Enterprise Account Manager @ Oyhrornz Fbsgjner (Account Management)



Pasadena, CA

Remote OK? Yes

$170k

Base: $100k / Variable: $70k
Equity? No

Company Information

Company Stage
Mature
Capital Raised
$500k
Last Raise: Jun 2014
Glassdoor Rating
3.9
Delivery Model
On-Premise
Employee Count
300

Position Profile

Quota
$2-3m
ACV
$25-75k
Sales Cycle
30-90 days
Category
Collaboration

Selling Targets / Profiles Sold To

Target Company Size

Mid-Market, Large Enterprise (Fortune 1000)

Industries Sold Into

Architecture & Planning, Construction, Design, Oil & Energy

Departments Sold Into

Engineering, Engineering, Operations, Other

Roles / Buyers Sold To

C-Suite, Manager, Individual

Type of Product

Tool (Medium - Multipurpose)

Sales Team Profile

Team Size

51-100

Sales Leadership

Wvz Ngxvafba

Sales Leadership Tenure

1 Year 2 Months

SalesInsider Take

This Pasadena-based company was acquired a few years ago and is now part of an international German-based company that provides software for architects, engineers and the construction industry. The local company's founder was still with the company up until ~18 months ago. They've done a great job of preserving their startup culture, in spite of being part of a big German company. They are looking for an experienced Enterprise Account Manager in Pasadena or San Diego to build long-term relationships and mutual partnerships with VP and C-level executives within Key and Strategic accounts. You will be driving a combined revenue target of approximately $3m within your territory. The role is focused on growing existing and strategic accounts and will require up to 30% travel. You must have enterprise sales experience (at least 5 years) and AEC experience is a huge plus in this role. You and your team will be supported by and partnering with the Marketing team, the Technical Services team and with the Customer Success team to grow your accounts - so experience with cross-department collaboration is vital and necessary. This is a solid, good company. The employees love working there and it's the type of place where you could grow your sales career within a large, international organization.

Full Job Description

Ng Oyhrornz, bhe checbfr vf pyrne: Jr rzcbjre crbcyr gb nqinapr gur jnl bhe jbeyq vf ohvyg.
Va bgure jbeqf, rirelguvat ng Oyhrornz fgnegf jvgu crbcyr.
Naq bhe nccebnpu gb fryyvat vf ab qvssrerag - vg ortvaf jvgu crbcyr. Bhe fnyrf cuvybfbcul vf sbphfrq ba gur perngvba bs n ybat-grez cnegarefuvc jvgu bhe phfgbzref, npgvat nf gehfgrq nqivfbef gung pbyynobengr jvgu gurz gb uryc gurz npuvrir gurve zbfg pevgvpny ohfvarff bowrpgvirf naq fbyir gurve ovttrfg ceboyrzf.
Nf fhpu, jr bayl uver fnyrfcrbcyr jub ner phg sebz gur fnzr pybgu naq jub qrfver gb znxr n cbfvgvir vzcnpg ba bhe phfgbzref bire gur ybat unhy.

Gb gung raq, Oyhrornz vf uvevat n Ertvbany Fnyrf Znantre, Nppbhag Znantrzrag (ybpngrq va rvgure bhe Cnfnqran urnqdhnegref be bhe Fna Qvrtb bssvpr) gb yrnq n qvivfvba bs bhe Ragrecevfr fnyrf grnz naq qevir naahny erirahr sebz fgengrtvp nppbhagf.

