direct quota carrying sales experience, selling enterprise solutions, specifically observability, SIEM, or analytics platforms
- Strong understanding of networking and working within the observability ecosystem
- History of overachieving quota, acquiring new logos, and identifying new business opportunities within accounts
- Experience successfully leading sales cycles with emerging technologies in a variety of sales situations, including product evaluations and demonstrations
- Demonstrated experience in developing business relationships with all levels of enterprise organizations; a true “hunter” mentality who strives for the close
- Demonstrated experience of being able to conduct online sales presentations and product demonstrations
- Strong business outcome thinking with technical aptitude and a collaborative mindset
**Bonus Points**
- Experience in hyper growth organizations
- Experience selling into large enterprise businesses
**What we offer**
- 100% Paid Medical, Dental and Vision Benefits
- 401(k) Program
- Fertility Coverage
- Pet Insurance
- Dependent Care FSA
- Mental Health Support
- Life and AD&D Insurance
- Unlimited Paid Time Off
- Wellness Stipend
- Home Office Equipment Reimbursement
- Pre-Tax Commuter Benefits
Individual compensation will be determined based on the candidate's experience and qualifications aligned with Imply’s internal leveling guidelines and benchmarks. The below range encompasses roles with on target earnings. This role is also eligible to participate in Imply’s equity plan subject to the terms of the applicable plans and policies.
Compensation: $300,000 - $350,000
Don’t meet every single requirement? Studies have shown that certain minority groups are less likely to apply to jobs unless they meet every qualification. At Imply, we are dedicated to building a diverse, inclusive and authentic workplace. If you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or for other roles in the future.
Imply is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, gender identity or expression, marital status, national origin, disability, protected veteran status, race, religion, pregnancy, sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
Please note, applications and candidate submissions are subject to our privacy policy and, for California residents, the CCPA terms available at [https://imply.io/privacy](https://imply.io/privacy).
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