企业服务经理，专业服务销售（东南亚/大中华区）
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Enterprise Services Manager, Professional Services Sales (SEA/GCN)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
Stripe 的专业服务销售团队与我们最具战略意义的用户合作；你将帮助客户加速他们在 Stripe 上的增长和采用。该职位负责在售前阶段主导战略对话，为领先企业转型支付和金融基础设施，最终通过我们的专业服务产品推动收入增长。
你将做什么
作为企业服务销售，你将向战略客户销售大型专业服务项目，并通过与潜在用户建立关系并将其转化为满意的 Stripe 用户，推动 Stripe 未来的增长引擎。
职责
• 负责企业公司的整个专业服务销售周期。
• 与客户经理合作，在指定客户名单上制定客户计划，旨在赢得并扩展与企业客户的专业服务业务。
• 通过管理和预测预订量来推动专业服务的成功。
• 利用专业服务及合作伙伴产品中的服务，制定与客户业务成果相匹配的定制方案。
• 就构建业务向客户组织的高级领导层提供建议
岗位职责
作为企业服务销售，你将向战略客户销售大型专业服务项目，并通过与潜在用户建立关系并将其转化为满意的 Stripe 用户，推动 Stripe 未来的增长引擎。
• 负责企业公司的整个专业服务销售周期。
• 与客户经理合作，在指定客户名单上制定客户计划，旨在赢得并扩展与企业客户的专业服务业务。
• 通过管理和预测预订量来推动专业服务的成功。
• 利用专业服务及合作伙伴产品中的服务，制定与客户业务成果相匹配的定制方案。
• 就构建数字化转型的业务案例向客户组织的高级领导层提供建议。
• 主导与客户的售前研讨会，重点关注战略、愿景、需求发现和评估。
• 塑造专业服务交易，并构建和谈判合同/工作说明书。
• 与产品和工程团队互动，为大型客户影响产品战略。
• 与 GTM 合作伙伴高效协作，整合互补战略并推动共同增长目标。
• 用用户洞察为交付团队做好准备，以确保交付与期望的业务成果保持一致。
任职要求
我们正在寻找符合该职位最低要求的人选。如果你符合这些要求，我们鼓励你申请。优先资格是加分项，而非要求。
最低要求
• 8 年以上专业服务销售经验，最好是在科技公司或咨询公司，并拥有顶尖业绩记录。
• 在售前和销售大型服务项目方面有成熟经验，并且在合同和工作说明书（SOW）制定方面也有经验。
• 展现出使用颠覆性技术主导大型转型项目的能力。
• 在我们最大客户合作的紧迫性和重要性中茁壮成长，在平衡相互竞争的优先事项的同时实现既定目标。
• 能够理解复杂业务需求并制定量身定制的解决方案。
• 展现出在模糊环境中导航以产生战略洞察并识别机会的能力。
• 该职位要求具备普通话和英语的专业流利度，因为该职位主要与大中华区客户合作
• 了解面向战略企业客户的 SaaS 产品或技术平台相关销售周期。
• 深入理解买家旅程，并能够以高度咨询式的方式主导复杂的多方销售。
• 有与中高端市场和大型企业合作的经验。
• 拥有推动广泛利益相关方（包括工程、销售、支持、产品、营销、数据科学和高级领导层）跨职能协同以实现增长目标的成熟业绩记录。
• 有构建和扩展进入市场（GTM）增长体系的经验，包括制定战略、流程和运营模式。
• 展现出在团队内打造强大增长文化的能力。
• 有增长阶段互联网/软件公司和/或支付行业的背景。
• 熟悉 API 及其在数字解决方案中的作用。
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
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
Stripe’s Professional Services Sales team works with our most strategic users; You will help customers accelerate their growth and adoption on Stripe. This role is responsible for leading strategic conversations during pre-sales that will transform the payments and financial infrastructure for leading enterprises, ultimately driving revenue growth through our professional service offerings.
What you’ll do
As an Enterprise Services Seller, you will sell large Professional Services engagements to strategic clients and drive Stripe’s future growth engine by building relationships with prospective users and turning them into happy Stripe users.
Responsibilities
• Own the entire Professional Services sales cycle for enterprise companies.
• Partner with Account Executives on named account lists to develop account plans aimed at winning and expanding Professional Services business with enterprise clients.
• Drive the success of Professional Services by managing and forecasting bookings.
• Craft custom proposals that align with clients' business outcomes, utilizing services across Professional Services and partner offerings.
• Advise senior leadership in customer organizations on building busines
岗位职责
As an Enterprise Services Seller, you will sell large Professional Services engagements to strategic clients and drive Stripe’s future growth engine by building relationships with prospective users and turning them into happy Stripe users.
• Own the entire Professional Services sales cycle for enterprise companies.
• Partner with Account Executives on named account lists to develop account plans aimed at winning and expanding Professional Services business with enterprise clients.
• Drive the success of Professional Services by managing and forecasting bookings.
• Craft custom proposals that align with clients' business outcomes, utilizing services across Professional Services and partner offerings.
• Advise senior leadership in customer organizations on building business cases for digital transformation.
• Lead pre-sales workshops with customers, focusing on strategy, vision, discovery, and assessment.
• Shape Professional Services deals, and build and negotiate contracts/Statements of Work.
• Engage with Product and Engineering teams to influence product strategy for large clients.
• Collaborate effectively with GTM partners to integrate complementary strategies and drive mutual growth objectives.
• Prepare the delivery team with user insights to ensure that the delivery aligns with the desired business outcomes.
任职要求
We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement.
Minimum requirements
• 8+ years of professional services sales experience, preferably at a technology company or a consulting firm, with a track record of top performance.
• Proven experience in pre-sales and sales of sizable service engagements, as well as in contract and Statement of Work (SOW) development.
• Demonstrated ability to lead large transformational engagements using disruptive technologies.
• Thrives on the urgency and importance of working with our largest customers, achieving set objectives while balancing competing priorities.
• Ability to understand complex business requirements and develop tailored solutions.
• Demonstrated ability to navigate ambiguity to produce strategic insights and identify opportunities.
• Professional fluency in Mandarin Chinese and English is required for this role, as it involves working primarily with clients within the Greater China region
• Knowledge of the sales cycles associated with a SaaS product or technology platform for strategic enterprise customers.
• An in-depth understanding of the buyer journey and the ability to lead complex, multi-party sales in a highly consultative manner.
• Experience working with upper middle market and enterprise companies.
• A proven track record of driving cross-functional alignment among a broad set of stakeholders, including engineering, sales, support, product, marketing, data science, and senior leadership, to achieve growth targets.
• Experience in building and scaling a go-to-market (GTM) growth discipline, including the development of strategy, processes, and operating models.
• Proven ability to create a strong growth culture within a team.
• Background in a growth-stage internet/software company and/or the payments industry.
• Familiarity with APIs and their role in digital solutions.