企业客户经理
Enterprise Account Executive
## 关于Prove
随着世界向以移动设备为主的经济转型，企业需要现代化其获取、与消费者互动和赋能的方式。Prove的以电话为中心的身份令牌化和被动密码学认证解决方案在所有数字渠道中减少了摩擦，增强了安全性和隐私性，并加快了收入增长，同时降低了运营成本和欺诈损失。超过1000家企业的客户使用Prove的平台，每年处理200亿次客户请求，涵盖银行业、贷款、医疗保健、游戏、加密货币、电子商务、市场平台和支付等领域。有关Prove的最新动态，请[关注我们的LinkedIn账号。](https://www.linkedin.com/company/proveidentity/)
Prove正在推动数字身份的未来。我们寻找那些知道如何产生影响的Provers。我们谈论的是自我驱动的专业人士，在快节奏的环境中茁壮成长，快速处理信息并做出明智决策。这项工作充满挑战，不仅需要聪明，还需要自然的好奇心和坚持。团队合作对我们也很重要——我们一同工作，也一同娱乐。
Prove有宏伟的计划，我们对未来发展充满期待。如果这听起来适合你，欢迎加入我们的团队！
**职位：企业客户经理**
**部门：收入**
**汇报对象：增长销售高级经理**
**FLSA状态：非豁免**
**职位简介：**
企业客户经理负责监督销售活动，并参与战略评审。理想的候选人应有在银行和金融服务领域销售的经验，并在身份验证、认证、金融科技或安全行业有相关经验。
**主要职责：**
- 成为值得信赖的合作伙伴，销售Prove的战略解决方案，满足或超越客户的业务需求
- 定期达成或超越销售配额：ACV预订和年度内收入
- 与企业级客户建立并维护关系，了解其在数字身份和认证方面的战略举措
- 深入了解Prove解决方案如何满足客户或潜在客户的需求
- 独立地在指定账户和/或地理区域中构建和管理自己的直接销售管道
- 深入了解潜在客户的组织结构和采购流程
- 进行发现会议，明确理解潜在客户业务需求、优先事项、预算、时间安排和关键KPI
- 将数据研究结果转化为执行层面的建议
查看英文原文
## About Prove
As the world moves to a mobile-first economy, businesses need to modernize how they acquire, engage with and enable consumers. Prove’s phone-centric identity tokenization and passive cryptographic authentication solutions reduce friction, enhance security and privacy across all digital channels, and accelerate revenues while reducing operating expenses and fraud losses. Over 1,000 enterprise customers use Prove’s platform to process 20 billion customer requests annually across industries, including banking, lending, healthcare, gaming, crypto, e-commerce, marketplaces, and payments. For the latest updates from Prove, [follow us on LinkedIn.](https://www.linkedin.com/company/proveidentity/)
Prove is driving the future of digital identity. We are looking for Provers who know how to make an impact. We’re talking self-starting professionals who thrive in a fast-paced environment, process information quickly, and make intelligent decisions. The work is challenging and requires not only smart but natural curiosity and tenacity. Teamwork is also important to us – we work together and play together.
Prove has big plans, and we’re excited about the future. If this sounds like the place for you – come join our team!
**Title: Enterprise Account Executive**
**Department: Revenue**
**Reports To: Senior Manager, Growth Sales**
**FLSA Status: Exempt**
**Job Summary:**
Prove Enterprise Account Executive oversees sales activities, and participates in strategic reviews. The ideal candidate will have previously sold into banking and financial services and have experience in the Identity, Authentication, Fintech or Security industries.
