Strategic Account Manager, US

1 month ago

Remote, Oregon, United States PubNub Full time

Join PubNub, a pioneer in weaving an interconnected world with compelling real-time experiences. Founded in 2010 and utilized by more than 2,000 leading companies, including Verizon, Autodesk, Monsanto, Zillow, and DropBox, our mission is to revolutionize real-time online interactions by providing an unparalleled platform enabling product and development teams to build, manage, and optimize real-time solutions in their applications. With over $130M raised from notable investors and a global influence, we are at the forefront of shaping how the world connects and interacts digitally. Embrace flexibility with our remote-first approach while benefiting from a collaborative work environment tailored to your best work style.

Job Summary

As a Strategic Account Manager, you will be responsible for managing and growing revenue for a defined set of PubNub's strategic customers. This role requires a solid business acumen, adroit account management, and strong technical ability to understand our customer's product development needs and conveying the value of PubNub's suite of services to both senior decision makers and technical developers. In this role, you'll act as a trusted advisor to our key customers and expand PubNub's presence through consultative selling and building relationships with key executives, product managers, and software engineers.

Responsibilities

  • Manage and grow a defined set of current PubNub large-scale strategic customers, engaging in a consultative selling effort to expand the footprint of PubNub through uncovering new use cases and upselling PubNub's additional services.
  • Build relationships across a range of stakeholders within large customer organizations, including executives, product managers, software engineers, and developers. Interact at both the senior executive and management level to identify product development priorities and effectively convey PubNub's value proposition to increase use and adoption of PubNub for building and managing real-time solutions.
  • Expand and grow ARR with existing customers through maintaining and executing on robust customer account plans for growth, forecast business opportunities accurately, and close both new and renewal revenue opportunities.
  • Expand and grow ARR with existing customers through building relationships and regular meetings to align around customer product roadmaps and opportunities to leverage PubNub in real-time projects.
  • Be the voice of your customers communicating feedback to product development and addressing customer issues while working internally with our support, solution architect and engineering teams.
  • Regular meetings and QBRs with customers and travel to customer sites to align on product development plans, showcase PubNub's product roadmap, gather customer feedback, and uncover future business opportunities.
  • Leverage sales automation, pipeline management and prospecting tools to productively manage your customer base, maintain an accurate record of customer priorities and next steps, and accurately forecasting pipeline and revenue growth opportunities.
  • Continuous learning of PubNub's evolving products, services, and processes.

Requirements

  • A motivated, self starter who thrives in a highly technical product environment and feels challenged by complex sales scenarios and possesses a track record of owning the success and growth of key customers.
  • A minimum of 8 years of highly successful strategic technology sales experience and large account management experience, with a demonstrated track record of consistent over-achievement against assigned quotas.
  • Experience in selling a technical SaaS solution of APIs, SDKs, and similar technologies to Product and Engineering teams, while managing a highly complex technology sales process. Familiarity with real-time technologies like Pub/Sub, , MQTT, Firebase or similar technologies.
  • Empowered with a consultative sales approach, you are able to positively address customer needs while driving successful outcomes.
  • Experience with closing 6-figure deals with complex organizations with multiple stakeholders including CTOs, product managers, and software engineers.
  • Proficient in for tracking activity, retention and revenue metrics, while leveraging tools like Outreach, Gong and Zoominfo to drive productive sales motions and communication.
  • World-class interpersonal and communication skills with the ability to effortlessly make complex contractual, technical, and financial details sound simple.

Additional Qualifications

  • Ability to work within a team of AEs, AMs, SDRs and SEs/SAs in order to achieve excellent results.
  • Must be able to collaborate with cross-functional teams including marketing, product, engineering, support, legal and finance.
  • Has an ability to focus on what is important in the face of multiple competing priorities.
  • Possesses excellent problem solving skills.
  • Must be friendly, considerate and engaging.
  • Demonstrates humility and willingness to admit when they don't know something.

Why PubNub?

We offer a creative, supportive environment where innovation and initiative are valued. Benefits include a comprehensive health package, flexible work policies, and a commitment to personal growth and recognition. As an EEO employer, PubNub is proud to maintain a diverse and inclusive workplace.

Join us in revolutionizing real-time communication and help us paint a picture of an interconnected future. Your role here isn't just a job—it's a pathway to building extraordinary experiences that matter.

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