Partner Account Executive

Summary

The job is for a remote Account Executive position at JumpCloud, responsible for selling the company's cloud-based Open Directory Platform to small to medium enterprises in Australia & New Zealand. The role requires relevant sales experience, preferably in a SaaS organization, and a minimum of 5 years of sales experience selling a SaaS product.

Requirements

• Relevant sales experience, preferably in a SaaS organization
• Experience managing a pipeline and managing the sales cycle for large contracts
• Relevant experience building and managing partner networks; experience working with partners from the Identity Access Management partner ecosystem (in particular Google Workspace, Okta, …) is desired
• Excellent communication skills both with customers and within an organization
• Proven negotiation skills
• Strong track record of navigating within large organizations
• Ability to develop senior level relationships quickly and effectively
• Experience presenting to senior managers and the C-suite
• Ability to manage multiple opportunities simultaneously at various stages of the buying process
• Takes an active interest in increasing customer satisfaction and deepening customer relationships
• Ability to orchestrate and collaborate with cross-functional teams
• Ability to be flexible and adaptive
• Minimum 5 years sales experience selling a SaaS product
• Exceptional track record of targeting and closing deals with medium to large enterprise customers
• BA or BS preferred

Responsibilities

• Help prospective customers understand our Open Directory Platform and how we can solve their various IT challenges that typically cover user management, device management, access control and security
• Manage the sales lead generation process
• Establish lasting relationships with senior executives and decision-makers
• Prospect target contacts in assigned territory to sell the Jumpcloud Partnership/value proposition  and close opportunities passed from outbounding / aligned SDRs
• Consistently achieve selling activity KPIs to build and progress pipeline
• Participate and help lead ad-hoc sales campaigns to generate new prospects/opportunities
• Provide guidance and coaching to aligned Sales Development Reps
• Develop relationships by selling and creating value for our full solution stack through product/industry mastery & expertise and applied competitive insights
• Build JumpCloud  awareness at all levels of an organization
• Deliver accurate forecasts and manage opportunities to Jumpcloud’'s sales process. Lead in SFDC disciplines
• Identify customer needs to ensure customer success
• Collaborate with other members of the commercial team (marketing, solutions engineers,account managers, leadership, etc.) to build strategic adoption plans for customers
• Prepare and educate customers on new features and releases
• Monitor and identify adoption and utilization trends
• Serve as the voice of the customer and collect feedback to drive continuous  Improvement across all areas including product
• Handle all customer communication and organize/escalate issues appropriately including billing, legal, security, and technical inquiries
• Drive JumpCloud value creation through proactive outreach to key accounts