平台客户经理（猎手型）
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Account Executive, Platforms (Hunter)Stripe · Chicago, Illinois
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职位描述
机器翻译关于 Stripe
Stripe 是一个面向企业的金融基础设施平台。数百万家公司——从全球最大的企业到最有雄心的初创公司——都在使用 Stripe 来接受付款、增长收入并加速新的商业机会。我们的使命是提升互联网的 GDP，而我们面前还有大量工作要做。这意味着，在从事你职业生涯中最重要的工作的同时，你将拥有一个前所未有的机会，让全球经济触手可及。
岗位职责
作为客户经理（新业务），你将通过帮助全球最具创新性和增长最快的软件平台理解 Stripe 的在线商务基础设施如何让支付成为其业务的竞争优势，来促成 Stripe 与这些平台之间的合作伙伴关系。
• 直接管理和培育指定客户名单，并制定客户计划，以赢得并拓展与中高端市场及企业客户的业务
• 建立并维护与 C 级高管的关键关系，同时协调合适的执行层接触点
• 参与塑造我们的平台合作战略，并构建可重复的流程和规模化互动模式
• 制定外拓战略以创造并培育机会
• 负责从中高端市场及企业客户从线索到成交的完整销售周期
• 与新的和现有客户的高管利益相关者建立关系
• 与来自多个职能的公司领导者（例如工程、产品和财务）合作，主导复杂的产品研讨会和财务分析
• 领导并参与团队项目，以开发和优化我们的销售流程
• 与产品和工程团队互动，帮助推动产品战略
任职要求
你是一位娴熟的销售人员和关系管理者，能够在组织的多个层级进行业务层面和技术层面的对话，包括 CTO、COO 和 CFO。你有与中高端市场及企业客户合作的经验。你对买家旅程有深入理解，并能够以高度顾问式的方式主导复杂的多方销售。你习惯于在竞争激烈的环境中创造价值，并喜欢从事需要深入产品理解并结合技术知识的产品。你天生善于分析，喜欢深入研究商业模式，并帮助客户量化其投资决策。你对潜在客户开发感到兴奋，并且能够独立主导从开始到结束的销售周期。最后，你乐于建设——你喜欢积极参与我们的销售流程开发、价值主张阐述，以及关键工具和资产的创建。
如果你积极主动、聪明、坚持不懈，并且是优秀的团队成员，我们期待你的消息！
最低要求
• 5 年以上销售经验，最好销售技术产品，并有顶尖业绩记录
• 拥有直接销售技术产品或服务的丰富经验，最好是在 API 优先的公司，并有顶尖业绩记录
• 有通过以高度顾问式的方式主导复杂的多方销售，将销售流程从启动推进到成交的可靠记录，理解战略并应用价值主张
• 出色的倾听能力，能够迅速成为软件公司技术和财务组织中决策者信赖的资源
• 能够理解复杂的技术问题，并理解 Stripe 的解决方案如何解决这些问题
• 在遇到成功阻碍时，无论外部还是内部，都保持积极态度和不懈的工作 ethic
• 出色的演示技能
• 有主导涉及定制商业协议的复杂谈判的可靠能力
• 卓越的口头和书面沟通能力
• 能够在高度模糊且快节奏的环境中运作
• 对技术有强烈兴趣，并对该领域有深入理解
• 对 CRM 卫生有严谨的态度，并有在每周/每季度使用全面销售预测指标并以简洁方式传达这些指标的经验
• 有支付经验者优先
以上内容由机器翻译自动生成，可能存在错误；投递前请以雇主原文为准。
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职位描述
About Stripe
Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career.
岗位职责
As an Account Executive (New Business), you will create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world by helping them to understand how Stripe’s online commerce infrastructure can make payments a competitive advantage for their businesses.
• Directly manage and nurture a named account list and develop account plans for winning and expanding business with upper middle market and enterprise companies
• Build and maintain key relationships with C-level executives, while orchestrating the right executive touch points as well
• Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models
• Develop outbound strategies to create and nurture opportunities
• Own the full sales cycle from lead to close for upper middle market and enterprise companies
• Develop relationships with executive stakeholders at new and existing clients
• Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyses
• Lead and contribute to team projects to develop and refine our sales process
• Engage with Product and Engineering teams to help drive product strategy
任职要求
You are an adept salesperson and relationship manager capable of engaging in business-level and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO. You have experience working with upper middle market and enterprise companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You are naturally analytical and enjoy digging into business models and helping customers quantify their investment decisions. You get excited about prospecting, and are capable of independently leading a sales cycle from start to finish. Finally, you enjoy building – you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets.
If you’re motivated, smart, persistent, and a great teammate, we want to hear from you!
Minimum requirements
• 5+ years of sales experience, preferably selling a technical product, with a track record of top performance
• Extensive experience directly selling a technology product or service, preferably at an API-first company, with a record of top performance
• A proven track record of moving sales processes forward from inception to close by leading complex, multi-party sales in a highly consultative manner, understanding strategies and applying value proposition
• Great listening skills and ability to quickly become a trusted resource for decision-makers across technology and finance orgs within software companies
• An ability to understand complex technical problems and understand how Stripe’s solutions can address them
• A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal
• Strong presentation skills
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Superior verbal and written communication skills
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and a deep understanding of the space
• Fastidious approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner
• Payments experience is preferred