Senior Commercial Account Executive

Commercial Account Executive

Spanish Speaking Countries And The Caribbean Region

**OVERVIEW**

As a Commercial Account Executive, you will carry a quota for the transactional business in our Commercial accounts (100-999 employees), while seeking out and developing some key strategic deals that can be found in that segment.

Zendesk Account Executives work as trusted Customer Experience advisors who deeply understand the unique challenges and goals of each one of our customers and prospects by delivering a consultancy approach.

We need a sales professional with outstanding prospecting skills to create, manage and close the transactional business as well as align with internal and external allies on strategy and execution of transactions. You will be also responsible for follow-up on leads that are generated by our Marketing and Sales Development (BDR + SDR) teams.

**RESPONSIBILITIES**
- Preparing and delivering effective sales presentations including live demonstrations of Zendesk via remote presentation
- Create a pipeline based on new logos and expansion opportunities identified by you.
- Log and update sales activities and sales opportunities on Salesforce CRM.
- Update and populate sales forecasts on Clari with the frequency requested for the management team.
- Preparing sales offers, proposals, solution presentations, as well as general sales activity
- Meet revenue, sales goals, and performance targets.
- Close small deals within large complex commercial environments, involving multiple level partners
- Ability to differentiate small transactional deals from key strategic deals and execute the sales motion for each accordingly
- Coordinate Zendesk partners in support of the aforementioned sales and account management efforts and goals.
- Follow Zendesk sales process, tracking all critical activities and ensuring a detailed understanding of the status of a deal at every stage of the process including legal sales process, contracting, etc
- Effectively advise and influence customers through consultative selling techniques
- Work proactively close with Customer Success and Solutions Consultants teams to deliver customized solutions proposals to customers and prospects.
- Define the outbound territory strategy that will be executed by the BDR and deliver the accounts that will be hunted by this role.
- Set up and to attend on-site meetings with customers, prospects and partners.

**REQUIREMENTS AND SKILLS**- Ability to learn and understand SaaS solutions and services
- Effective sales presentation skills
- Excellent written and oral communication skills
- Selling/Closing across all organizational levels, including C-Suite level.
- 6+ years in closing deals experience
- Strong ability to prospect new accounts.
- Ability to execute cross-selling and up-selling activities successfully
- A proven track record of driving and closing deals
- High level of personal motivation
- Experience in lead generation and cold calling
- Consistent track record of success with quota
- Experience managing and closing complex sales cycles using solution selling techniques
- Organization to focus efforts and time on the most important sales activities
- Discipline to update the sales force automation system and forecast tool at the right time with the right information.
- Successfully sold into middle-market commercial accounts.
- English speaking skills
- Strategic account planning and execution skills
- Ability to sell across both IT and business units
- Passion for the success of customers
- Strong time management skills
- Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement.
- Ability to maintain high level of productivity, manage multiple priorities, tasks, and work effectively under the pressure of time constraints in a fast-paced, complex, and team-oriented environment
- Strong negotiation skills

**About Zendesk - Champions of Customer Service**

Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love. We advocate for digital first customer experiences — and we stick with it in our workplace. Over 6,000 employees worldwide have the flexibility and trust to choose where they work. The fact is, we know great work happens anywhere. Whether you’re collaborating from your home office, a Zendesk workspace, or the kitchen table, you’re part of one team at Zendesk.

Zendesk is an equal opportunity employer, and we’re proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected