[Hiring] Account Executive, Strategic @Docker

Role Description

The Account Executive, Strategic, is responsible for managing and expanding relationships with key strategic accounts. This role involves a deep understanding of the client's business, the ability to develop strategic plans to increase revenue, and ensuring client satisfaction through excellent service. The ideal candidate will have a proven track record in sales, exceptional communication skills, and the ability to navigate complex negotiations.

Responsibilities

• Client Relationship Management: Build and maintain strong, long-lasting customer relationships with strategic clients. Act as the main point of contact and advocate for client needs within the company.
• Strategic Business Planning: Develop a thorough understanding of key client needs and requirements. Work closely with clients to devise and implement strategic plans that align with their business goals and drive mutual growth.
• Sales Targets: Achieve and exceed sales quotas within assigned portfolio by identifying and closing business opportunities.
• Market Analysis: Conduct research and analysis to understand industry trends, competitive landscape, and client feedback to inform strategic planning and identify new business opportunities.
• Collaboration: Work with cross-functional teams (including marketing, product development, and customer service) to ensure a cohesive and comprehensive approach to market.
• Reporting and Forecasting: Provide accurate forecasts and track key account metrics. Report on the status of accounts and transactions, and monitor sales performance against goals.
• Contract Negotiation: Lead contract negotiations, ensuring favorable terms for both the client and the company.

Qualifications

• 5+ years experience selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a similar industry or role.
• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization, including executive and C-level.
• Experience delivering client-focused solutions to customer needs.
• Proven ability to manage multiple account management projects at a time while maintaining sharp attention to detail.
• Excellent listening, negotiation, and presentation abilities.
• Strong verbal and written communication skills.
• Above and beyond: Trained in Command of the Message and MEDDPICC.

Requirements

• Understanding the Company and Product: Gain a deep understanding of the company's products or services, value proposition, and the competitive landscape.
• Relationship Building: Begin to establish relationships with key internal stakeholders, including sales, marketing, product, and customer support teams.
• Client Familiarization: Start to get acquainted with the portfolio of strategic accounts, including reviewing account histories, previous interactions, and current contracts or agreements.
• Strategic Planning: Develop detailed strategic plans for each key account, identifying opportunities for growth, potential challenges, and strategic objectives.
• Performance Metrics: Establish clear KPIs for success within your accounts, aligned with both client expectations and company goals.
• Sales and Negotiations: Start actively pursuing new business opportunities within strategic accounts.
• Feedback Loop: Implement a process for regularly gathering and acting on client feedback to improve service delivery and client satisfaction.

Benefits

• Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
• Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
• Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
• Home office support – Set up your workspace for comfort and success.
• Technology stipend – Equivalent to US$100 net per month to help support your work.
• Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
• Parental leave – 16 weeks of paid parental leave after six months of employment.
• Equity for all full-time employees – Share in Docker's long-term success as we continue to grow.
• Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
• Docker swag – Because representing the whale never gets old.