An ideal candidate would have experience with selling / account management in technology products sector, and previous experience in a SaaS / Software company
What you will do:
Work with existing customer accounts (Enterprise level customers in Retail, eCommerce, Finance, Telecom sectors) to achieve and exceed targets in renewing on-going contracts, and upselling products and consulting & implementation services;
Sales strategy: develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in existing customers and leverage to drive strategy through organization;
Systematically and strategically build and develop C-level relationships with decision-makers within accounts to ensure their involvement in the projects, acknowledgment of the value, customer satisfaction, retention, and expanding;
Handle budget cycles and approval / purchase procedures within accounts to ensure timely approvals of renewals, T&C adjustments, and upsell deals;
Trusted advisor: establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Build a foundation on which to harvest future business opportunities and accurate account information and coaching;
Customer Acumen: actively understand each customer’s business specifics, strategic growth plans, technology strategy, and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect;
Territory and Account Leadership: lead designated territory, including accounts, account relationships, profiling, and sales cycles. Encourage all accounts to become company references. Handle all aspects of the sales cycle to close renewal & upsell deals;
Maintain close relationships with Stellar Labs technology partners (Dynamic Yield, Algolia, Persado, Anagog, etc.) to liaise on upsell and renewal terms & conditions to close deals with accounts, actively understand products, roadmaps, cases and global expertise, new features and industry trends to keep acumen and be able to communicate the value and development opportunities to customers;
Considering the company’s ever-growing technology portfolio, keep systematic and close contact with customers in order to understand their needs and challenges, discover sales opportunities, and offer relevant solutions in time;
Collaborate with internal team (Customer Success, Sales, Sales Engineering, Consultants, Marketing, Management, Finance / Legal) as well as external teams (vendors, partners), and orchestrate the wide joint-team efforts throughout the sales cycle until the final deal closing;
Continuously and systematically gain and enrich your knowledge about the products in the company portfolio, technologies used, cases implemented, global expertise, and best-practices, in order to be capable of delivering meaningful consultative sales to the customers.
We are looking for:
6+ years of sales experience with enterprise-level customers (Retail, eCommerce, Finance, Telcos, etc.);
Experience with selling / account management in technology products sector, and previous experience in a SaaS / Software company (experience of working with MarTech, eCommerce or Personalization solutions is a plus);
Strong influencer with exceptional negotiation and communication skills;
Solid network in the eCommerce sector;
Ability and desire to understand new technology products quickly;
High-calibre communication, persuasion, negotiation, and presentation skills, with a fluent, written, and spoken Russian & English;
Smart, proactive, self-driven. and highly-motivated person who shares Stellar Labs ideology and values including integrity, involvement, highest-level professionalism, commitment, and inspiration.
What we offer:
Selling high-end best-of-breed technologies like:
Dynamic Yield (#1 Personalization platform in Gartner Magic Quadrant),
Algolia (#1 Search Engine in G2 Grid),
Persado (one-of-a-kind AI marketing platform for copywriting personalization).
Anagog (one-of-a-kind AI solution for mobile personalization based on offline/physical data).
Selling large scale and remarkable projects with huge opportunities for growth and monetary compensation (sales bonuses);
Opportunity for gaining a unique experience of bringing the game-changing technologies and projects that deliver significant results (such as double-digit growth of Conversion Rates and Online Revenues) for customers, who are the top market players, within an observable timeline (months);
Working in an amazing, exciting, and comfortable environment within a friendly team of like-minded people.