Account Executive, Strategic

Posted Mar 1

Docker is a remote first company with employees across Europe, APAC and the Americas that simplifies the lives of developers who are making world-changing apps. We raised our Series C funding in March 2022 for $105M at a $2.1B valuation. We continued to see exponential revenue growth last year. Join us for a whale of a ride!

The Senior 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: 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 German & Swiss enterprises, demonstrating a successful track record of meeting or exceeding targets, preferably in a developer tooling, cloud, or open source scale-up.
  • 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 

What to expect in the first 30 days:

  • Understanding the Company and Product: Gain a deep understanding of the company's products or services, value proposition, and the competitive landscape. This includes completing all necessary onboarding training and familiarizing oneself with the company culture and processes.
  • Relationship Building: Begin to establish relationships with key internal stakeholders, including sales, marketing, product, and customer support teams. Understanding their roles and how they can contribute to the success of strategic accounts is crucial.
  • Client Familiarization: Start to get acquainted with the portfolio of strategic accounts, including reviewing account histories, previous interactions, and current contracts or agreements. Initial meetings with some key clients may also take place to introduce yourself as their new point of contact.

What to expect in the first 90 days:

  • Strategic Planning: Develop detailed strategic plans for each key account, identifying opportunities for growth, potential challenges, and strategic objectives. This should be done in collaboration with clients and internal teams.
  • Performance Metrics: Establish clear KPIs for success within your accounts, aligned with both client expectations and company goals. Begin tracking these metrics closely.
  • Sales and Negotiations: Start actively pursuing new business opportunities within strategic accounts, which may involve negotiating terms for contracts or renewals. Efforts to cross-sell or up-sell should also be underway.
  • Feedback Loop: Implement a process for regularly gathering and acting on client feedback to improve service delivery and client satisfaction.

What to expect in the first year:

  • Achieving Sales Targets: By the one-year mark, you should have met or exceeded the initial sales targets set for your strategic accounts. This includes successfully closing new deals and expanding business within existing accounts.
  • Strategic Account Growth: Demonstrated growth in strategic accounts through increased engagement, higher revenue, and enhanced partnership levels. Your strategic planning and execution should result in tangible benefits for both the clients and your company.
  • Relationship Depth: At this point, you should have established deep, trust-based relationships with key stakeholders within each strategic account. You're seen as a strategic advisor rather than just a sales contact.
  • Process Improvements: Identification and implementation of process improvements based on lessons learned over the year to increase efficiency, customer satisfaction, and sales effectiveness.
  • Professional Development: Continued professional growth, possibly including leadership development, advanced sales strategies, and industry knowledge enhancement to better serve strategic accounts and contribute to the company's objectives.

Success in an Account Executive Strategic role is measured not just by sales figures but by the depth of relationships built, the strategic value delivered to clients, and the positive impact on the company’s long-term growth. Regular reviews against these expectations can help in identifying areas for improvement and adjusting strategies as necessary.

Perks:

  • Freedom & flexibility; fit your work around your life
  • Home office setup; we want you comfortable while you work
  • 16 weeks of paid Parental leave
  • Technology stipend equivalent to $100 net/month
  • PTO plan that encourages you to take time to do the things you enjoy
  • Quarterly, company-wide hackathons
  • Training stipend for conferences, courses and classes
  • Equity; we are a growing start-up and want all employees to have a share in the success of the company
  • Docker Swag
  • Medical benefits, retirement and holidays vary by country

Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.

Due to the remote nature of this role, we are unable to provide visa sponsorship.

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