Senior Strategic Account Executive - SEA

Twilio; United States; Remote; USD 94,000 - 141,000; Full time

Benefits offered by this job

Healthcare

Retirement savings program

Generous time off

Job summary

Twilio Inc. seeks an experienced Strategic Account Executive to manage and grow relationships with top Communications platform customers across South East Asia and South Asia.

You will drive analytical, consultative sales cycles, upsell and cross-sell, and collaborate with product, finance, support, and operations to maximize revenue and gross profit. You will report to the Senior SEA Account Executive, working in a remote-first environment with travel to key customers as needed.

Qualifications

• More than 10 years of combined experience in major account or strategic sales for analytical, enterprise solutions.
• Experience in supporting South East Asia or South Asia territories.
• Accountable for relationship management, cross sells, upsells and solutions consulting.
• Comfortable working with business and highly technical leaders, influencing understanding and partnerships.
• Analytical account development strategy based on data to find opportunities and prove value.
• Track record of managing forecasts and financial models with MEDDPICC.
• Entrepreneurial mindset with willingness to define processes and programs.
• Proven revenue and gross profit growth for large enterprise customers in Asia.
• Excellent verbal and written communication skills.
• Bachelor’s Degree or equivalent years of experience.

Responsibilities

• Manage and expand some of our most important customer accounts in technology, retail, eCommerce, Insurance and fintech.
• Develop, drive, and execute account strategy to deliver revenue, gross margin, and gross profit.
• Partner with cross-functional teams to identify new revenue opportunities within your portfolio.
• Serve on a cross-functional account team with product, finance, support, and services.
• Run a disciplined forecast, achieve goals, and present guidance to executive management.
• Lead consultative sales cycles with large customers focusing on discovery and value realization.

Skills

Strategic sales

Major accounts

SEA experience

Forecasting

MEDDPICC

Relationship management

Data-driven selling

Communication

Education

Bachelor’s Degree

Job description

Who we are

At the company, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and 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 the company is in your hands..

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..

See yourself at the company

Join the team as our next Strategic Account Executive

About the job

Reporting to the Senior Strategic Account Executive, SEA, this position is needed to manage relationships with some of our largest current Communications platform customers who consume our messaging, voice and email services. You will be directly responsible for protecting and growing the company’s communications business across your assigned customers with a focus on South East Asia or South Asia enterprises. As a Strategic Account Executive, you will drive highly analytical and consultative sales cycles (upsell and cross sell) with customers that are running large scale, global, competitively sourced, compliance-heavy, use case-specific businesses. This role is cross functional dependent, and your success will depend on building deep partnerships across product management, finance, support, and operations.

Responsibilities

In this role, you’ll:

• Manage and expand some of our most important customer accounts, including high growth technology, retail, eCommerce, Insurance and fintech companies.
• Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results.
• Partner closely with other the company teams to identify new revenue opportunities within your account portfolio.
• Serve on a cross-functional account team with representatives from product, finance, support, and services teams.
• Run a disciplined forecast, consistently achieve goals, and present guidance to executive management.
• Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization

Qualifications

the company 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 the company. We are always looking for people who will bring something new to the table!

*Required:

• More than 10 years of combined experience in major account or strategic sales, managing or leading quantitative, highly analytical products and solutions for customers.
• Experience in supporting South East Asia or South Asia territories.
• Accountable for relationship management, cross sells, upsells and solutions consulting.
• Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships.
• Analytical account development strategy based on using data to find opportunities and prove value.
• Demonstrated track record of managing business forecasts and financial models with use of MEDDPICC.
• Entrepreneurial mindset with appetite to define processes and build programs.
• Proven track record of developing, growing and delivering revenue & gross profit results, especially for large-scale and enterprise customers in Asia.
• Excellent verbal and written communication skills.
• Bachelor’s Degree or equivalent years of experience.

Desired:

• A Bachelor’s degree or equivalent experience
• CDP & CPaaS experience is highly desirable
• Experience selling SaaS/CPaaS/CDP solution selling to a technical and business audience
• An understanding of the customer experience (CDP + CPaaS) business model
• Experience managing high tech South East Asia enterprises

Location

This role will be remote, and based in Singapore

Travel

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

What We Offer

Working at the company 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.

the company 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 the company Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts.

the company 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, the company participates in the E-Verify program in certain locations, as required by law.