Strategic Advisor, Agent Software and Advertising

Zillow Group; United States; Remote; USD 97,000 - 156,000; Full time

Job summary

Zillow Group seeks a Strategic Advisor for its Agent Software & Advertising team. This remote role focuses on revenue growth and customer relationship management with a deep emphasis on consultative sales and analytics. The ideal candidate will have extensive B2B sales experience and a knack for navigating complex customer needs. Join a dynamic team that values innovation and customer success in the evolving real estate market.

Benefits

Comprehensive medical, dental, vision coverage

Parental leave and family benefits

Retirement contributions

Paid time off

Flexible work environment

Qualifications

• Minimum six years in a B2B sales role, preferably complex products.
• Understanding of sales processes like MEDDPICC and Challenger.
• Experience with diverse customer bases including SMB and strategic accounts.

Responsibilities

• Drive multi-product revenue growth through strategic account management.
• Build detailed account plans for customer growth and revenue.
• Leverage data for tailored customer solutions based on needs.

Skills

Consultative Sales

Analytical Skills

Communication

Negotiation

Job description

About the team The Zillow Agent Software & Advertising (ASA) Sales team partners with the best real estate professionals in the country, enabling them to deliver best in class experiences for home shoppers. The ASA sales org is a diverse team that works toward the common objective of helping our customers surpass their goals and build their businesses. Our team embodies Zillow’s Core Values and exemplifies them through all of the work we do. We challenge assumptions and bring ideas to the table that will push our business forward. We are a highly collaborative team seeking an exceptional sales professional to accelerate our growth across our Strategic Customer Segment. About the role

A Strategic Advisor on Zillow’s Agent Software and Advertising team is responsible for the revenue growth and retention of a dedicated book of business with our top customer segment. They will build and maintain strong customer relationships by prioritizing deep discovery, demonstrating industry and product expertise and leveraging data and analytics to provide consultative solutions tailored to their customers' business goals. Strategic Advisors have a comprehensive approach to every customer interaction inclusive of detailed account plans and consistently executing on advanced sales methodologies (MEDDPICC / BANT) focused on driving revenue and customer satisfaction through multi-product offerings. They have experience managing large, complex accounts with multiple stakeholders across various product lines. Success in this role requires strong consultative sales and analytical skills, a focus on customer success, and the ability to thrive in a dynamic and team-focused environment.

Key Responsibilities:

Revenue:

• Identify and engage decision makers, build strategic customer relationships and drive multi-product revenue growth in your dedicated BoB.

• Churn Prevention: Through recurring Strategic Business Revenues and precall planning, understand your customer’s pain points and get ahead of it prior to it becoming a risk to the business.

• Account Planning and Pipeline Management: Build detailed Account Plans analyzing all parts of a customers’ business to lay out a monthly, quarterly and annual growth and revenue plan for each account. Understand how to map the whitespace in each account, and drive the sale of additional products while preserving existing revenue from current product usage. Know when and how to engage internal Executive Sponsorship and leverage it ‘before’ it is needed.

• Leverage Data: Understand how to leverage and source detailed customer success reporting and present complex analysis and recommendations, customized to the customers’ specific real estate business needs.

Execute consistent Sales Process:

• Consistently executes on MEDDPICC or similar advanced discovery framework to establish comprehensive assessment of customer needs, pain points and decision-making criteria, enabling them to most effectively provide solutions and focus on high potential opportunities.

• Sales Hygiene and Organization: Consistently maintain up-to-date sales tools, including CRM and APs, with accurate activity information to effectively manage their book and identify areas leadership can help.

• Effective Communication: Clearly communicate complex ideas to diverse audiences and articulate internal requests effectively.

Industry and Product Expertise:

• Being an industry expert with a deep understanding of our products/services to effectively communicate complex solutions and compelling value propositions to benefit our customers. Proficient in our competitive landscape and market influences that can impact business decisions and can have trusted advisor level discussions with Customers.

Teamwork and Leadership:

• Support teammates and serve as the example for the broader organization by consistently meeting/exceeding inputs and outputs, sharing knowledge and information when learned, understanding best practices after trainings and always leveraging them to improve performance.

This role has been categorized as a Remote position. “Remote” employees do not have a permanent corporate office workplace and, instead, work from a physical location of their choice, which must be identified to the Company. U.S. employees may live in any of the 50 United States, with limited exceptions. In California, Colorado, Connecticut, Hawaii, Maryland, Massachusetts, Nevada, New Jersey, New York, Vermont, Washington state, and Washington DC the standard base pay range for this role is $97,400.00 - $155,600.00 Annually. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Maryland, Massachusetts, Nevada, New Jersey, New York, Vermont, Washington state, and Washington DC and may not be applicable to other locations. In addition to a competitive base pay, employees in this role are eligible for incentive compensation and equity awards. Actual amounts will vary depending on experience, performance and location. Who you are

• Minimum six years experience in a full cycle, B2B, sales role, preferably in a complex industry with changing regulatory dynamics or selling a complex product

• Have experience successfully achieving a higher quota from fewer Accounts because they understand each Account’s larger business needs, challenges, and opportunities

• Experience working with multiple stakeholders on complex sales across multiple products

• Experience working diverse customer base within a book of business including SMB, MM and Strategic Accounts.

• Strong analytical skills and ability to own bottoms up forecasting

• Exceptional business acumen, communication and negotiation skills

• Deep understanding of sales processes and methodologies, MEDPICC and Challenger as examples

• Travel required-25%, as this role is regularly in the field visiting customer to build trust and strengthen relationships

• Real Estate experience preferred, not required

Get to know us

Zillow is reimagining real estate to make home a reality for more and more people.

As the most-visited real estate website in the United States, Zillow and its affiliates help movers find and win their home through digital solutions, first class partners, and easier buying, selling, financing and renting experiences. Millions of people visit Zillow Group sites every month to start their home search, and now they can rely on Zillow to help make it easier to move. The work we do helps people get home and no matter what job you're in, you will play a critical role in making home a reality for more and more people.

Our efforts to streamline the real estate transaction are supported by a deep-rooted culture of innovation, our passion to redefine the employee experience, a fundamental commitment to Equity and Belonging, and world-class benefits . These benefits include comprehensive medical, dental, vision, life, and disability coverages as well as parental leave, family benefits, retirement contributions, and paid time off. We’re also setting the standard for work experiences of the future, where our employees are supported in doing their best work and living a flexible, well-balanced life. But don’t just take our word for it. Read recent reviews on Glassdoor and recent recognition from multiple organizations, including: the 100 Best Companies to Work For, Glassdoor Employees’ Choice Award, Bloomberg Gender-Equality Index, Human Rights Campaign (HRC) Corporate Equity Index, and TIME 100 Most Influential Companies list.

Zillow Group is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please contact your recruiter directly.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state and local law.

Applicants who receive job offers from Zillow Group will be asked to sign a Proprietary Rights Agreement which includes confidentiality, intellectual property assignment, customer and employee non-solicitation, and non-competition provisions. If you are contacted for a role at Zillow Group and wish to review a copy of the Proprietary Rights Agreement prior to receiving an offer, you may request a copy from your Recruiter.