Strategic Account Executive

About the role

Transcend is seeking a highly skilled and strategic Strategic Account Executive to drive new business acquisition and account growth within our Named Accounts. As a Strategic Account Executive, 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 of the Company. Valid work authorization in the United States is required, as this position does not qualify for visa sponsorship.

What you'll do

• 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.
• Leverage Product and Industry Expertise: Utilize emerging product capabilities and proof points to break into enterprise accounts in traditional industries (e.g., financial services, healthcare). Tailor messaging and engagement strategies to align with industry-specific use cases and pain points.
• Generate Best-in-Class Messaging: Create new, highly effective messaging and engagement methods that can be shared across the AE organization. Personalize outreach across various channels, including email, LinkedIn, and cold calls, targeting key personas with relevant, impactful content.
• 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.
• Collaborate with Cross-Functional Teams: Work closely with Sales Development Representatives (SDRs), Sales Engineers (SEs), Product, Customer Success, and Professional Services to align efforts and ensure a seamless customer experience from initial engagement through closing and implementation.
• Drive Complex Sales Cycles: Lead and manage complex enterprise sales cycles involving multiple stakeholders, business units, and departments (e.g., Engineering, Product, Marketing, and Data). Develop deep relationships within accounts to navigate organizational structures and multi-thread opportunities.
• 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.
• Build and Maintain Customer Relationships: Foster long-term relationships with key stakeholders in existing accounts to support future expansion opportunities. Act as the main point of contact, driving account growth and renewal strategies.

Who you are

What you must have:

• Enterprise Sales Expert: You bring 10+ years of experience in enterprise sales working directly with F500 customers, ideally in SaaS or enterprise technology. You have a proven track record of consistently exceeding quota and closing complex deals in large enterprise and strategic accounts.
• 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., financial services, healthcare), and understand how to align Transcend’s solutions with industry-specific challenges and opportunities.
• Strategic Thinker: You are adept at building and executing strategic account plans that drive long-term growth and customer success. You take a consultative approach to selling, focusing on solving customer problems and delivering value.
• Proficient in Sales Methodologies: You are familiar with MEDDPICC or similar sales qualification frameworks, and have experience conducting gap analyses and running deal reviews for high-value opportunities.

What you should have:

• Detail-Oriented and Analytical: You are highly detail-oriented and excel at synthesizing complex information, such as product entitlements, usage data, and contractual terms, into strategic recommendations.
• Strong Communicator and Negotiator: You are skilled at building compelling business cases and delivering tailored, value-based messaging to C-suite executives and senior decision-makers. You excel at leading negotiations and navigating contract discussions.
• Cross-Functional Collaborator: You thrive in a cross-functional environment, working seamlessly with Sales, Marketing, Product, SEs, and Customer Success to deliver customer-centric solutions.
• Self-Starter with Multi-Tasking Skills: You are highly independent and able to manage multiple complex sales cycles simultaneously, with strong time management and context-switching abilities.

This role is eligible for:

• Variable Sales Incentive Compensation (for Sales roles): Transcend’s Sales Incentive Plan is designed to reward achievement of sales goals.
  • On-Target Earnings (“OTE”): Compensation is structured based on an employee’s base salary plus a variable incentive. Incentives are earned based on performance and subject to plan terms.
  • OTE Projection: When base salary and target incentive are combined, the projected OTE for this role is listed as the pay range below, assuming achievement of 100% of Sales goals.