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Strategic Account Manager

at PagerDuty in Augusta, Maine, United States

Job Description

PagerDuty empowers teams of all kinds to do the critical work that moves business forward through the PagerDuty Operations Cloud.

Visit our careers site (https://careers.pagerduty.com/home) to explore life at PagerDuty, discover opportunities, and sign-up for job alerts!

Overview of the Role

PagerDuty is seeking an Strategic Growth Account Executive with experience selling SaaS products to Enterprise accounts. In this role, you will report to a Regional Sales Director. We are seeking a dynamic sales professional who not only embraces technology but also knows how to excel while doing it! We’re on the lookout for someone with a consultative sales approach, a proven knack for driving sales growth, and the ability to captivate a tech-savvy audience.

In this role, you will exhibit all the characteristics associated with a high performance sales culture, specifically leading and managing a pipeline of new business expansion opportunities within our existing accounts to deliver results against sales targets. Your territory will consist of strategic Global 2000 accounts and focused on approximately 6 accounts. You will need to have the ability to go wide within accounts to align our operations cloud story to different stakeholders (multi-product catalog).

As a customer-centric organisation, PagerDuty places immense value on delivering exceptional sales experiences. Your mission will be to go above and beyond, ensuring our customers receive nothing short of the finest sales journey imaginable.

This isn’t just a job-it’s an opportunity to showcase your sales prowess, leverage your tech-savviness, and inject your vibrant personality into every interaction. Join PagerDuty and be a part of a thrilling sales adventure where you’ll thrive, have fun, and make a significant impact!

Key Responsibilities:

Value Selling- focus on highlighting the unique PD value and benefit our products and services can provide to a customer. It goes beyond just features and price, emphasising the impact and solutions that address the customer’s specific needs or challenges

+ Possess a deep understanding the problems and focus areas of your stakeholders and effectively communicating the technical wins and strategic business outcomes we can align to and drive with a PagerDuty partnership

+ Develops strategic plans that anticipate and address customer needs and preferences based on competitor knowledge and industry trends

+ Identifies long-term strategies to grow accounts by aligning with our customers Big Problems and objectives

Sales Effectiveness- Establishing, overseeing and maintaining genuine connections with customers

+ Negotiate positive business outcomes with existing customers for PagerDuty

+ Managing and closing complex, multi-product sales cycles in the Global 2000 segment

+ Conducts consistent and effective conversations with the senior-level executives (SVP+) to garner interest and support for new initiatives

+ Strong presentation skills verbally and visually by customising content and slides to an internal or external audience; Shares information with customers to build credibility, show integrity, and highlight the value of PagerDuty; and tailors presentations to suit the audience’s level and interests.

+ Encourages positive conversations between existing customers and sales teams, leading to solutions aligned with the customer’s strategic vision.

Sales Execution- Ensuring that one’s own and other’s work and information are complete and accurate; careful preparation for meetings and presentations; following up with others to ensure that agreements and commitments have been fulfilled to contribute to PagerDuty’s long-term strategic initiatives

+ Planning – Mapping out your territory assignment, priority account targets and working with your greater support team to drive an effective territory strategy

+ Utilize historical data and market trends to provide accurate forecasts to management

+ Prospecting – leveraging our Marketing, Alliances, BDR programs to develop a point of view and approach to opening net new logo opportunities with a specific focus on Executive level alignment

+ Create effective strategies and qualify opportunities within accounts, including plans for winning business for PagerDuty

+ Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework)

+ Proactively engages internal resources and partners at the right time and in the right manner in order to move the sales process forward throughout their accounts.

Basic Qualifications

+ 12+ years field sales experience, preferably in software sales / SaaS sales

+ 6+ years of experience expanded into new areas of existing accounts

+ Strategic Account Management experience with Fortune 500 companies

+ Experience selling to C-level executives

+ Sold in a multi-product selling environment before

+ Travel expectations around 30%

Preferred Qualifications

+ Effective time management, complex deal management, account planning, and analytical skills

+ Consistent track record of exceeding sales targets

+ Self-sufficient with the ability to work independently and collaboratively

+ Previous Sales Methodology training (e.g. MEDDIC, SPIN, Command of Message, Challenger Sales)

The base salary range for this position is 160,000 – 170,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.

Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.

Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.

Not sure if you qualify?

Apply anyway! We extend opportunities to a broad array of candidates, including those with diverse workplace experiences and backgrounds. Whether you’re new to the corporate world, returning to work after a gap in employment, or simply looking to take the next step in your career path, we are excited to connect with you.

Where we work

PagerDuty currently has offices in Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. We offer a hybrid, flexible workplace. We also provide ample opportunities for in-person and virtual connection, like team offsites and volunteering events.

How we work

Our values are deeply embedded in how we operate and the people we bring on board. You will see our values ingrained in how we support our customers, collaborate with our colleagues, develop our products and foster an inclusive and empathetic work culture.

+ Champion the Customer | Put users first to design great products and experiences.

+ Run Together | Build strong teams that amplify our impact on users.

+ Take the Lead | Disrupt and invent to be the first choice for users.

+ Ack + Own | Take ownership and action to deliver more efficiently to users.

+ Bring Your Self | Bring your best self to build empathy and trust with users.

What we offer

One way we ensure our employees are inspired to do their best is through a comprehensive total rewards approach that supports them and their loved ones. As a global organization, our programs are competitive with industry standards and aligned with local laws and regulations.

Your package may include:

+ Competitive salary and company equity

+ Comprehensive benefits package from day one

+ Flexible work arrangements

+ ESPP (Employee Stock Purchase Program)

+ Retirement or pension plan

+ Paid parental

To view full details and how to apply, please login or create a Job Seeker account
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Job Posting: JC258578307

Posted On: Apr 19, 2024

Updated On: May 19, 2024

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