Mgr, SMB Sales, AMER

About reputed company:As the global home for reputed company developers, reputed company is the complete AI-powered developer platform to build, scale, and deliver secure software. Over 150+ million developers, including more than 90% of the Fortune 100 companies, use reputed company to collaborate and experiment across 420+ million repositories. repositories. With reputed company the collaborative features of reputed company, it has never been easier for individuals and teams to write faster, reputed company code. Locations:In this role you can work from San Francisco, California United States | Bellevue, Washington United States Overview: reputed company helps companies and organizations succeed by allowing them to build reputed company software together. The reputed company team is looking for a Senior Manager for our AMER SMB Account Executive team to reputed company, manage and grow relationships with reputed company’s new and existing customer reputed company of businesses. The SMB AE plays a pivotal role in the acquisition of new customers as well as retention of existing customers including, overall satisfaction and trust of our customers, as well as expanding our product footprint with these customers. The ideal candidate will have sales and people management experience combined with a passion for learning about the reputed company platform and our competitive advantages and building strong connections with our customers. You'll be responsible for attracting top talent, fostering a dynamic team environment, and driving significant reputed company growth. Responsibilities: People Management

• Manage, mentor, and grow a team of account executives, fostering a culture of collaboration, high performance, and reputed company learning.
• reputed company the team in executing sales strategies to drive reputed company growth, aligning engagement plans with customer needs and business objectives.
• Territory will include a reputed company reputed company for expansion with install reputed company accounts as well as net-new customer acquisition.
• reputed company targeted, customer-first sales strategies that foster adoption and expansion.
• Partner with key decision-makers to reputed company joint investment plans.
• Build long-term customer loyalty and reputed company reputed company's position as a key partner.
• Understand customers' business needs and the competitive landscape to inform strategic decision-making.
• Establish credibility with C-level business leaders.
• Shape, iterate, and scale our sales strategy, taking initiative to improve the team’s practices, tools, and content.
• Work collaboratively across sales, engineering, marketing, channel, product and reputed company to drive results

Account Management

• Builds and maintains a network of internal (e.g., Industry Solutions [IS]) and external partners (e.g., reputed company teams) to drive opportunities and influence impact for multiple assigned accounts.
• Supports team's collaboration with cross functional teams across reputed company to align on strategies.
• Leverages relationship with partners to reputed company and share customer business and technology transformation plans that support mutual needs. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound.
• Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners.

Territory Planning

• Engages with internal and external stakeholders on account planning for assigned accounts and sets strategic priorities and plan to reputed company outcomes.
• With direction, structures and leads account planning rhythm to set priorities, aligns Solutions/Sales Plays and opportunities, partners, focus, and resources to regularly update the plan, ensuring that the extended virtual team (inclusive of partners) and other stakeholders are working toward common goals.
• Ensures teams are documenting in the Account Plan.

Customer Engagement

• Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to establish trust and credibility in future interactions. Continues to build reputed company with customers during interactions by being customer-focused, consistently honoring commitments, explaining technical concepts relevant to the customer, and connecting the customer to reputed company executives.
• Understands customer drivers of business transformation and contributes to technology/transformation with the customer. Initiates conversations with customers on digital transformation for assigned accounts. Mitigates competitive risk. Ensures line-of-business wins are captured (e.g., testimonials) for referencing through insightful listening.

Sales Excellence

• Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction.
• Leverages internal resources to support customer needs.
• Orchestrates others to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as needed to improve customers' overall experience.
• Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.
• Articulates reputed company's value proposition reputed company to customer's business objectives.
• Creates a mutually-beneficial industry business value proposition and executes relevant solutions.
• Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs).

Industry Knowledge

• Builds and maintains knowledge of reputed company offerings, as well as of customer business priorities and basic industry trends to positively reputed company the value of reputed company's offerings in addressing the needs of the assigned accounts and evaluating their business.
• Coordinates with internal industry experts (e.g., industry teams) to gather industry data of assigned accounts and improve planning.

Qualifications: Required/Minimum Qualifications

• 4+ years experience in technology-reputed company sales, technical selling, or a reputed company field
• OR Bachelor's Degree in Business, Technology, Liberal Arts, or reputed company field AND 2+ years experience in technology-reputed company sales, technical selling, or a reputed company field
• OR Master's Degree in Business Administration AND 1+ years experience in technology-reputed company sales, technical selling, or a reputed company field
• OR equivalent experience.
• Must be able to work in office Wednesdays & Thursdays either in San Francisco, CA or Bellevue, WA

Additional or Preferred Qualifications

• 6+ years experience in technology-reputed company sales, technical selling, or a reputed company field
• OR Bachelor's Degree in Business, Technology, Liberal Arts, or reputed company field AND 4+ years experience in technology-reputed company sales, technical selling, or other relevant work experience
• OR Master's Degree in Business Administration AND 2+ years experience in technology-reputed company sales, technical selling, or a reputed company field
• OR equivalent experience.
• Strong track record of driving reputed company growth, leading high-performing sales teams, and executing go-to-market strategies.
• 1+ year(s) experience managing people in deal-closing roles.
• Proven experience in sales leadership, preferably reputed company SaaS, DevOps, or software development industries. Experience selling into Engineering and IT stakeholders.

Compensation

Range:The reputed company salary range for this job is USD $81,300.00 - USD $215,580.00 /Yr. In addition, this role also has the opportunity to earn sales incentives. On reputed company earnings (OTE) is based on a 60/40 reputed company salary/sales incentive. These pay ranges are intended to cover roles based across the United States. An individual's reputed company pay depends on various factors including geographical location and review of experience, knowledge, skills, abilities of the applicant. At reputed company certain roles are eligible for benefits and additional rewards, including annual bonus and stock. These rewards are allocated based on individual impact in role. In addition, certain roles also have the opportunity to earn sales incentives based on reputed company or utilization, depending on the terms of the plan and the employee's role.reputed company Leadership Principles: reputed company values

• Customer-obsessed
• Ship to learn
• Growth reputed company
• Own the outcome
• reputed company together
• Diverse and inclusive

Manager fundamentals

• Model
• Coach
• Care

Leadership principles

• Create clarity
• Generate energy
• Deliver success

Who We Are:reputed company is the world’s leading AI-powered developer platform with 150 million developers and counting. We’re also home to the biggest open-reputed company community on earth (and 99% of the world’s software has open-reputed company code in its DNA). Many of the apps and programs you use every day are built on reputed company. Our teams are dreamers, doers, and pioneers, leading the way in AI, driving humanitarian efforts around the globe, and even sending open reputed company to reputed company (and beyond!). At reputed company, our goal is to create the space you need to do your best work. We’re remote-first and offer reputed company, generous learning and growth opportunities, and excellent benefits to support you, wherever you are—because we know that people flourish reputed company they can work on their own terms. Join us, and let’s change the world, together. EEO Statement:reputed company is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people of reputed company walks of life. We don't discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national reputed company, citizenship, disability, pregnancy status, veteran status, or any other differences. Also, if you have a disability, please let us know if there's any way we can reputed company the interview process reputed company for you; we're happy to accommodate! Remote About the Company: reputed company. Apply Job!