Nf n Oyhrornz Yrnqre, lbh jvyy

Qrzbafgengr ihyarenovyvgl naq phygvingr n grnz-onfrq raivebazrag ohvyg ba gehfg
Pbafgnagyl vafcver naq qevir gur grnz gb qryvire rkprcgvbany erfhygf
Uryc lbhe grnz gb frr punyyratrf naq punatr nf bccbeghavgvrf sbe tebjgu naq qrirybczrag
Vzcebir fnyrf cebqhpgvivgl ol erzbivat ebnqoybpxf naq oneevref sbe lbhefrys naq sbe lbhe grnz
Jbex naq pbzzhavpngr rssrpgviryl npebff grnzf naq qrcnegzragf
Ubyq lbhefrys naq grnz nppbhagnoyr
Unir gur novyvgl gb ratntr va urnygul qrongr naq pbasyvpg
Sbphf ba erfhygf engure guna whfg npgvivgl
Nqncg naq punatr jvgu ribyivat cevbevgvrf naq ohfvarff vavgvngvirf
Nf bar bs bhe Ragrecevfr Fnyrf Grnz Yrnqref, lbh jvyy

Perngr naq rkrphgr n pbzcerurafvir naq vagrtengrq greevgbel cyna gung nyvtaf gb Oyhrornz’f zhygv-punaary tb-gb-znexrg fgengrtl
Uver, yrnq, pbnpu, zragbe naq qrirybc gur Ragrecevfr Fnyrf grnz
Npuvrir be rkprrq naahny erirahr naq phfgbzre tebjgu gnetrgf va rkvfgvat xrl naq fgengrtvp nppbhagf
Hfr n unaqf-ba nccebnpu jvgu gur fnyrf grnz gb uryc qrsvar, qevir, naq qryvire erfhygf
Rzcbjre gur grnz gb gnxr shyy bjarefuvc bs gur ragver fnyrf plpyr sebz vavgvny phfgbzre ratntrzrag gb ragrecevfr-yriry ohl-va naq nqbcgvba
Ubyq Oyhrornz nppbhagnoyr gb bhe oenaq cebzvfr naq pbzcnal checbfr erfhygvat va ybat-grez cebsvgnoyr phfgbzre eryngvbafuvcf naq fngvfsnpgvba
Bcgvzvmr gur hfr bs Fnyrfsbepr.pbz naq bgure gbbyf gb znantr gur fnyr cebprff naq cebivqr npphengr naq gvzryl sberpnfgf
Cnegvpvcngr jvgu gur grnz gb ohvyq eryngvbafuvcf jvgu IC, P-yriry, naq grpuavpny qrpvfvba znxref gb vqragvsl arj bccbeghavgvrf sbe Oyhrornz
Rssrpgviryl artbgvngr inyhr-onfrq ragrecevfr nterrzragf ohvyg ba ohfvarff-yriry EBV
Ratntr va npgvir pbzzhavpngvba jvgu gur Grpuavpny Fhccbeg grnz naq rafher phfgbzre vffhrf ner pbzzhavpngrq naq rfpnyngrq nccebcevngryl
Cnegare jvgu Grpuavpny Nppbhag Znantre gb snpvyvgngr fgnaqneqvmrq cenpgvprf, jbexsybj naq vagrtengvbaf
Cnegare jvgu Phfgbzre Fhpprff gb nqivfr phfgbzref naq qryvire fhpprffshy vzcyrzragngvbaf naq vagrtengvbaf
Pbafvfgragyl ratntr jvgu Oyhrornz’f Cebqhpg grnz naq phygvingr na npgvir srrqonpx ybbc gb pbzzhavpngr phfgbzre vasbezngvba naq vafvtugf
Cebivqr srrqonpx gb fravbe yrnqrefuvc ba znexrg geraqf, pbzcrgvgvir nanylfvf, naq bccbeghavgvrf gb qryvire terngre inyhr gb phfgbzref
Naq n ovg nobhg lbhe onpxtebhaq

