ISV Partner Account Manager at Zoom Video Communications
The ISV Sales team is responsible for establishing and driving new partnerships and opportunities to extend the use and monetization of Zoom’s powerful platform tools (API+SDK). Our goal is to provide 3rd parties the ability to power their app with Zoom. The ISV Sales Team works in close partnership with the Global Sales organization, Developer Advocacy Team and Product Management. We are an agile team and are tasked with growing and expanding this part of Zoom’s reach to help extend Zoom into new areas and markets. The ideal candidate is someone who is high energy, technically savvy and has a polished, strategic sales acumen. This is a quota carrying role.
This role will report into the ISV Program Leader but will work closely with the ISV Sales teams.
Meet or exceed sales and product objectives
Effectively qualify leads and identify prospect needs, engaging technical resources as required
Create client presentations, quotes/ proposals, and Quarterly Business Reviews (QBRs)
Cultivate existing base of customers to grow Zoom’s business and influence
Conduct high-level conversations with C-Level and VP -Level Executives to address business needs
Utilize solution-selling techniques to effectively guide sales process to close
Develop and maintain business within existing accounts, manage complex sales situations and sales campaigns
Upsell and leverage business from new and established customer relationships
Utilize Salesforce CRM to provide timely and accurate sales activity tracking and status updates
Work strategically with management to deliver forecasts, identify trending opportunities/challenges, and provide recommended solutions
Forecast sales activity and revenue achievement while creating satisfied customers
Resolve client issues in a timely and thorough manner; escalates issues to manager as appropriate
Keep informed of product line, competition and industry trends that may impact client business activities
5+ years experience in SaaS, preferably in a SaaS / Developer sales role
3+ years selling platform services (i.e. UCaaS, PaaS, etc)
Relationship oriented with customers and focused on their success
Track record of over achievement on revenue / quota goals and MBOs
Experience working with complex API/SDK integrations (pain points, GTM models etc) a plus
Demonstrated ability to operate effectively in a rapidly scaling, dynamic environment
Ability to manage multiple stakeholders and groups simultaneously
Coverage will mainly be Western and Central US.
Highly motivated, self-starter mentality with a proven ability to drive projects to closure
Experienced in task prioritization, workload and escalation management
Strong interpersonal and team building skills; ability to work with a diverse team and influence/drive change across functional and business boundaries
Excellent communication skills, both verbal and written, and tactful diplomacy
B.S. Degree , MS or MBA is a plus
Ensuring a diverse and inclusive workplace where we learn from each other is core to Zoom’s values. We welcome people of different backgrounds, experiences, abilities and perspectives including qualified applicants with arrest and conviction records as well as any qualified applicants requiring reasonable accommodations in accordance with the law.
We believe that the unique contributions of all Zoomies is the driver of our success. To make sure that our products and culture continue to incorporate everyone's perspectives and experience we never discriminate on the basis of race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.
All your information will be kept confidential according to EEO guidelines.
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