Senior Strategic Account Executive

About the role

At Twilio, we're shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work , and strong culture of connection and global inclusion means that no matter your location, you're part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we're acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! . See yourself at Twilio Join the team as Twilio's next Regulated Verticals Senior Strategic Account Executive. This position is needed to lead prospecting, solution selling and closing new business opportunities across our Messaging, Voice and Email products. In this role, you will be directly responsible for expanding our messaging business with some of the largest and fastest growing mid-market and enterprise companies, spanning industries. New Business Account Executives are experts in the CPaaS ecosystem and Twilio's product offerings. This role is highly cross functional, with deep integration with product management, carrier relations, finance, and solutions engineering teams.

Responsibilities

• In this role, you'll:
• Drive new customer acquisition, while being assigned a quota for iACV (incremental Account Contract Value)
• Own highly analytical and consultative sales cycles to win business in competitive vendor sourcing cycles with Twilio's messaging (e.g. SMS, MMS, WhatsApp, Facebook Messenger, Google Business Messages, Account Security, etc.), voice and email solutions.
• Work with customers across assigned verticals to understand their business and technical requirements, and match them to the capabilities of Twilio's communications API platform, designing a solution for their specific use cases.
• Work with teams in Finance, Legal, Pricing, and Operations to design mutually beneficial contracts to address customer requirements, while balancing the needs of our business.
• Be passionate about what you do, think outside the box, and use world-class interpersonal and communication skills to present complex contractual, technical, and financial details to prospects in a way that builds confidence and comfort in the proposed solution.
• Balance competing priorities and manage multiple projects and deals at the same time.
• Partner cross functionally with sales, services, product, and finance to develop long range territory strategies and sales plans.
• Act as the voice of the customer to Twilio's product and carrier relations teams.
• Demonstrate a strong understanding of the CPaaS industry - staying up to date on key industry initiatives and new capabilities - on behalf of your customers and the wider Twilio go-to-market organization.
• Generate and maintain an accurate pipeline and forecast utilizing our CRM, Salesforce.
• Stay current with industry changes and collaborate with your team and peers to learn and share best practices.

Requirements

• *Required:
• Possess a total of 10 years of full cycle sales experience, with a minimum of 3 years managing or leading quantitative highly analytical products or solutions for their customers.
• Directly selling technical SaaS or CPaaS
• Experience outbound prospecting into install base, greenfield prospecting into new accounts, and executing strong QBR strategy for territory penetration
• Technical solutions selling experience working with real customers, listening to them, and solving problems
• Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships
• Analytical account development strategy based on using data to find opportunities and prove value
• Demonstrated track record of managing business forecasts and financial models
• Entrepreneurial mindset with appetite to define process and build programs
• Record of delivering market driven results, especially to scale and enterprise customers
• Excellent verbal and written communication skills (English)
• Bachelor's Degree or equivalent years of experience
• Desired:
• Deep experience working with telecom companies, including CPAAS, SMS aggregators, carriers, or global communications platforms.
• Domain expertise from a highly quantitative industry such as DevOps, Fintech, advertising optimization, investment banking,

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