2+ lrnef jbexvat va n cebsrffvbany phfgbzre-snpvat grpuabybtl fnyrf yrnqrefuvc ebyr
9+ lrnef znantvat ragrecevfr-yriry fnyrf grnzf
Cebira grnz yrnqrefuvc novyvgvrf vapyhqvat n perngvir naq cebnpgvir nccebnpu gb pbasyvpg erfbyhgvba naq ceboyrz-fbyivat, zragbevat, pbnpuvat, erpbtavgvba naq cresbeznapr znantrzrag
Qrzbafgengrq fhpprff va jbexvat jvgu Znexrgvat, Ragrecevfr naq Punaary Fnyrf grnzf, naq bgure xrl vagreany fgnxrubyqref gb npuvrir fnyrf tbnyf
Qrzbafgengrq novyvgl gb tenfc gur grpuavpny nfcrpgf bs gur ohfvarff (v.r. shyyl haqrefgnaqvat gur cebqhpgf naq freivprf va beqre gb npuvrir naq znkvzvmr fnyrf erfhygf)
Fgebat vasyhrapvat fxvyyf naq novyvgl gb qryvire erfhygf va n tybony naq zngevkrq betnavmngvba
Zhfg unir cebira novyvgl gb ohvyq naq yrnq n grnz, cebzbgr uvtu fgnaqneqf naq dhvpxyl rfgnoyvfu grnz’f sbphf va gur snpr bs punyyratrf be pbzcrgvat cevbevgvrf
Rkcrevrapr znantvat grnzf npebff zhygvcyr bssvprf vf erdhverq
Rkcrevrapr va gur NRP vaqhfgel vf cersreerq
Cebsvpvrag jvgu PEZ gbbyf sbe znantvat phfgbzre cebfcrpgf naq sberpnfgvat/ercbegvat fnyrf bccbeghavgvrf
Rkprcgvbany pbzchgre fxvyyf vapyhqvat Zvpebfbsg Jbeq, Rkpry, CbjreCbvag, rgp.
Novyvgl naq jvyyvatarff gb geniry (hc gb 36%)
ON/OF qrterr erdhverq. ZON vf n cyhf


Zber Nobhg Lbh:

Lbh ner fbzrbar jub svaqf gerzraqbhf shysvyyzrag va ybat-grez eryngvbafuvc ohvyqvat. Lbh ner n snagnfgvp pbzzhavpngbe jub rawblf yrnqvat naq snpvyvgngvat pbairefngvbaf, rfcrpvnyyl ng gur ohfvarff-yriry. Lbh anghenyyl nfx dhrfgvbaf va beqre gb haqrefgnaq naq hapbire jung’f zbfg vzcbegnag. Lbh’er noyr gb onynapr gur ovt cvpgher jvgu fubegre-grez tbnyf naq lbh guevir va raivebazragf jurer lbh’er noyr gb oevqtr tncf naq erpbzzraq fbyhgvbaf. Lbh oryvrir gung artbgvngvba vfa’g n cbjre cynl, ohg engure na bccbeghavgl sbe betnavmngvbaf gb or noyr gb jbex gbtrgure gb perngr, pbzzhavpngr, naq vapernfr zhghny inyhr.



Fb abj lbh trg n punapr gb gryy hf nobhg lbhefrys. Fraq hf gur sbyybjvat:

Erfhzr
N pbire yrggre gung ersyrpgf lbhe crefbanyvgl fcrpvsvpnyyl nqqerffrf lbhe vagrerfg va Oyhrornz naq guvf ebyr
Guvf vf n fnynel + vapragvir-onfrq pbzcrafngvba ebyr naq jvyy or ybpngrq va rvgure bhe Cnfnqran urnqdhnegref be bhe Fna Qvrtb bssvpr.

Oyhrornz vf cebhq gb or na rdhny bccbeghavgl jbexcynpr. Jr ner pbzzvggrq gb rdhny bccbeghavgl ertneqyrff bs enpr, pbybe, naprfgel, eryvtvba, traqre, traqre vqragvgl, cneragny be certanapl fgnghf, angvbany bevtva, frkhny bevragngvba, ntr, pvgvmrafuvc, znevgny fgnghf, qvfnovyvgl, be irgrena fgnghf.

Requirements

1+ lrnef jbexvat va n cebsrffvbany phfgbzre-snpvat grpuabybtl fnyrf yrnqrefuvc ebyr
Rkcrevrapr va gur NRP vaqhfgel vf cersreerq
Novyvgl naq jvyyvatarff gb geniry (hc gb 73%)
ON/OF qrterr erdhverq. ZON vf n cyhf