Strategic Accounts Growth Executive at Skytap
Toronto, CA
The Strategic Accounts Growth Team has the goal to assume account management, advisory services, retention, and growth responsibilities for large, strategic Skytap  accounts. This team will be responsible for technology to business translation and vice versa, ensuring client exec understanding of the value of Skytap, garnering sponsorship required, and ensuring promotion of strategic and technical projects underway. You will do this with deep industry understanding, and leveraging existing executive relationships, building new  business unit relationships with a perspective of the unique challenges facing the client’s business and how Skytap can provide value.

You will be responsible for:

    • Building and deepening executive relationships with strategic customer base to help influence their long-term technology and business decisions. Add value and be viewed as a trusted advisor by bringing compelling insights and ideas with follow through execution.
    • Leading detailed account strategy in generating and developing business growth opportunities, working cross-functionally with multiple lines of business including Skytap Partners, maximizing business impact and opening up opportunities with large enterprise customers.
    • Running and managing complex global account(s) with multiple opportunities across different functions with forecast and budgetary accuracy, serving as the primary customer contact for all adoption-related activities.

You are someone who has:

    • Experience working with and managing partners in complex implementation projects.
    • A track record of success with large complex commercial and legal negotiations, working with Procurement, Legal, and Business teams
    • Deep aptitude for technology with the ability to be the “voice of the customer” - understand Skytap platform features, customer roadmap requirements, and translate that to Product and Engineering requests
    • Industry knowledge specific to the prospects/customers being covered
    • The ability to work with sales engineers and customer technical leads to inventory existing software landscape, define migration plans, and build business cases for migrations
    • The ability to influence decisions at the executive level and build relationships
    • 15 years of experience selling Infrastructure Software, databases, analytic tools, or applications software with a track record in exceeding sales goals.