企业客户经理- (北美- 远程)
Enterprise Account Executive- (North America- REMOTE)
TuxCare 提供一系列针对 Linux 和开源软件的安全解决方案，面向企业组织。通过 TuxCare，企业可以自动化实时漏洞补丁，减少停机时间，保持应用安全合规，并获得一支精通 Linux 安全的专业团队支持——涵盖最流行的 Linux 发行版、已结束生命周期的系统、编程语言等。我们正在寻找一名企业客户经理，在北美地区赢得并拓展 TuxCare 最大的客户。您将负责管理拥有超过 10,000 名员工的指定客户区域，并领导从初步发现到技术验证、谈判和合同执行的复杂销售流程。
此职位的成功不仅需要接触大客户。您需要与安全、基础设施、采购和法务团队建立关系，了解每个组织的需求，并为 TuxCare 的解决方案打造有说服力的案例。
职责：
- 管理并发展一份聚焦的指定企业客户清单，为每个客户制定文档化的客户计划。
- 在这些客户中识别并追求新机会，同时与多个利益相关者建立关系。
- 领导完整的企业销售流程，包括发现、技术验证或价值证明、商业谈判和 MSSA 执行。
- 使用 MEDDPICC 进行机会评估，并在 HubSpot 中保持评估细节的更新。
- 与客户经理和续约经理协作，拓展现有企业客户。续约流程由这些团队处理。
- 维护准确的机会记录，记录交易进展，并保持您的销售漏斗和预测最新。
- 识别并解决停滞的机会；任何交易不应在没有记录进展的情况下开放超过 90 天。
要求：
- 在以下一家或多家公司具有直接企业销售经验：Sonatype、JFrog、Black Duck、Mend.io、Veracode、FOSSA、Snyk、Socket、Aikido、GitLab、GitHub、Aqua Security、Moderne、Seal Security、HeroDevs、Endor Labs、ActiveState、Chainguard、RapidFort、Lineaje、Docker、Arnica、ArmorCode、Cycode、Apiiro、OX Security、Legit、Phoenix、Brinqa、ThousandEyes、Dynatrace、PagerDuty、New Relic、Elastic、Cloudflare 或 Datadog。
- 具有向大型企业销售并管理涉及技术、商业、采购和法务利益相关者的复杂销售流程的经验。
- 能够制定战略客户计划，跨采购部门建立关系。
查看英文原文
TuxCare offers a portfolio of security solutions for Linux and open-source software aimed at enterprise organizations. With TuxCare, enterprises can automate live vulnerability patching, minimize downtime, keep their applications secure and compliant, and get support from a team that knows Linux security best – covering the most popular Linux distributions, end-of-life systems, programming languages, and much more.We’re looking for an Enterprise Account Executive to win and grow TuxCare’s largest accounts in North America. You’ll own a named-account territory of organizations with more than 10,000 employees and lead complex sales cycles from initial discovery through technical validation, negotiation, and contract execution.Success in this role requires more than access to large accounts. You’ll build relationships across security, infrastructure, procurement, and legal teams, understand each organization’s needs, and create a compelling case for TuxCare’s solutions.Responsibilities: Own and develop a focused list of named enterprise accounts, creating a documented account plan for each.Identify and pursue new opportunities within those accounts while building relationships with multiple stakeholders.Lead the full enterprise sales cycle, including discovery, technical validation or proof of value, commercial negotiation, and MSSA execution.Qualify opportunities using MEDDPICC and keep qualification details current in HubSpot.Grow existing enterprise accounts in coordination with the Account Manager and Renewal Manager. Renewal processing is handled by those teams.Maintain accurate opportunity records, document deal progress, and keep your pipeline and forecast current.Identify and address stalled opportunities; no deal should remain open for more than 90 days without documented progress.RequirementsRequired: Direct enterprise sales experience at one or more of the following companies: Sonatype, JFrog, Black Duck, Mend.io, Veracode, FOSSA, Snyk, Socket, Aikido, GitLab, GitHub, Aqua Security, Moderne, Seal Security, HeroDevs, Endor Labs, ActiveState, Chainguard, RapidFort, Lineaje, Docker, Arnica, ArmorCode, Cycode, Apiiro, OX Security, Legit, Phoenix, Brinqa, ThousandEyes, Dynatrace, PagerDuty, New Relic, Elastic, Cloudflare, or Datadog.Experience selling to large enterprises and managing complex sales cycles that involve technical, commercial, procurement, and legal stakeholders.The ability to develop strategic account plans, build relationships across buying groups, and create new opportunities within named accounts.Experience guiding customers through technical validation or proof-of-value processes and negotiating enterprise agreements.Familiarity with MEDDPICC and a disciplined approach to CRM management, forecasting, and deal progression.BenefitsWhat's in it for you?A strong focus on professional development with opportunities for learning and growth:Interesting and challenging projects,Mentor and other knowledge-exchange programs;Fully remote work with flexible working hours, that allows you to schedule your day and work from any location worldwide;Paid 24 days of vacation per year, 10 days of national holidays, and unlimited sick leaves to ensure you maintain a healthy work-life balance;Compensation for private medical insurance;Co-working and gym/sports reimbursement;The opportunity to receive a reward for the most innovative idea that the company can patent, fostering a culture of creativity and innovation.