Drive top-line revenue growth by acquiring new Enterprise customers and developing strategies to penetrate top-tier accounts. Proactively identify and pursue opportunities to cross-sell additional products and services to existing customers to optimize account revenue and profitability. Manage and nurture key customer relationships to ensure maximum satisfaction and retention, fostering long-term strategic partnerships. Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in new business pipeline and increased retention and expansion of existing clients. Create quarterly territory plans, developing strategies and actionable tactics to increase our market share in the Enterprise sector. Demonstrate a strong understanding of Zendesk products and align them with clients' business objectives to secure product expansion and customer satisfaction. Lead complex, value-centric sales cycles, including multi-month deals with proof of concept stages, particularly with customers generating significant revenue. Consistently develop a robust pipeline of qualified opportunities and maintain an accurate sales forecast to exceed quarterly and annual revenue goals. Establish and maintain C-level executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions. Collaborate effectively with internal teams and leadership to optimize sales strategies and drive sales execution. Negotiate and close complex deals, leveraging a consultative approach, utilizing your exceptional communication skills to present compelling business cases and value propositions. Maintain thorough knowledge of Zendesk solutions, staying current with competitive landscape and industry trends.

• BA/BS degree or equivalent experience required.
• Experience in cloud/software B2B sales or solution engineering, with a minimum of 8 years of experience and a proven track record of exceeding sales targets.
• Strong, consistent track record of achieving targets & quota achievement in 2 of the last 3 years; President's club membership is a plus.
• Expertise in navigating complex sales cycles and renewals, including multi-month, value-centric processes with proof of concept stages.
• Experience in managing customer relationships with organizations generating revenues exceeding $2 billion.
• A history of successfully selling to VP and C-level executives in Enterprise accounts.
• Outstanding presentation, negotiation, and deal-closing abilities.
• Experience creating and leveraging territory and account plans.
• An entrepreneurial spirit, a collaborative mindset, and a drive for personal and professional growth.
• Demonstrated industry experience, with the ability to navigate industry trends and dynamics and build relationships with key decision-makers and champions.
• Familiarity with key Sales tools such as Salesforce, Outreach, Clari, Seismic and Looker.
• Ability to travel to customer locations.

Zendesk is seeking a high-performing Enterprise Account Executive to join our Japanese team. As a key member of our Enterprise Sales team, you will lead the most sought-after Enterprise customers, serving as an Account Owner and driving creative proposals and sales activities in collaboration with various departments. This is an opportunity to build your career through various problem-solving experiences with our customers, leveraging the highly valued Zendesk platform experience.

As an Enterprise Account Executive, you will actively acquire new customers while also expanding existing customer usage. You will build and maintain relationships with various stakeholders in large enterprises, identifying and addressing customer challenges (or yet-to-be-recognized challenges) and coordinating with various Zendesk resources to create a unified proposal. You will also lead a team effort to adapt to the rapidly changing business environment both inside and outside the company, demonstrating creativity and innovative thinking, and clearly expressing the Zendesk vision through communication.

Specific activities include:

• Acquiring and developing new top Enterprise accounts.
• Direct sales and indirect sales to create new business opportunities and expansion.
• Collaborating with Zendesk resources to develop strategies and plans for specific industries and business types.
• Creating detailed, multi-year account strategies and goals in line with quarterly execution plans.
• Building and nurturing relationships with CxO-level customers.
• Collaborating with Channel and Alliance teams to close deals considering the Partner Ecosystem.
• Following the Zendesk sales process, tracking all important activities, understanding the situation at each stage, and managing the ability to close deals.
• Collaborating with Solution Architecture Teams (Pre-Sales Teams) to achieve strategic approaches for customers and industries, and to reflect customer feedback accurately to the Product Planning and Development Department and ISV Teams.

Requirements:

• 5 years or more of experience in Enterprise software sales (particularly SaaS and CX sales experience is highly desirable).
• Proven track record of direct sales to new customers, with rich experience in the Japanese Enterprise market.
• Experience in building and maintaining relationships with executives (VP or C-level) in large enterprises.
• Experience in managing complex sales cycles and renewals, including solution sales methods.
• Proven track record of achieving continuous sales targets.
• High communication and presentation skills.
• Ability to communicate through various channels and documents.
• Experience working in dynamic and agile companies or sales teams.
• Ability to travel for work, including overseas.

We built Zendesk software to bring calm to the chaotic world of customer service. Today, we power billions of conversations with brands you know and love.

We believe in offering our people a fulfilling and inclusive experience. Our hybrid way of working enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate, and learn, while also giving our people the flexibility to work remotely for part of the week.

Hybrid: In this role, our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection, collaboration, learning, and celebration - while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific in-office schedule is to be determined by the hiring manager.