Strategic Account Executive

Strategic Account Executive

CloudBees is the hub of enterprise Jenkins and DevOps, providing companies with smarter solutions for accelerating the development and delivery of the software that fuels their business. CloudBees is looking for a Strategic Account Executive on the West Coast/on Pacific Time to join our CloudBees sales organization. This role will be responsible for developing and executing strategic account plans across a portfolio of high-value enterprise organizations, with a focus on driving new business, expanding existing relationships, and positioning CloudBees as a long-term strategic technology partner.

The ideal candidate will have a strong track record of selling complex software solutions into enterprise organizations in the United States and the ability to engage credibly with senior technology and business leaders. They will combine commercial drive with strong business acumen, using a deep understanding of customer priorities, technology strategies and business challenges to identify opportunities, build executive relationships and develop high-value solutions.

This role will own the end-to-end account strategy, from identifying and prioritizing target accounts and mapping key stakeholders through to developing multi-threaded engagement strategies, building compelling business cases and closing complex enterprise opportunities.

Responsibilities include:

• Develop and execute strategic account plans for high-value enterprise customers and prospects, identifying growth opportunities, whitespace and areas for deeper CloudBees engagement.
• Build trusted relationships with C-suite, senior IT, engineering and business executives, positioning CloudBees as a strategic partner rather than simply a technology vendor.
• Develop a deep understanding of each account's business priorities, technology landscape, transformation agenda and key challenges, translating these into CloudBees opportunities.
• Create and manage multi-year account growth strategies, balancing new-logo acquisition, expansion, cross-sell and long-term customer value.
• Map and influence complex stakeholder environments, building multi-threaded relationships across technical, commercial and executive audiences.
• Lead complex enterprise sales cycles using the MEDDPICC framework, ensuring opportunities are commercially and strategically qualified.
• Build compelling TCO, ROI and financially justified business cases that demonstrate measurable customer value.
• Proactively identify and create opportunities within named strategic accounts through research, executive engagement, networking and targeted prospecting.
• Own the account pipeline and sales strategy, maintaining a clear view of opportunity progression, risks, competitive positioning and next steps.
• Present and demonstrate CloudBees' value proposition in the context of the customer's broader technology and business strategy.
• Partner closely with Regional SIs, AWS and GCP to develop joint account strategies and create opportunities within strategic customers.
• Act as a senior commercial advisor to customers, bringing insight into DevOps, software delivery and enterprise technology trends.
• Collaborate cross-functionally with Sales Engineering, Customer Success, Marketing, Product and Leadership to develop and execute account strategies.
• Represent the voice of the customer internally, using customer insight to influence CloudBees' approach to strategic accounts and opportunities.

Requirements include:

• Typically 8-10+ years experience in enterprise IT or software sales experience in the United States.
• Ideal candidate will have experience within the fields of DevOps related software, Java middleware and/or open source software.
• Experience in selling complex deals into multiple stakeholders in the organizations with demonstrated TCO/ROI, financially justified business case proposal experience.
• A proactive, hands-on individual able to command the respect of the entire organization through leadership, intelligence, coachability and adaptability, integrity, curiosity, creativity, hard work and presence.
• Team player - track record of building positive relationships with peers and others within the company.
• Practical experience with MEDDPICC deal qualification framework.
• Continuous and thoughtful listener and communicator; able to learn from customers and leverage input.
• Proven track record of over-achieving sales goals.
• Understanding of Salesforce.com and other sales tools (SalesLoft, 6sense, etc.).

Compensation & Benefits:

• In accordance with applicable law, the following represents a reasonable estimated compensation range for this role: the estimated pay range for this role is $260,000 - $300,000 annually (OTE). Actual compensation will be determined based on skills, experience, and geographic location and may be more or less than the amount shown above. Compensation for this role is base compensation + commission. Compensation shown is reflective of on target earnings (OTE).
• What CloudBees Offers:
• Health Insurance
• Dental Insurance
• Vision Insurance
• Short & Long Term Disability
• Life Insurance
• HSA/FSA
• Flexible Time Off
• Paid Company Holidays
• Parental Leave
• Variable Bonus Plan dependent on your role
• Stock grant opportunities dependent on your role
• 401(k) with Company Match

EEO Statement:

CloudBees is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions are made based on qualifications, merit, and business need, without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, veteran status, or any other protected characteristic as outlined by federal, state, or local laws.

Disclaimer:

This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all duties, responsibilities, and qualifications required of employees assigned to this position. Duties, responsibilities, and activities may change at any time with or without notice.