Enterprise Account Executive

Sales | Sydney, New South Wales, Australia

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For the last 100 years, companies have operated primarily under a product-centric business model, where the goal was to make, ship, and sell more units. Today, there’s a demand to have products and services delivered on a continual, subscription basis; to upgrade and access new innovations and features constantly. This is the end of ownership and it changes everything. Our vision is “The World Subscribed” where one day every company will be a part of the Subscription Economy® (a phrase coined by our CEO, Tien Tzuo).

Zuora’s leading, cloud-based software solution automates all subscription order-to-revenue operations in real-time for any business. Companies in any industry can launch new businesses, shift products to subscription, implement new pay-as-you-go pricing and packaging models, gain new insights into subscriber behavior, and disrupt market segments to gain competitive advantage. 

As a Zuora Enterprise Account Executive you will be focused on Enterprise business accounts within your assigned territory. You will have a proven track record of exceeding quota in technology sales and be a motivated and tenacious self-starter who is comfortable selling to C level executives.

What you’ll do and achieve

  • Work tirelessly on your account plan to deliver maximum revenue potential.
  • Identify and qualify opportunities within your account territory.
  • Sell business application solutions to prospective and new enterprise customers.
  • Prospect, forecast, resource allocation and planning of new business deals.
  • Forecast sales activity and revenue achievement in Salesforce, while creating and maintaining satisfied customers.
  • Participate in the creation, presentation and sales of a complete value proposition via the telephone, internet, webinar and customer meetings.
  • Manage complete and complex sales-cycles often presenting to C-level executives the value of Zuora’s full suite of applications.
  • Achieve monthly and quarterly quota assignments and forecast sales activity accurately.
  • Champion your customers’ implementations to ensure long term value/ROI.
  • Negotiate pricing and contractual terms to close deals.
  • Deliver outstanding results through cross team collaboration.

What you’ll need to be successful

  • 7+ years of experience in solution software sales, preferably within SaaS, accounting/ERP applications, CRM, business intelligence or any business application software solutions.
  • Demonstrable track record of consistent over-achievement of quota’s and revenue goals.
  • Leverage inbound lead flow and create new opportunities from personal prospecting efforts, utilizing contact, existing accounts and being creative with sales tools provided.
  • Evidence of leveraging partners and alliances to grow the pipeline and to secure the engagement process with customers.
  • Have worked and performed successfully in an early stage software vendor in addition to larger Enterprise Software vendors.
  • Strong international experience whether through professional or personal history Experience in managing complex sales-cycles using clear and repeatable sales methodologies (preferably Value Selling)
  • Outstanding communication (written and oral), negotiation, presentation and solution selling skills in order to manage complex organisations.
  • A proven ability to effectively identify and sell to C-level execs.
  • Ability to work in a fast paced, evolving environment.
  • Track record of leveraging relationships in accounts to drive sales.
  • Solid computer skills including Microsoft Word, PowerPoint, Excel and Salesforce a plus.
  • Bachelor's Degree.

About Zuora, Inc.  (NYSE:ZUO)

Zuora provides the leading cloud-based subscription management platform that functions as a system of record for subscription businesses across all industries. Powering the Subscription Economy®, the Zuora platform was designed specifically for dynamic, recurring subscription business models and acts as an intelligent subscription management hub that automates and orchestrates the entire subscription order-to-cash process, including billing and revenue recognition. 

At Zuora, every employee is the CEO of their career and leading our mission are over 1,200 passionate and innovative ZEOs who value freedom, responsibility and accountability in equal measure because they have the capacity to make shift happen. Our culture isn’t an empty branding effort – our ZEOs love working here and it shows in our rating on Glassdoor. We take it very seriously. We encourage our employees to be curious, creative, and stay focused on our shared mission of enabling our customers to be successful.

Zuora serves more than 1,000 companies around the world, including Box, Komatsu, Rogers, Schneider Electric, Xplornet and Zendesk. Headquartered in Silicon Valley, Zuora also operates offices in Atlanta, Boston, Frisco, Denver, San Francisco, London, Paris, Beijing, Sydney, Melbourne, Chennai and Tokyo. 

At Zuora, different perspectives, experiences and contributions matter. Everyone counts. Zuora is proud to be an equal opportunity employer committed to creating an inclusive environment for all. To learn more visit www.zuora.com.

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