**Key Responsibilities:**
- Become a trusted partner selling Prove strategic solutions that meet/exceed the business needs of the client/prospect
- Routinely meet or exceed sales quotas: ACV bookings and in-year revenue
- Build and maintain relationships with enterprise level clients, understanding the organization’s strategic initiatives in digital identity and authentication
- Develop a deep knowledge of how Prove solutions meet the client/prospect’s use case
- Independently build and manage your direct sales pipeline in assigned accounts and/or a geographic region
- Develop a deep knowledge of the prospect's organizational structure and buying process
- Conduct discovery sessions to clearly understand the prospect’s business needs, priorities, budget, timing and key KPIs
- Translate data study results to an executive summary that clearly articulates how Prove met the data study business objectives
- Prepare prospect proposals, negotiate business terms, and manage the overall contractual process
- Communicate effectively with internal stakeholders and set realistic external expectations
- Utilize internal resources efficiently and effectively to drive the sales process with clear thought leadership
- Keep the company informed on market intelligence regarding the identity verification and authentication markets
- Promote, maintain and enhance our cultural values of humility, passion, inclusion and leadership
- Exhibit a strong passion for learning about our products and markets through in-house and external training.
##### **Qualifications and Experience:**
- 3 to 5 years of quota-carrying experience selling complex SaaS based solutions with a strong track record of closing enterprise-level deals over $250k in ACV/ARR
- Experience and relationships with fintech, insurtech or retail companies
- Sales hunter mentality and an entrepreneurial spirit
- Strong history of quota attainment
- Possesses the ability to communicate simply, articulately while exuding confidence and humility
- Must have the ability to tell a compelling business story, deeply understand the prospects business goals and lead a sales process
- Desire to understand and communicate the underlying technology to business prospects
- Understanding of the security ecosystem with a focus on Identity
- Strong prospecting, qualifying, and negotiating skills; consultative sales approach with a business solution centric mindset
- A self-starter. Need to have a roll-up-your-sleeves mentality with an ability to work independently in a fast-paced, high-growth environment
- Experience in cybersecurity, fintech, or fast-growing startups is required
- Experience in a high-growth tech startup growing from $50m to $200m in ARR
- Promote, maintain and enhance our cultural values of humility, passion, inclusion, and leadership.
- Strong passion for learning about our products and markets through in-house and external training.
- Experience in high-growth /pre-IPO Technology companies
The anticipated salary pay range for Metro 2 areas for this role is $150,000K - $165,000 plus sales incentive plan.
The anticipated salary pay range for Metro 3 areas for this role is $130,000 - $140,000 plus sales incentive plan.
Offered salary will be determined by the applicant's experience, knowledge, skills, geo-location and abilities as well as internal equity and alignment with market data.
Prove follows a market driven compensation philosophy based on geographic location and respective market rates. Job offers will be aligned to location. Please speak with your recruiter if you have questions. Prove defines:
- Metro 2 - NYC metro area, Seattle metro area, Los Angeles metro area, and the Miami metro area.
- Metro 3 - all other cities across the domestic United States, with the exception of the San Francisco Bay Area.
**Benefits & Perks for FTE Provers:**
- Competitive salaries & Bonus Plan (for eligible roles) and Equity Plan
- Modern Health for financial, mental, and physical wellness
- 401(k) Retirement Plan & Match (US Offices) and Local Country Pension (International Offices)
- Unlimited Vacation and Flexible hours
- Comprehensive medical benefits for you and your family ❤️
- Emotional & Physical Wellness – Access to wellness services (EAP & Prove Well-Being Reimbursement)
- Bottomless snacks & beverages for certain office locations
- Daily GrubHub stipend for lunch if coming into the office (US Offices)
- A great place to work and connect with other talented Provers like yourself!
Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Prove we are dedicated to building a diverse, inclusive and authentic workplace, so 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 other roles.
**Equal Opportunity Employment:**
Prove is an equal opportunity employer committed to providing equal employment opportunity for all people regardless of race, color, religion, gender or sexual orientation, age, marital status, national origin, citizenship status, disability, veteran status or other personal characteristics
**Privacy & Data Protection:**
When you are applying for a job at Prove, we collect and use your personal information in the job application process. To understand more about how Prove uses your personal information, please see our [Recruitment Privacy Policy](https://www.prove.com/legal/recruitment-privacy-notice) on our website.