Enterprise Solutions Architect

TripActions; United States; Remote; USD 90,000 - 140,000; Full time

Job summary

Navan in the United States is seeking a travel specialist to partner with our US Enterprise sales team. You will influence prospects, build relationships, and support Account Executives in closing complex, net new deals.

You will demo the Navan platform, pitch value to travel and program managers, run strategy sessions with sales leaders, and contribute to business value assessments while helping scale our team.

Qualifications

• 4–5+ years of experience selling for travel industry technology in a full-cycle closing role.
• 1–2+ years selling to enterprise travel managers (+3,000 employees) or experience as a travel manager.
• Strong written and verbal communication and quantitative analysis skills.
• Experience conducting product demonstrations.

Responsibilities

• Partner with the AE and Sales Leader to strategize new business opportunities in the territory.
• Qualify opportunities using Lean, Pivot, Walk and move deals toward close.
• Support AEs with Navan demos and competitive insights.
• Pitch Navan to travel managers, framing value drivers and pain points.
• Interface with multiple personas in target organizations with travel industry experience.
• Articulate Navan products to scope fit for large, complex organizations.
• Help grow sales for the team you support and exceed quotas.
• Run proof of concepts to expedite evaluation.
• User access testing and workshops (finance, IT, Sustainability, etc.).
• Prepare Business Value Assessments.

Skills

Travel industry sales

Enterprise sales

Demo experience

Sales methodology

Tools

CRM software

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 re