- Zycus is looking out for Head of Account management & Sales for enterprise Saas Products, with strong background in Account Management and Sales.
- Responsible for driving annual Cross-sell & Renewal targets in the existing set of Zycus customers across India, South East Asia, and Middle East.
- Manage multiple Customer Accounts with defined quota targets
- Manage large enterprise accounts ranging from $2 Billion in revenue to $100B in revenue
- Provide an annual Sales Plan and provide quarterly updates, revisions and modifications to the Plan.
- Manage complex sales cycle selling suite of 8-10 products to CPO's of Fortune 500 organizations.
- Develop an Enterprise Account Plan with value proposition for each enterprise account. As part of this Account plan, work with the Implementation and Operations teams to develop a success roadmap for each customer, working closely with the delivery team to proactively ensure success, and ensure that the customer sees ROI and is referenceable.
- Drive the execution of that plan to succeed globally within the account.
- Engage with C-level executives at customers, to position Zycus enterprise value proposition and showcase through Value Engineering exercises on hard dollar value generated through Zycus solutions installed. On the back of these Value Engineering sessions drive Cross-sell, Renewals and Global rollouts.
- Coordinate the specific objectives of the Sales Plan with all of the functional departments of the company.
- Compile reports and presentations as it relates to sales goals, pipeline & etc.
- Define and facilitate Effective Customer Onboarding, Account Planning, customer marketing plans, cross sell campaigns, Customer Advocacy and Customer Relationship Management (via formal Business Reviews)
- Define and Measure leading indicators to predict at-risk renewals.
- Work with Operations team to measure the ongoing adoption of the Zycus- suite by customer organization, analyze the adoption trends and progress against customers business objectives/ value KPI's through understanding and implementing high quality adoption measurement.
- Minimize Customer churn and ensure higher customer adoption of Zycus solution, with highest satisfaction ratings (CSIs). Ensure reference of customers for Zycus Solutions.
- Minimum 8+ years of Direct Sales /or Account Management experience in the software industry.
- Consistent track record of achieving / exceeding revenue quota (on premise and SaaS)
- Expertise in managing multi-stakeholder sales cycles and closing large deals.
- Expertise in Procurement, Value Selling, and Value Engineering.
- Ability to nurture customer accounts, manage multi-level hierarchy and exceed the cross sell, upsell, renewal targets consistently.
- Strong executive presence - very comfortable with C-level executives, especially CPOs (Chief Procurement Officer)
- Organized and specific experience with enterprise account planning, global rollouts etc.
- Focused on selling business value to Procurement, Finance and Business stakeholders using ROI and TCO models, rather than competing on - features & functions-
- Ability to identify enterprise client pains and develop unique and compelling value propositions that focus on delivering business value to the client.
- Tech Savvy, Assertive, Consultative, Passionate to compete and win.
- Great at building relationships and working within a team-selling environment.
- Excellent oral and written communication skills.
- Experience with selling SaaS solutions.
- Be a self-starter, a highly motivated person able to work in a fast-paced environment that is continually changing.
- Open to travel extensively in the EMEA and APAC region
- Five Reasons Why You Should Join Zycus
- Cloud Product Company: We are a Cloud SaaS Company and our products are created by using the latest technologies like ML and AI. Our UI is in Angular JS and we are developing our mobile apps using React.
- A Market Leader: Zycus is recognized by Gartner (world's leading market research analyst) as a Leader in Procurement Software Suites.
- Move between Roles: We believe that change leads to growth and therefore we allow our employees to shift careers and move to different roles and functions within the organization
- Get a Global Exposure: You get to work and deal with our global customers.
- Create an Impact: Zycus gives you the environment to create an impact on the product and transform your ideas into reality. Even our junior engineers get the opportunity to work on different product features.
About Us :
Zycus is a leading global provider of A.I. powered Source-to-Pay suite for procurement, finance, and AP organizations. Our comprehensive product portfolio includes eProcurement, eInvoicing, Spend Analysis, eSourcing, Contract Management, Supplier Management, Financial Savings Management, Project Management, Request Management, Supplier Network, Insight Studio, and Merlin A.I. Suite with intelligent BOTs. Our spirit of innovation and passion to help organizations create greater business impact is reflected among the hundreds of procurement solution deployments that we have undertaken over the years.
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