What you will be doing?
- Drive outbound sales strategies, including prospecting and account-based marketing, to penetrate high-value enterprise markets.
- Execute a robust land-and-expand strategy, increasing account value through upselling and cross-selling initiatives.
- Manage complex, multi-stakeholder sales cycles with technical and executive-level engagement, ensuring client alignment and satisfaction.
- Act as a trusted advisor, delivering tailored solutions that meet client objectives while maximizing account potential.
- Maintain and grow a robust pipeline, qualify opportunities effectively to prioritize high-impact accounts and ensure efficient resource allocation.
- Attend trade shows and company training events to expand outreach and increase brand visibility.
- Coordinate and collaborate cross-functionally across our global organization to ensure smooth operations and maximize sales opportunities.
- Keep the CRM system up-to-date with accurate and relevant information about clients and prospects.
- Provide management with well-informed forecasts and reports on sales progress and future opportunities.
- Stay informed about best practices, competitive threats, and developments in the optimization space to maintain a competitive edge.
- Document and track your progress in the CRM system to ensure transparency and accountability.
What experience and qualifications should you have?
- 5+ years of experience in B2B SaaS sales or enterprise account management with a proven ability to exceed revenue targets.
- A Bachelor's degree in a business or communication-related or equivalent work experience.
- Technical and engineering education is a plus.
- Proficiency in both written and spoken English. Additional language skills are a plus.
What skills and abilities should you have?
- Ability to identify and develop analytics to increase awareness of Gurobi's offerings in the assigned region.
- Proficiency in delivering presentations and training sessions effectively.
- Expertise in negotiation to secure favorable outcomes for Gurobi and its clients.
- Strong conflict resolution skills to protect the customer experience and enhance Gurobi's image.
- Ability to create compelling value propositions for partners.
- Proficiency in strategic and analytical thinking to assess decisions' internal and external impact.
- Aptitude for using data to plan and execute strategies effectively.
- Comfortable working with international teams in a cross-functional capacity.
- Satisfaction and ability to operate effectively from a home office in a remote work environment.
- Willingness to travel as required according to the specified level.
- Ability to participate in meetings across different time zones within reasonable expectations.
- Motivated ambition to achieve assigned Objective Key Results (OKRs).
- Commitment to upholding company policies and procedures.
What other requirements should you have?
- Advanced-level technical B2B SaaS sales experience: Demonstrated expertise and success in selling B2B software solutions in a technical environment.
- Fluency with macOS, Microsoft 365, and Power BI: Proficiency in using these tools to effectively manage and analyze data, collaborate, and deliver presentations.
- Comfortable with learning and utilizing Salesforce: Ability to quickly learn and leverage Salesforce, a widely used customer relationship management (CRM) platform, to effectively manage sales activities and customer interactions.
- Comfortable working in an international setting and with a US-based company.
- Where applicable, a valid passport and the ability to obtain necessary international travel documents.
Your Alignment with our Gurobi Core Values:
- Customer Focus: Verbal & written communication skills that bring clarity and build trust.
- Power of the Team: Motivated with a team-oriented mindset that aims to both inspire and be inspired by others.
- Innovation: The courage to bring ideas forward and see yourself as an integral part of our global team.
- Dedication: Organized and agile, focusing on meeting professional objectives while promoting a healthy work/life balance.
- Integrity: Promise to uphold honesty as your compass and conduct all business practices with an ethical mindset and fiscal responsibility.