Senior Strategic Account Executive

Twilio - Business Communications and Data Solutions; Sydney; Remote; AUD 180,000 - 300,000; Full time

Job summary

Twilio - Business Communications and Data Solutions in Sydney is seeking a Senior Strategic Account Executive to own revenue growth for existing Social Impact customers across APJ, with a focus on public sector accounts.

You will drive retention and cross-sell across the Twilio platform, build strong executive relationships, and collaborate with partners to expand market share while reporting in a remote-first setup from Sydney.

Qualifications

• Proven track record in revenue growth for large public sector and enterprise customers in APJ.
• Experience selling with partners/resellers and managing complex public sector relationships.
• CPaaS experience or complex enterprise solution selling background.
• Experience selling to C-Suite and building business cases for budgets.
• Growing an existing book of business and using data for territory plans.

Responsibilities

• Develop a territory plan to manage and expand key accounts including Public Sector, Healthcare, Non-profits, and Higher Education.
• Identify high upside opportunities with limited local resources.
• Drive incremental revenue via cross-selling, upselling, and expansion of use cases.
• Protect revenue run rate through ongoing account management and QBRs.
• Create multi-product pipeline across the Twilio platform.
• Collaborate with internal stakeholders (Solutions Engineering, Partners, Marketing, Support, Product, Leadership).
• Advocate for customer needs to expand regional market share.

Skills

Revenue growth

Public sector experience

Enterprise sales

C-suite selling

Territory planning

Data-driven decisions

English fluency

Challenger sales

Partner/reseller management

Job description

Twilio - Business Communications and Data Solutions – Sydney NSW

Remote

26d ago , from Twilio - Business Communications and Data Solutions

At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions tohundreds of thousands of businessesand empower millions of developers worldwide to craft personalized customer experiences.

Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands.
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Hiring and how we work

We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions!

Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings.
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See yourself at Twilio

Join the team as Twilio’s next Senior Strategic Account Executive.

About the job

This position is needed to own and drive revenue growth for existing customers in the Social Impact space throughout the APJ region. With an emphasis on Public Sector customers, the Sr. Strategic Account Executive is responsible for revenue retention and cross-selling existing customers.

Beyond day-to-day responsibilities of a Strategic Account Executive, this role will help to increase market awareness so that more Social Impact companies are able to deliver life-changing services powered by Twilio’s technology.

Responsibilities

In this role, you’ll:

• Develop and implement a comprehensive territory plan to manage and expand our most important customer accounts including Public Sector, Healthcare, Non-profits, and Higher Education.
• Operate independently with the ability to identify high upside bets that can be executed with limited local resources.
• Deliver incremental revenue through intentional cross-selling, up-selling, and expansion of existing use cases.
• Protect the current revenue run rate through strategic account management (regular engagements, QBRs, workshops, etc).
• Generate multi-product pipeline consistently across the entire Twilio platform.
• Build a robust internal network with cross-functional internal stakeholders including Solutions Engineering, Partners, Marketing, Support, Product, and Leadership to deliver a world class customer experience.
• Advocate for customer needs and partner with leadership to expand market share in the region.
• Maintain accurate pipeline and forecasts so the business operates efficiently and growth is predictable.
• Be an active spokesperson for Twilio and Twilio.org in the region so customers, prospects, and partners know Twilio is essential for all Social Impact organizations.

Qualifications

Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table!

*Required:

• Proven track record of developing, growing, and delivering revenue & gross profit results, especially for large-scale public sector and enterprise customers in Asia.
• Experience successfully selling to and managing complex public sector relationships including selling with and through partners/resellers
• CPaas experience and/or complex, enterprise solution selling background
• Experience selling to C-Suite including successfully building business cases that unlock incremental budget
• Demonstrated track record of growing an existing book of business, executing account plans, and increasing wallet share within a strategic account. Comfortable leveraging data to build territory plans and making decisions with incomplete or missing information.
• Excellent verbal and written communication skills with native-speaker level English proficiency
• Familiarity and experience with Challenger sales methodology
• Experience working with System Integrators, Resell, and Value-Added resellers to drive large and broad customer coverage

Location

This role will be Remote, and based in Sydney.

Travel

We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 30-40% travel is anticipated to help you connect in-person in a meaningful way.

What We Offer

Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location.

Twilio thinks big. Do you?

We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That’s why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts.

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Stay alert to recruitment fraud

We care about your safety. Scammers sometimes impersonate Twilio recruiters through fake job postings, emails, websites, or messages. Please ensure you are engaging with an official @twilio.com email address. We will never ask for payment, gift cards, cryptocurrency, or banking information during the recruiting process. We do not make job offers without a formal interview process or conduct interviews exclusively through text-based messaging apps.

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Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

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