About the Role
If you understand AI well enough to explain it in a customer meeting, and you get just as excited about solving a business problem as a technical one, this role is tailored for you. Customers approach with specific challenges, timelines, and leadership queries. Your responsibility will be to comprehend their actual dilemmas, determine what AI can genuinely do for them, and guide them towards effective solutions. With 400,000 customers across various industries, the scope and variety of cases you will handle are exceptional within the tech landscape.
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What You'll Bring
We require candidates with substantial experience in strategic account management, complex sales execution, and a proven ability to position AI-powered solutions at the executive level. You should be capable of driving significant cloud revenue, aligning account strategies with customer business priorities, and shaping AI adoption across enterprise accounts.
You should possess the following:
- Expertise in managing complex enterprise accounts through full sales cycles while leading and developing teams.
- The ability to synthesize AI capabilities into executive-level value narratives that foster commitment and accelerate deal closures.
- Solid command of industry analysis to shape C-suite discussions and long-term account strategies.
- A proven track record of competitive positioning, including navigation against AI-native and specialist vendors.
- A rigorous approach to account governance — establishing standards for pipeline, stakeholder alignment, and executive reporting.
- A degree is not required for this role.
We seek individuals who think strategically, understand the business landscape, and can influence others — blending persuasive communication with the ability to navigate complex problems confidently.
What You'll Build
In this role, you will spearhead strategic account planning and execution, drive noteworthy cloud revenue outcomes, and establish benchmarks for how AI is positioned and embraced in your most intricate accounts.
Your tasks will include:
- Leading strategic account planning aligned with customer transformation goals and the company's AI portfolio.
- Driving AI value realization at the C-suite level, linking the company's capabilities to measurable business outcomes.
- Leading competitive positioning in complex evaluations, including those against AI-native and specialist vendors.
- Applying deep industry analysis to anticipate customer needs and reveal long-term growth avenues.
- Setting standards for account governance, maintaining pipeline discipline, developing plans for executive stakeholders, and preparing commercial documentation.
- Coordinating cross-functional teams and partners to ensure customer success at a large scale and expand the company's market presence.
Where You Belong
You will become a part of the Customer Value Group, operating at the crossroads of cloud revenue growth and AI-driven customer success. The team comprises skilled commercial talent dedicated to assisting customers in navigating the complexities of AI adoption and realizing enduring value from the company's offerings. With AI reshaping enterprise purchasing behavior, this is a pivotal time to manage accounts and advance your career at the forefront of the industry.
Equal Employment Opportunity (EEO) Statement
Our organization does not engage in employment discrimination based on race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or any other non-merit factor.
