企业客户经理
Enterprise Account Executive
我们正在寻找一名企业客户经理加入Procore的企业销售团队。在此职位中，您将运用对Procore产品、销售方法、流程和潜在客户开发技巧的理解，获取能够从Procore为建筑行业提供的世界级项目管理工具中受益的新企业客户。该职位的主要职责是新客户开发，通过向潜在客户销售新产品来增加收入。这包括跟进内部咨询、开发潜在客户、评估、解决方案销售、谈判和成交。
该职位可以远程办公，地点在美国任何地方。
**您将负责：**
- 为潜在客户开发制定开发计划，建立关系并创造机会
- 研究客户公司，识别关键人物，激发兴趣，并获取业务需求
- 与SDRs和解决方案工程师（SEs）跨部门合作，向潜在客户展示Procore作为首选建筑软件解决方案的地位
- 维护准确且最新的预测；根据要求向销售管理层提供销售活动和项目的报告
- 与客户经理协作，传达客户目标、痛点和所有相关客户信息，以确保顺利交接至后续的客户入职活动（产品采用、交叉销售）
- 追求对主要竞争对手的深入了解，以有效地向客户传达我们的价值主张
- 在Salesforce.com中管理并维护准确的潜在客户、机会和客户信息
- 达到或超过季度和年度目标
- 通过理解客户的独特需求，获得重复业务、推荐和评价
- 建立人脉、构建关系、电话推销、通过邮件跟进潜在客户、产品演示以及执行服务协议
**我们寻找的候选人：**
- 8年以上成功的软件销售经验， preferably B2B
- 具备使用顾问式、基于解决方案的销售方法的经验者优先
- 在内部销售和/或外部销售模式中取得成功记录
- 具备通过电话和电子邮件与客户有效沟通的能力
- 能够在快节奏的销售环境中工作并保持韧性
- 能够建立可信赖的关系
- 熟练使用Microsoft Office产品和在线协作工具
- 有...
查看英文原文
We’re looking for an Enterprise Account Executive to join Procore’s Enterprise Sales Team. In this role, you’ll apply an understanding of Procore’s products, sales methodology, processes, and prospecting techniques to acquire new enterprise customers that can benefit from Procore’s world-class project management tool for the construction industry. This position’s sole function is new account acquisition, where you’ll grow revenue with new product sales to our prospective clients. This includes following up on inbound inquiries, prospecting, qualifying, solution selling, negotiation, and closing.
This position can be based remotely anywhere from the United States.
**What you'll do:**
- Develop prospecting and account plans for prospect development to build rapport and create opportunities
- Research accounts, identify key players, generate interest, and obtain business requirements
- Work cross functionally with SDRs and Solutions Engineers (SEs) to show Procore’s position as the top construction software solution to prospects
- Maintain accurate and up-to-date forecasts; provide sales management with reports on sales activities and projects as requested
- Work collaboratively with Account Managers to communicate customer goals, pain points, and all relevant customer information to ensure a smooth hand-off to post enrollment activities (product adoption, cross-selling)
- Pursue an increased knowledge of key competitors to communicate our value proposition to customers effectively
- Manage and maintain accurate Potential accounts, opportunities, and account information within Salesforce.com
- Achieve or exceed quarterly and annual targets
- Obtain repeat business, referrals, and references by applying an understanding of the unique requirements of your customers
- Networking, relationship building, cold calling, prospect follow-up through emails, product demonstrations, and execution of service agreements
**What we're looking for:**
- 8+ years of demonstrated successful software sales, preferably B2B
- Experience using a consultative, solution-based sales methodology desired
- Proven record of success in an inside sales and or outside sales based selling model
- Proven ability to communicate effectively via telephone and email with customers
- Ability and resilience to work in a fast-paced sales environment
- Ability to develop trusted relationships
- Proficiency in Microsoft Office products and online collaboration tools
- Experience with CRM and opportunity management systems, preferably Salesforce.com
- Proven ability to build and manage pipeline and forecasting
## **Additional Information**
**Base Pay Range:**
122,000.00 - 167,750.00 USD Annual
**On Target Earning Range:**
244,000.00 - 335,500.00 USD Annual
This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location.
### **For Los Angeles County (unincorporated) Candidates:**
Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.
A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.