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Job Description
The role involves engaging with senior customer stakeholders to identify strategic objectives, develop value propositions, and guide multi-year transformation opportunities, primarily supporting sales teams in acquiring high-potential accounts and shaping strategic business discussions.
Key Responsibilities
- Engage senior stakeholders to uncover strategic objectives and develop value propositions.
- Qualify high-potential accounts through structured assessment and lead executive sessions.
- Coach sales teams on executive access, qualification, and value frameworks.
- Lead acquisition workstreams, aligning contributors and maintaining progress.
- Apply industry and market insights to guide decision-making and shape messaging.
- Conduct disciplined discovery with executives to uncover strategic and operational drivers.
- Produce high-quality, customer-ready strategic materials and documentation.
- Create persuasive narratives to influence executive discussions and strategic direction.
Requirements
- Proven experience in disciplined account qualification, structured discovery, and acquisition motions with senior customer stakeholders.
- Strong capability engaging directly with customer senior executives and guiding strategic conversations.
- Ability to develop finance-grade value propositions and business cases that open pathways with C-1 and C-2 executives.
- Experience in leading acquisition-focused executive sessions to validate priorities, assess alignment, and determine clear next steps.
- Ability to coach, influence, and elevate internal Sales teams through frameworks and methodologies such as Challenger value frameworks and financial selling.
- Experience in leading acquisition workstreams with autonomy, clarifying objectives, aligning contributors, and maintaining consistent forward progress.
- Ability to apply insight into customer business models, market trends, financial posture, and transformation priorities to guide decisions and shape messaging.
- Disciplined discovery skills with executives and cross-functional leaders to uncover financial, operational, and strategic drivers, and synthesize insights into clear acquisition opportunities and strategic hypotheses.
- Produce polished, customer-ready value propositions, qualification summaries, and strategic materials, ensuring high standards of rigor, clarity, and defensibility.
- Exceptional communication, documentation quality, and narrative development skills tailored to executive audiences.
- High learning agility and adaptability across diverse industries, accounts, and executive environments, with the ability to quickly apply new frameworks, methodologies, and financial concepts.
- Strong capability in synthesizing complex strategic, financial, and operational insights into compelling recommendations.
- Ability to influence executive communication by crafting persuasive, executive-relevant narratives that guide customer discussions and reframe value.
- Experience in applying industry context, competitive intelligence, and external drivers into strategic recommendations.
- Demonstrated ability to learn quickly across varied accounts and industry environments, applying new frameworks and methodologies with minimal support.
Benefits & Perks
Flexible time off
Wellness resources
Company-sponsored team events
Recognition as Fortune's Best Large Workplaces in the Bay Area
Recognition as Fortune's Best Workplaces for Millennials
Certification as a Great Place to Work
Accommodations for candidates with disabilities
Inclusive and diverse work environment
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