Enterprise Solutions Architect

Navan; San Francisco (CA); On-site; USD 173,000 - 216,000; Full time

Job summary

Navan is seeking a travel specialist to partner with our US Enterprise sales team. You will demo the Navan platform, pitch to travel and program managers, and support Account Executives in closing complex deals.

In this role you will build relationships, influence prospects, and contribute to growth by delivering strategic value assessments, running proof-of-concepts, and collaborating with product and operations teams as Navan scales rapidly.

Qualifications

• 4-5+ years of experience selling for a travel industry technology in a full-cycle closing role.
• 1-2+ years of selling to travel managers in enterprise sized businesses (+3,000 employees).
• Strong written and verbal communication, as well as quantitative analysis skills.
• Experience conducting product demonstrations.
• Familiarity with sales methodologies such as MEDDPICC, Challenger, Command of the Message (preferred).
• Growth mindset and adaptability in a startup environment.

Responsibilities

• Partner with the AE and Sales Leader to develop strategies for new business opportunities within your assigned territory.
• Qualify opportunities with Lean, Pivot, Walk methodology and help account executives move opportunities to close.
• Support AEs in learning Navan solution, demoing the platform, and providing competitive insights.
• Pitch Navan value proposition to travel managers and frame solutions to their pain points.
• Interface with multiple personas within target organizations, especially with deep travel industry experience.
• Articulate Navan's products and services, helping scope fit for large, complex organizations.
• Help grow sales for the team you are supporting, exceeding monthly and quarterly quotas.
• Run proof of concepts (User Access Testing, Workshops, Business Value Assessments).

Job description

Navan is looking for a travel specialist to partner with our US Enterprise sales team. We are looking for someone who is capable of influencing prospects, building strong relationships and supporting Account Executives in the close of complex, net new deals.

As a member of this team, you will need to be an expert on the corporate travel industry and Navan platform. You will be responsible for demoing the platform and application, pitching our value proposition to customer travel and program managers, conducting strategy sessions with account executives and sales leaders, producing business value assessments for prospects, along with other required travel evaluation related steps during the discovery and scope of new business opportunities. Additionally, the role will provide a platform for candidates to enable new Account Executives, and to provide feedback to our product and operations teams, as we continue to scale rapidly. Strong desire to succeed, effective communication, and internal/external collaboration are key skills in achieving success in this role, along with adaptability.

What You'll Do

• Partner with the AE and Sales Leader to develop strategies for new business opportunities within your assigned territory
• Qualify opportunities with our Lean, Pivot, Walk methodology, and help account executives move opportunities through their pipeline to close
• Support AE's in learning Navan solution, demoing the platform, and providing them with competitive insights
• Pitch Navan value proposition and solution to travel managers, framing our solution for their pain points and the value drivers they care most about
• Interface with multiple personas within target organizations, especially those with deep travel industry experience
• Articulate Navan' products and services, helping to scope fit for large, complex organizations
• Help grow sales for the team you are supporting, exceeding the monthly and quarterly sales quotas
• Run proof of concepts to expedite evaluation process;
  • User Access Testing
  • Workshops (finance, IT, Sustainability, etc.)
  • Business Value Assessment

What We're Looking For:

• 4-5+ years of experience selling for a TMC, OBT or other travel industry technology, in a full-cycle closing role; or comparable experience as a consultant or managing a global travel program
• 1-2+ years of selling to travel managers in enterprise sized businesses (+3,000 employees), or working as a travel manager at an Enterprise-sized company
• Strong written and verbal communication, as well as quantitative analysis skills
• Experience conducting product demonstrations
• Familiarity with sales methodologies such as MEDDPICC, Challenger, Command of the Message, preferred, but not required
• Consistent track record of producing successful outcomes in a fast-paced environment
• High adaptability and understanding of change within the evolution of a startup
• Growth mindset: an ability and desire to learn and pivot use of skill sets based on business needs

The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity.For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.

Pay Range: $172,800 USD - $216,000 USD

Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes against job qualifications for this role. All final decisions are made by human recruiters and hiring managers.

Human oversight:

Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.

• Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.

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