Senior Commercial Account Executive

Job Description

We are seeking a high-performing Senior Commercial Account Executive to join our Japanese team. As a key member of Zendesk's Commercial sales team, you will provide sales leadership and creative direction to our most highly visible customers. This is a chance to build the Platform experience at Zendesk!

As a Senior Commercial Account Executive, you love hunting for new opportunities and are able to close new accounts while maintaining existing ones. You have a passion for building and maintaining broad relationships, developing and managing opportunities, and leading a team of extended resources within Zendesk. 

You are a creative, out of the box thinker, able to articulate Zendesk’s platform vision. You can sell at the most strategic level and form a broad strategy for winning customer buy-in and implementation. 

What you'll be doing

• Lead and develop a subset of our Commercial accounts

• Create direct new business and expansion opportunities

• Collaboratively develop specific GTM strategy and plan with larger Zendesk team

• Develop detailed multi year account strategy and objectives aligned to a quarterly execution plan

• Develop and nurture CXO relationships at assigned accounts

• Identify and develop partner relationships to build a partner ecosystem working with Zendesk’s Channels and Alliances teams

• Follow Zendesk sales process, tracking all critical activities and ensuring a deep understanding of the status of a deal at every stage of the process

• Work with the Solution Architecture team to Influence product direction by facilitating structured industry forums for customer feedback to the product management, engineering and ISV teams

What you bring to the role

• At least 6+ years of Enterprise software selling experience; SaaS and CX experience strongly preferred 

• Successful record acquiring direct new business sales, Extensive experience selling into the Japan market

• Experience selling to VP and C level executives at Mid Market/Commercial segment

• Experience managing and closing complex sales-cycles using solution selling techniques

• Consistent delivery and over-achieving against targets

• Strong interpersonal and presentation skills

• Outstanding verbal and written communication skills

• Experience working in a dynamic, agile company and sales team

• Willingness to travel

#LI-ESKD

Zendeskの日本チームの一員として活躍していただける、高い実績を持つシニア・コマーシャル・アカウント・エグゼクティブを募集しています。コマーシャル営業チームの主要メンバーとして、注目度の高いお客様に対し、セールスリーダーシップとクリエイティブな方向性を提示していただきます。Zendeskでプラットフォーム体験を構築する絶好の機会です！

シニア・コマーシャル・アカウント・エグゼクティブとして、新規開拓（ハンティング）に情熱を持ち、既存顧客の維持を図りながら新規成約を勝ち取ることが求められます。幅広い人間関係の構築と維持、商談の発掘・管理、そしてZendesk内の多様なリソースからなるチームを牽引することに意欲的な方を求めています。

また、既存の枠にとらわれない独創的な思考を持ち、Zendeskのプラットフォーム・ビジョンを明確に伝える能力が必要です。戦略的なレベルでの提案を行い、顧客の合意形成や導入に向けた広範な戦略を立案できる方を募集します。

職務内容

• 担当するコマーシャル・アカウント（中堅企業層）のリードおよび発展

• 直接的な新規ビジネスおよびアップセル（拡大）機会の創出

• Zendeskの広範なチームと協力し、特定のGTM（市場進出）戦略および計画の策定

• 四半期ごとの実行計画に沿った、詳細な数カ年のアカウント戦略と目標の策定

• 担当アカウントにおけるCXO（経営層）との関係構築・育成

• チャネル＆アライアンスチームと連携し、パートナーエコシステムを構築するためのパートナー関係の特定と発展

• Zendeskのセールスプロセスに従い、すべての重要な活動を追跡し、あらゆる段階で案件の状況を深く把握

• ソリューション・アーキテクト・チームと連携し、顧客のフィードバックを製品管理、エンジニアリング、およびISVチームに伝えるための業界フォーラムを主催し、製品の方向性に影響を与える

応募資格

• 6年以上のエンタープライズ・ソフトウェア販売経験（SaaSおよびCX業界の経験者、強く推奨）

• 日本市場における直接的な新規ビジネス獲得の成功実績、および広範な販売経験

• 中堅企業（ミッドマーケット/コマーシャル・セグメント）のVPおよびCレベル（経営層）への販売経験

• ソリューション提案型セールス手法を用いた、複雑なセールスサイクルの管理および成約経験

• 目標に対する継続的な達成および過達の実績

• 優れた対人スキルおよびプレゼンテーション能力

• 卓越した口頭および書面によるコミュニケーション能力

• ダイナミックで機敏な（アジャイル）企業および営業チームでの勤務経験

• 出張が可能であること

#LI-ESKD

Hybrid: In this role, our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection, collaboration, learning, and celebration - while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific in-office schedule is to be determined by the hiring manager.

The intelligent heart of customer experience

Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.

Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.

As part of our commitment to fairness and transparency, we inform all applicants that artificial intelligence (AI) or automated decision systems may be used to screen or evaluate applications for this position, in accordance with Company guidelines and applicable law.

Zendesk is an equal opportunity employer, and we’re proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law. We are an AA/EEO/Veterans/Disabled employer. If you are based in the United States and would like more information about your EEO rights under the law, please click here.

Zendesk endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to submit this application, complete any pre-employment testing, or otherwise participate in the employee selection process, please send an e-mail to peopleandplaces@zendesk.com with your specific accommodation request.