Enterprise Account Executive - Existing Accounts

Job Description

Company Description

Optimizely is the world's leader in digital experience optimization, allowing businesses to dramatically drive up the value of their digital products, commerce and campaigns through its best in class experimentation software platform. By replacing digital guesswork with evidence-based results, Optimizely enables product and marketing professionals to accelerate innovation, lower the risk of new features, and drive up the return on investment from digital by up to 10X. Over 26 of the Fortune 100 companies choose Optimizely to power their global digital experiences. Optimizely’s impressive customer list includes eBay, Zillow, IBM, The New York Times and many more global enterprises.

Job Description

It is our job to acquire and cultivate relationships with our most strategic customers through proactive targeted efforts by effectively aligning internal resources to their needs. In the Enterprise role we work with Fortune 1000 organizations who spend upwards of 25-200M in digital advertising.

About the Job:

• Responsible for managing and growing existing accounts
• Strategically OWN the accounts in your territory and responsible for nurturing and creating expansion opportunities within customer install base
• Understand the business direction and goals of the accounts as a whole
• Add value to the customer long-term by becoming a subject matter expert in vertical to be a trusted advisor who understands business value - industry knowledge, competitive landscape, core business model for that vertical
• Create an executive network within accounts in territory
• Map relationships from executives to users with the Optimizely account team
• Meet with customers in person when needed (travel up to 30%)
• Project manage across multiple business units within accounts
• Work with internal departments to coordinate resources to make account successful
• Manage legal/procurement process to create scalable global agreements

Qualifications

Qualifications:

• Minimum of 4+ years of proven experience selling software solutions
• Experience fostering relationships with existing customers
• Experience upselling existing accounts
• Experience mapping internal and external resources to accounts
• An understanding of marketing technology trends to help recommend product direction (both Optimizely specific and other 3rd party)
• Understanding of corporate structures to guide business + legal discussions
• Detailed account planning experience (not just territory planning)
• Experience getting wide and deep within accounts (execution of account plan)
• Background of managing complex deal cycles (detailed close plans, separate business and technical evaluation tracks, manage detailed contract negotiations)
• You are coachable and willing to learn new skills
• You are self-motivated, hardworking and proactive
• You have a strong business acumen

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Additional Information

At Optimizely, we embody inclusion and embrace diversity. Optimizely is an equal opportunity employer and makes employment decisions on the basis of merit. Optimizely prohibits discrimination based on race, color, religion, sex, sexual identity, gender identity, marital status, veteran status, nationality, citizenship, age, disability, medical condition, pregnancy, or any other unlawful consideration. All your information will be kept confidential according to EEO guidelines.