Job Profile Purpose

This job drives revenue growth through consultative selling and strategic engagement with sophisticated upmarket technology customers. It develops comprehensive account strategies while mentoring junior sales staff in complex solution-selling methodologies. Overall, the job orchestrates multi-stakeholder sales cycles while leveraging market intelligence to optimize territory and account strategies.

Key Responsibilities

• Developing comprehensive account strategies that align solution capabilities with customer's mid-term business objectives and growth plans.
• Conducting discovery sessions with key stakeholders to identify business challenges and quantify potential value of proposed solutions.

• Orchestrating multi-stakeholder discussions to understand requirements and build consensus around proposed technical and business solutions.
• Collaborating with internal teams to develop tailored proposals that address specific customer requirements and demonstrate ROI.

• Providing structured guidance on navigating complex buying cycles and building effective value propositions for upmarket customers.
• Sharing proven approaches and tactical recommendations for engaging effectively with senior business decision makers.

• Conducting detailed assessments of industry-specific challenges and opportunities to refine territory planning and account prioritization.
• Leveraging market intelligence to identify emerging opportunities and adapt sales approaches for maximum effectiveness.

• Developing account plans that identify expansion opportunities and outline specific strategies for increasing solution adoption.
• Creating quarterly business reviews that demonstrate achieved value and showcase opportunities for deeper customer engagement.

• Aligning technical specialists and internal stakeholders to address sophisticated customer requirements throughout the sales process.
• Building consensus across teams to ensure seamless delivery of customer-facing deliverables and presentations.

Capabilities

• Have expert knowledge of enterprise solution selling methodologies, including value-based selling and complex deal orchestration.
• Demonstrate mastery of advanced account planning frameworks and strategic territory management approaches for upmarket customers.
• Apply specialist insights into business value quantification methods and ROI modeling for enterprise technology solutions.

Salary Range or On Target Earnings:

In addition to the base salary and/or OTE listed Zoom has a Total Direct Compensation philosophy that takes into consideration; base salary, bonus and equity value.

Note: Starting pay will be based on a number of factors and commensurate with qualifications & experience.

We also have a location based compensation structure;  there may be a different range for candidates in this and other locations

At Zoom, we offer a window of at least 5 days for you to apply because we believe in giving you every opportunity. Below is the potential closing date, just in case you want to mark it on your calendar. We look forward to receiving your application!

Ways of Working
Our structured hybrid approach is centered around our offices and remote work environments. The work style of each role, Hybrid, Remote, or In-Person is indicated in the job description/posting.

Benefits
As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways. Click Learn for more information.

About Us
Zoomies help people stay connected so they can get more done together. We set out to build the best collaboration platform for the enterprise, and today help people communicate better with products like Zoom Contact Center, Zoom Phone, Zoom Events, Zoom Apps, Zoom Rooms, and Zoom Webinars.
We’re problem-solvers, working at a fast pace to design solutions with our customers and users in mind. Find room to grow with opportunities to stretch your skills and advance your career in a collaborative, growth-focused environment.

Our Commitment

At Zoom, we believe great work happens when people feel supported and empowered. We’re committed to fair hiring practices that ensure every candidate is evaluated based on skills, experience, and potential. If you require an accommodation during the hiring process, let us know—we’re here to support you at every step.

If you need assistance navigating the interview process due to a medical disability, please submit an Accommodations Request Form and someone from our team will reach out soon. This form is solely for applicants who require an accommodation due to a qualifying medical disability. Non-accommodation-related requests, such as application follow-ups or technical issues, will not be addressed.

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