客户经理 - 东南亚，平台（增长方向）
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Account Executive - SEA, Platforms (Grower)Stripe · 新加坡
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职位描述
机器翻译我们是谁
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抱负的初创公司——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。这意味着你拥有一个前所未有的机会，在从事你职业生涯中最重要工作的同时，让全球经济触手可及。
关于团队
平台销售团队与 B2B 软件平台合作，帮助他们使用我们的 Stripe Connect 产品为其客户促成付款。软件平台，也称为 B2B Indirect，是服务于其他企业的软件平台业务。已经在使用 Stripe 的平台包括 Shopify、Lightspeed 和 Mindbody。
作为 Stripe 平台团队的重要成员，你将驾驭复杂的组织，并找出 Stripe 能够超越期望的方式。我们正在构建新事物，制定我们的销售流程、我们的价值主张，并协助创建关键工具和资产，我们正在寻找先驱者加入我们这段冒险。
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！
你将做什么
作为负责东南亚地区的平台客户经理，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。
你将驾驭复杂的组织，并找出 Stripe 如何帮助他们在整个业务中实现金融服务变现。我们在构建这一专业领域方面仍处于早期阶段，需要制定我们的销售流程、完善价值主张，并创建本地化的关键工具和资产。我们正在寻找先驱者加入我们这段冒险！
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！
职责
• 负责从中端偏上市场和企业客户从线索到成交的完整销售周期
岗位职责
作为负责东南亚地区的平台客户经理，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。
你将驾驭复杂的组织，并找出 Stripe 如何帮助他们在整个业务中实现金融服务变现。我们在构建这一专业领域方面仍处于早期阶段，需要制定我们的销售流程、完善价值主张，并创建本地化的关键工具和资产。我们正在寻找先驱者加入我们这段冒险！
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！
• 负责中端偏上市场和企业客户从线索到成交的完整销售周期，在竞争性流程中展示 Stripe 的价值，并以顾问式方式运用 Stripe 解决方案中高度技术化的产品知识
• 识别并接触高潜力的现有 SaaS 平台，与其建立长期战略关系
• 与现有用户中多个职能（例如工程、产品和财务）的负责人合作，主导复杂的产品工作坊和财务分析
• 制定外拓策略，在东南亚市场内创造并培育机会
• 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
• 与新客户和现有客户的高管利益相关者建立关系
任职要求
你是一位娴熟的企业销售人才，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。你拥有与东南亚中端偏上市场和企业公司合作的经验。你对开发潜在客户感到兴奋，并能够独立主导从开始到结束的销售周期。你对买方旅程有深入理解，并能够以高度顾问式的方式主导复杂的多方销售。你习惯于在竞争性情境中创造价值，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。最后，你享受建设——你喜欢积极参与我们的销售流程制定、价值主张阐述，以及关键工具和资产的创建。
最低要求
• 7 年以上在一家 API 优先的公司直接向东南亚地区销售技术产品或服务的经验，并有顶尖业绩记录
• 有推动销售流程从初始阶段到成交的可靠业绩记录，能够主导复杂的多方销售。SaaS 平台信任 Stripe 帮助他们实现金融服务变现，而你已展示出顾问式销售方法，能够快速理解其潜在变现策略，并能够帮助你的潜在客户阐述嵌入金融服务以创建 SaaS 平台业务单元的价值主张。
• 出色的倾听能力，以及快速成为软件公司内技术和财务组织中决策者可信赖资源的能力
• 理解复杂技术问题并理解 Stripe 解决方案如何解决这些问题的能力。你有信心理解 Stripe 的 API，并在 Stripe 工程师支持下进行技术讨论。
• 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
• 能够在高度模糊且快节奏的环境中运作
• 对技术和金融科技有强烈兴趣
• 对 CRM 卫生有严谨的方法，并有经验在每周/每季度基础上使用全面的销售预测指标，并以简洁方式传达这些指标
• 对现有和发展中的支付技术有知识和理解
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职位描述
Who we are
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.
About the team
The Platform Sales team works with B2B Software Platforms to help them facilitate payments for their customers using our Stripe Connect product. Software Platforms, also known as B2B Indirect, are software platform businesses who serve other businesses. Platforms already using Stripe include Shopify, Lightspeed and Mindbody.
As a key member to the Stripe Platforms team, you will navigate complex organizations and identify ways Stripe can exceed expectations. We’re building something new, developing our sales process, our value proposition and assisting in the creation of key tools and assets, we’re looking for pioneers to join us on this adventure.
If you’re motivated, smart, persistent, and a great teammate, we want to hear from you!
What you’ll do
As a Platform Account Executive for the Southeast Asia region, 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.
You will navigate complex organisations and identify ways Stripe can help them monetise financial services across their business. We’re early in building this specialisation with the need to develop our sales process, refine the value proposition and create localised set of key tools and assets. We’re looking for pioneers to join us on this adventure!
If you’re motivated, smart, persistent, and a great teammate, we want to hear from you!
Responsibilities
• Own the full sales cycle from lead to close for upper middle market and enterprise compani
岗位职责
As a Platform Account Executive for the Southeast Asia region, 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.
You will navigate complex organisations and identify ways Stripe can help them monetise financial services across their business. We’re early in building this specialisation with the need to develop our sales process, refine the value proposition and create localised set of key tools and assets. We’re looking for pioneers to join us on this adventure!
If you’re motivated, smart, persistent, and a great teammate, we want to hear from you!
• Own the full sales cycle from lead to close for upper middle market and enterprise companies to showcase Stripe value in competitive processes, and consultatively apply highly-technical product knowledge from Stripe solutions
• Identify and engage with high-potential existing SaaS Platforms, building long term, strategic relationships with them
• Work with leaders from multiple functions (e.g., Engineering, Product, and Finance) at existing users to lead complex product workshops and financial analyses
• Develop outbound strategies to create and nurture opportunities within Southeast Asia Market market
• Build and maintain key relationships with C-level executives, while orchestrating the right executive touch points as well
• Develop relationships with executive stakeholders at new and existing clients
任职要求
You are an adept Enterprise salesperson, 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 in Southeast Asia. You get excited about prospecting, and are capable of independently leading a sales cycle from start to finish. 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. 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.
Minimum requirements
• 7+ years of experience of directly selling a technology product or service to the Southeast Asia region 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. SaaS Platforms are trusting Stripe to help them monetise financial services, and you have demonstrated a consultative approach to sales, are quick to understand their potential monetisation strategy, and are able to help your prospects articulate the value proposition of embedding financial services to create a SaaS Platform business unit.
• 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. You are confident in understanding Stripe’s API and having technical discussion with support from Stripe engineers.
• A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and fintech
• Fastidious approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner
• Knowledge and understanding of existing and developing payments technologies