Job Specifications
At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps--trusted by startups and Fortune 100s alike. We're growing fast and just getting started. Come join us for a whale of a ride!
The Account Executive, Strategic is responsible for developing strong relationships with customers across France, connecting with key business executives and stakeholders, and preparing sales reports. They will liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs.
Success in an Account Executive Strategic role is measured not just by sales figures but by the depth of relationships built, the strategic value delivered to clients, and the positive impact on the company's long-term growth. Regular reviews against these expectations can help in identifying areas for improvement and adjusting strategies as necessary.
Responsibilities
Account Management: Manage and develop client accounts in person to initiate and maintain favorable relationships with clients.
Business Development: Identify new business opportunities among existing customers, assigned accounts and assigned territories.
Solution Selling: Develop a thorough understanding of clients' needs and challenges, able to pitch the Docker value and help customers derive value metrics from proposed solutions.
Multithreading: Ability to engage with multiple stakeholders within each account, build engagement plans and coverage maps for such stakeholders while having the confidence to sell to the C-Suite.
Sales Targets: Achieve and exceed financial targets, including revenue and profitability goals.
Communication: Serve as the lead point of contact for all customer account management matters. Ensure timely and successful delivery of solutions according to customer needs and objectives.
Collaboration: Work closely while partnering with cross-functional teams (including marketing, product development, renewals and customer service) to ensure a cohesive and comprehensive approach to market.
Customer Success: Partnering with customers to publish customer stories where possible. Also ensuring that existing customers are seeing value from their investments in Docker, and helping brand new customers to onboard with Docker and sees through a successful implementation.
Reporting: Prepare timely and expected reports on account status and activities, including account plans and sales forecasts within Docker's systems.
Market Insights: Stay up-to-date with new product launches and ensure sales team members are on board.
Feedback Loop: Relay client feedback regarding product service to the appropriate internal teams for quality service improvement
Qualifications
8-10 years experience selling to large, complex F500 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a similar industry or role.
Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level.
Experience delivering client-focused solutions to customer needs.
Proven ability to manage multiple account management projects at a time while maintaining sharp attention to detail.
Excellent listening, negotiation, and presentation abilities.
Strong verbal and written communication skills.
Above and beyond: Trained in Command of the Message and strong mastery of the MEDDPICC methodology
You are a native French speaker, who is also fluent in English
What To Expect
First 30 Days
Understanding the Company and Product: Gain a deep understanding of the company's products or services, value proposition, and the competitive landscape. This includes completing all necessary onboarding training and familiarizing oneself with the company culture and processes.
Relationship Building: Begin to establish relationships with key internal stakeholders, including sales, marketing, product, and customer support teams. Understanding their roles and how they can contribute to the success of strategic accounts is crucial.
Client Familiarization: Start to get acquainted with the portfolio of strategic accounts, including reviewing account histories, previous interactions, and current contracts or agreements. Initial meetings with some key clients may also take place to introduce yourself as their new point of contact.
First 90 Days
Strategic Planning: Develop detailed strategic plans for each key account, identifying opportunities for growth, potential challenges, and strategic objectives. This should be done in collaboration with clients and internal teams.
Performance Metrics: Establish clear KPIs for success within your accounts, aligned with both client expectations and compan
About the Company
At Docker, we simplify the lives of developers who are making world-changing apps. Docker helps developers bring their ideas to reality by conquering the complexity of app development. We simplify and accelerate workflows with an integrated development pipeline and application components. Actively used by millions of developers around the world, Docker Desktop and Docker Hub provide unmatched simplicity, agility and choice.
Know more