The purpose of the EIC is to become Box’s most valuable tool for converting a customer — this could be during pre-sales, a new use case, or by strengthening a relationship with an existing customer. The briefing consultant is the glue that keeps delivering this vision together. Responsibilities are centered around managing briefings,providing a top-notch experience for our customers and stakeholders, increasing EIC traffic, building internal relationships with AEs & CSMs, and tracking across and within the assigned territory

Responsibilities:

 

  • Territory Management:

 

      • Reporting on EIC numbers within each territory to sales/CS Pod leadership and management
      • Utilizing territory leaderboards to drive Pod/first-line manager discussions
      • Regularly using Salesforce reporting to find sales opportunities and working with Account Executives to work on a plan to execute EICs
      • Attending territory front line manager calls on a regular basis to identify opportunities and support EIC questions
      • Using reporting to identify opportunities with no EICs and working with front-line managers to escalate
      • Escalate known territory issues/risks to manager as needed
      • Incorporate any briefing-specific feedback into future processes as necessary
      • Report combined feedback at a territory level

 

  • Briefing Management:

 

      • Evaluate briefing requests based on sales impact, revenue potential, level of attendees, market segmentation, stage in sales cycle, etc.
      • Consult with account team to complete briefing request
      • Act as consultant to account team from initial briefing request to create agenda, source discussion leaders, and lead prep calls
      • Work with senior leadership, sales, marketing, and other areas of the company to create, plan, and execute customized briefings
      • Plan briefings that meet the objectives of both the customer and account team
      • Facilitate prep and planning calls with account team and discussion leaders to ensure discussion leaders understand briefing objectives
      • Create/customize briefing docs for executive level presenter consumption and ensure exec presenters have a strong grasp of the account needs prior to briefing
      • Provide customer feedback to presenters, and account teams re: content and delivery

 

  • Other Responsibilities

 

    • Stay abreast of new product developments
    • Manage special projects as assigned/needed
    • Conduct follow-up on each briefing, gathering account manager and customer feedback, identifying post-briefing opportunities, report on conclusions and suggestions
    • Develop and hone template agendas for solution areas
    • Facilitate briefings
    • Strategize future plans at the account and pod levels
    • Maintain relationships with internal users and management to ensure their objectives are being met
    • Capture key Voice of the Customer feedback for input to aggregate at a territory level

Experience:

  • 1-2 years experience working in a briefing center as a coordinator or equivalent experience in customer-facing role within sales, CS, or marketing
  • A strategic mindset with the ability to pivot on an approach or situation to provide unique solutions and suggestions
  • Obsessed with customer and stakeholder happiness — willing to go the extra mile to ensure a great experience
  • Understanding of sales and customer success processes and challenges
  • A strong diplomat — excels at relationship building and supporting x-functional stakeholders
  • Familiarity with running and interpreting Salesforce Reports
  • Negotiation and influencing skills to ensure our customers have the most effective EIC experience
  • Performs well under pressure/deadlines — and willing to do what it takes to deliver a high quality outcome
  • Excellent problem-solving skills and ability to think of creative solutions to accommodate our stakeholder and customers’ needs
About Box:
Founded in 2005, Box (NYSE:BOX) is transforming the way people and organizations work so they can achieve their greatest ambitions. As the world's leading enterprise software platform for secure content collaboration, Box helps business of all sizes in every industry securely access and manage their critical information in the cloud. Box is headquartered in Redwood City, CA, with offices across the United States, Europe and Asia. To learn more about Box, visit www.box.com.

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