商业客户经理 - 中心区域
Commercial Account Executive - Central
Upwind 是一个下一代云安全平台，利用运行时上下文来识别和优先处理关键风险，提供精准的洞察和高效的云安全管理。与传统工具不同，Upwind 主动使用运行时数据进行风险优先级排序和态势洞察，确保团队专注于真正重要的事情。凭借行业领先的效率和 eBPF 驱动的传感器，Upwind 提供全面的功能，包括无代理的云态势发现、实时威胁防护和集成 API 安全。从配置错误到恶意软件防护，Upwind 确保端到端、成本效益高的云基础设施保护。在 Upwind，你将有机会创造性地思考，探索新想法，并运用你的技能对我们的增长产生有意义的影响。
我们正在寻找一位经验丰富的商业客户经理加入我们的专家销售团队，该团队致力于与客户建立有意义的关系，关注他们的价值，并战略性地推动交易完成。
职责
- 制定并执行全面的销售策略，识别并生成新的业务渠道，超额完成收入目标，赢得新的企业客户
- 深入理解客户需求、挑战和业务目标，有效地向 C 级高管和技术决策者展示 Upwind 的解决方案
- 与技术团队紧密合作，确保无缝集成和实施，加快客户的价值实现时间
- 以卓越的表现领导并执行完整的销售周期，涵盖从渠道生成和机会评估到创建和交付可量化的商业案例/投资回报率证明的所有阶段
- 与 Upwind 渠道合作伙伴和生态系统协作，建立信任关系，扩展并优化市场覆盖范围
- 领导合同谈判直至完成并成功成交
要求
- 具有成功推动并完成商业交易的显著业绩记录
- 能够有效地向云/安全/DevOps 领域的 C 级高管和技术决策者销售
- 一贯达成配额和收入目标，拥有良好的 W2 历史记录
- 熟悉并具备使用经过验证的资格评估方法（如 MEDDPICC）和严谨的销售流程的经验
- 向管理层准确预测和报告业务情况，拥抱数据驱动的方法
查看英文原文
Description
Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth.
We are looking for an experienced Commercial Account Executive to join our team of expert sellers that is deeply committed to building meaningful relationships with customers, focusing on their value and thinking strategically about bringing deals to close.
Responsibilities
- Develop and execute a comprehensive sales strategy to identify and generate new business pipeline, exceed revenue targets, and win new enterprise logos
- Demonstrate a thorough understanding of customer needs, challenges, and business objectives to effectively position Upwind’s solution with C-level executives and technical stakeholders
- Partner closely with technical teams to ensure seamless integration and implementation to accelerate the time-to-value realization for clients
- Lead and execute end-to-end sales cycles with excellence in all phases: from pipeline generation and opportunity qualification to the creation and delivery of a quantifiable business case / ROI justification
- Collaborate and build trusted relationships with Upwind channel partners and ecosystem to expand and optimize market reach
- Lead contract negotiations to completion and successful closure
Requirements
- Proven track record of driving and closing commercial deals
- Ability to effectively sell to both C-level executives and technical stakeholders in Cloud / Security / DevOps
- Consistent achievement of quota and revenue targets with strong W2 history
- Familiarity and experience utilizing proven qualification methodologies (e.g. MEDDPICC) and a disciplined sales process
- Maintain accurate forecasting and reporting of the business to leadership and embrace a data-driven approach to SFDC hygiene
- Excellent communication and presentation skills.
- Self-motivated, results-driven, collaborative, and adaptable to keep up in a very fast-paced, rapidly changing, startup environment
- Strong understanding of cloud security concepts, technologies, and trends preferred
Originally posted on Himalayas