Strategic Account Executive, Named Accounts

About the role

Transcend is seeking a highly skilled and strategic Strategic Account Executive, Named Accounts to drive new business acquisition and account growth within our Named Accounts. As a Strategic AE, Named, you will target key accounts, focusing on businesses that align with Transcend's product offering, and navigate complex sales cycles across multiple stakeholders. You will be responsible for building deep relationships, developing strategic account plans, and leveraging cross-functional teams to drive customer success. The ideal candidate has a strong understanding of industry trends, is detail-oriented, and excels in strategic deal management. This is a Remote, Exempt, Full-Time, Permanent position reporting to the Regional Director of Sales at the Company. Valid work authorization in the United States is required, as this position does not qualify for visa sponsorship.

Responsibilities

• Target and Qualify High-Value Accounts: Identify and prioritize accounts based on market signals, historical industry trends, and prior engagement with Transcend products. Focus on accounts with a high propensity to engage and deliver significant annual contract value (ACV).
• Develop Strategic Account Plans: Build in-depth account plans for top target accounts, detailing key Transcend initiatives, organizational structures, key stakeholders, engagement strategies, use cases, and how Transcend's solutions can drive significant business value.
• Engage with C-Suite Executives: Work with Transcend executives to break into the C-suite of target accounts, crafting executive-level messaging and managing outreach to establish relationships with senior leaders.
• Build Business Cases and ROI Models: Collaborate with the Value Engineering team to build compelling business value assessments (BVA), showcasing the ROI of Transcend's solution, aligned with customer metrics and industry benchmarks.
• Negotiate and Close Deals: Own the negotiation process, including pricing, contract terms, and commercial agreements. Drive multiple rounds of negotiations, ensuring that deals align with Transcend's pricing strategy while addressing customer objectives.
• Develop and Execute Mutual Action Plans: Create mutual action plans with champions and stakeholders, detailing key activities and milestones throughout the sales cycle, including evaluation, solutioning, commercials, and implementation.
• Conduct Discovery and Qualification: Perform thorough discovery at all stages of the sales cycle, surfacing pain points across buyer roles (Privacy, Marketing, Legal, Engineering, Data, Marketing). Qualify deals based on business initiatives and align project scope with customer challenges.
• Maintain Accurate Forecasting: Provide consistent and accurate forecasting throughout the opportunity lifecycle, ensuring CRM records are up-to-date and aligned with sales methodology (e.g., MEDDPICC).
• Lead Custom Demos and POCs: Partner with SEs to deliver tailored product demos and proof-of-concept (POC) engagements that are tightly scoped, have clear success criteria, and align with executive sponsorship.
• Engage Legal and Procurement: Collaborate with Legal, Security, and Procurement teams during contract negotiations to ensure smooth execution of commercial terms and mitigate risks.

Requirements

• Pipeline Generation: You understand the critical importance of generating pipeline on a consistent basis. You are skilled and have demonstrated experience generating quality pipeline in large enterprise and strategic account.
• Industry-Focused: You have deep expertise in targeted industries (e.g., retail, B2C, financial services, healthcare), and understand how to align Transcend's solutions with industry-specific challenges and opportunities.
• Dom

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