The Enterprise Account Director is responsible for driving new account acquisition and upsell of existing Enterprise customers. Compensation will include a base salary and bonus structure for closing new business. Travel not expected to exceed 25%. All Customers and Target Prospects are located in Europe and this role will be based out of France.

What you'll do

  • Consultatively solution-sell the suite of TeleSign services by mapping business challenges with technology solutions
  • Close net new business with named Strategic Accounts, including some of the largest web properties in the world
  • Drive incremental revenue inside named Strategic Accounts by uncovering net new use cases, growing adoption of current opportunities and upselling and cross-selling additional services
  • Lead generation, qualification and opportunity management to contract closure
  • Partnership with Business Development Associates (chartered with driving lead/opportunity generation), Client Services (engaged for customer deployment), TeleSign partners and partner team and HQ Sales Operations team
  • Forecast and pipeline management using CRM tools

About you:

  • Attributes: Creative thinker, problem solver, self-motivated, competitive, positive attitude, team player, accountable, reliable, consistent, strong work ethic, focused, organized, process driven and strong drive for results
  • Strong time management skills
  • No less than 3+ years of documented success exceeding enterprise sales targets in a similar business
  • Experience driving a complex sales process, project and resource management
  • Reporting: weekly/monthly/quarterly report out of forecast, pipeline overview and crisp, concise view of help needed supported by data and business impact
  • Strong verbal and written communication skills
  • Strong presentation skills using PowerPoint and web conferencing
  • Knowledge of cloud software services
  • Cloud, Security, fraud prevention, Identity, token authentication and/or telephony knowledge is a plus
  • Knowledge of and relationships with customers in social networking, cloud services, online payment companies, online gaming, domain registrars, lead generation, eCommerce, fraud prevention, online advertising, directory services, web portals and education a plus

Nice to have:

  • Passion for technology, cloud, mobile, identity, security and SaaS sales;
  • Excel in both personal ambition AND collaborative teamwork;
  • Have excellent communication (interpersonal and presentation) and closing skills, and have successfully applied these in previous sales roles;
  • Ability to work in a fast paced, team environment with the determination for excellence.
  • Easily communicate the business impact of exceptional products to both technical and business customers;
  • Are excited about developing sales plans to strategically grow and expand the accounts within an assigned geography;
  • Have prospected and generated relationships with new customers;
  • Have managed the success, adoption and expansion of existing customers;
  • Have a passion for customer adoption and satisfaction.

TeleSign is proud to be an equal opportunity employer. We believe our differences help us create a better workplace, a better product, and a better community. We do not discriminate on the basis of race, color, ancestry, religion, national origin, marital status, pregnancy, sex, sexual orientation, gender, gender identity or expression, age, genetic information, disability, military or veteran status, or any other basis protected by federal, state or local law, ordinance or regulation.

TeleSign also participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.

TeleSign is an Affirmative Action Employer and as part of the commitment to AAP, it will seek to ensure affirmative action to provide equality of opportunity in all aspects of employment, and that all personnel activities, such as the recruitment selection, training, compensation, benefits, discipline, promotion, transfer, layoff and termination processes remain free of illegal discrimination and harassment based on protected characteristics.

Responsable Commercial Grands Comptes

Le Responsable Commercial Grands Comptes a pour mission de générer l’acquisition de nouveaux grands comptes ainsi que de gérer l’activité de vente de nouveaux services aux clients existants. Notre paquet salarial inclus un salaire de base ainsi qu’un bonus lié à vos nouvelles ventes.

Les déplacements ne devraient pas excéder 25% de votre activité. Tous les clients existants et prospects potentiels sont situés en Europe, cette position sera basée en France.

Vos Responsabilités

  • Sur base consultative, faire connaître la société et ses nouvelles offres de nouvelles technologies auprès du plus grand nombre de clients existants et prospects.
  • Clôturer des nouveaux contrats avec les Clients Grands Comptes qui inclus nombre de leaders mondiaux de l’internet et des nouvelles technologies.
  • Accélérer les revenues des Grands Comptes en créant de nouveaux cas d’utilisation des Services de TeleSign.
  • Générer de nouveaux “Leads”, qualifier les opportunités, tout en structurant les offres et préparant les contrats
  • Collaborer avec nos représentants de ventes (qui vous aident dans vos activités de génération d’opportunités), le service clientèle (pour le déploiement des clients), ainsi qu’avec les équipes opérations dans nos bureaux de Los Angeles et Belgrade
  • Planifier et gérer vos prospects et nouvelles ventes au travers d’outils CRM, type Salesforce

Le Candidat Ideal:

  • Doit être créatif, résoudre aisément des problèmes complexes. Motivés il devra pouvoir prendre des décisions de façon indépendante tout en gardant un esprit d’équipe et une attitude ultra positive. En somme, un battant qui possède toutes les qualités requises afin de faire prospérer son portefeuille client.
  • Doit avoir une capacité à piloter son développement par les chiffres
  • Doit maîtriser la négociation commerciale avec les clients français et étrangers
  • A de l’expérience dans des négociations complexes
  • Est à même de créer des rapports sur bases mensuelles et trimestrielle afin de publier des projections qui alimenterons nos bases de donnes et aideront à élaborer les projections de futures opportunités
  • Doit maîtrisez EXCEL et POWERPOINT ainsi que les applications de videoconference
  • Cloud, Sécurité, fraude prévention, Identité digitale, authentification et/ou télécommunication n’ont pas de secrets pour vous
  • Connaissance et relation préexistantes avec un client dans le secteur des nouvelles technologies, tels que paiements, réseaux sociaux, jeux vidéo… sont un atouts supplémentaires

Atouts Supplementaires:

  • Passion pour les nouvelles technologies
  • Ambition personnelle tout en étant un capitaine d’équipe ;
  • Excellente communication (interpersonnelle et de présentation);
  • Efficacité et rapidité à travailler individuellement et en équipe avec une passion pour la perfection
  • Être mu par la passion du client et sa satisfaction.

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