Indigo Hiring For Enterprise Account Director, Carbon at USA, United States Full Time

Job Description

About Indigo

Indigo Ag is a mission-driven company dedicated to harnessing nature to help farmers sustainably feed the planet. We innovate across a breadth of technology and science disciplines to help enhance agriculture’s long-term sustainability and profitability and mitigate the climate crisis. We seek to positively impact the world through the digital and biological solutions we bring to the market, creating a more resilient earth, healthier economies, and thriving communities. Our people build partnerships, explore the science, and engineer the technology to help grow the future of sustainable agriculture. The only way to achieve it is through a unique combination of expertise – from Fortune 500 to academia, soil science and agriculture, to tech start-ups.

Indigo Ag is expanding & scaling its US Carbon product offering by forming strategic relationships with channel partners. The Enterprise Account Director (EAD), position focuses on the development and account management of large strategic partnerships. The EAD will be responsible for establishing, owning, and nurturing channel partners with a nationwide or multi-state reach.

The EAD is a high profile customer facing role within the North America Carbon Commercial organization that is responsible for the health and success of its owned accounts. The ideal candidate has developed customer relationships from the executive level to customer facing field teams. You are skilled in account management and have perfected your ability to manage diverse relationships, get alignment on goals, execute on go-to-market plans, identify risks, and rapidly solve problems to maintain the health of your accounts. You’re driven by achieving success for your portfolio of accounts. Success in this role requires developing strong business relationships, activating the Carbon program through the partner channel, and increasing Carbon program participation, expansion, and retention.

You understand SaaS account management, ideally have experience in B2B or B2B2C. Experience in agriculture, sustainability, and/or the food value chain is a plus.

Own and manage the strategic and operational relationship with enterprise accounts

• Develop deep relationships with assigned enterprise partner account(s) and become a trusted resource for Carbon by Indigo
• Align on a go-to-market strategy with the Carbon Partner Activation team that supports Indigo and the enterprise accounts’ goals
• Collaborate and align Indigo cross-functional teams (i.e. marketings, local sales support, agronomic support, customer operations, etc) with those of the partners to execute on the go-to-market plan; direct resources appropriately based on the partner go-to-market strategy and needs
• Leverage Indigo teams and resources as needed to achieve goals without overextending resource capacity
• Responsible for driving account goals, including grower enrollment and credit generation
• As the primary relationship owner, manage all Carbon communications with partners and set up a regular cadence of business reviews based on mutually agreed upon goals/KPIs

Expert in the Carbon by Indigo offering and Sustainability portfolio and how it fits into the Partner’s offerings

• Effectively communicate the value proposition of Carbon by Indigo for your enterprise account
• Understand the joint value proposition of partnering; improve and refine carbon positioning within the enterprise accounts offerings
• Identify and communicate market opportunities and obstacles to management team, refining GTM strategy as needed

Ensure success of partnership by managing the end-to-end partner/customer journey

• Serve as point of contact between Channel Partners team and other functions of the Indigo Organization
• Structure a consistent feedback process to ensure partner successes & challenges are communicated back to Indigo appropriately
• Ensure partner onboarded grower accounts are supported by Indigo teams and on track to meet retention goals
• Manage and document all customer communications and opportunities in Salesforce / Confluence
• Be an expert in the carbon customer (grower) journey
• Ensure partner is properly enabled and positioned to expand Indigo’s Carbon program
• Collaborate with Partner Onboarding team to provide ongoing training and support for Indigo products sold through channel partnerships

Competencies

• Executive relationship development and management
• Excellent communicator, able to quickly build trust and rapport with all stakeholders in the Indigo ecosystem
• Self-starter, not a person who requires much supervision and direction. Able to recognize an opportunity and pursue it.
• Multi-stakeholder project management with both internal & external teams
• Experienced with SaaS development, launches and updates
• Driver of a collective vision for future state 3-5 years out
• Effective collaboration with cross-functional leadership to deliver on customer needs
• Ability to speak to diverse audiences
• Operationalizes and adapts a GTM strategy, including customer segmentation, value prop refinement, marketing campaign development, andpartner sales incentives
• Strong negotiation skills, ability to get alignment and buy-in on shared goals
• Identifies and manages risks, defining and getting buy-in on a solution at all levels
• Forward thinking, anticipating next steps
• Consultative approach and collaborative team member with the ability to work independently
• Ability to operate without all the details, coordinating complex sales strategies and tactical field approach with a diverse and remote team.
• Growth-oriented; able to follow an account management process to grow account
• Forecasting prowess
• Comfortable with modern software tools and Indigo’s tech offering (Salesforce, etc.)
• High technology acumen and understanding
• Prior experience working in a fast-growing company/project/initiative
• Entrepreneurial in spirit; team player
• Optimistic and innovative, solution oriented
• Owns mistakes, conducts themselves honestly
• Ability to prepare internal and external sales presentations
• Ability to negotiate commercial terms and performance expectations through the lifecycle of the relationship

Qualifications

• Demonstrated track record of high sales performance in the ag retail space
• Bachelor’s degree or equivalent (preferably in agriculture, agronomy or economics)
• 5 years of experience selling product/services to a wide breadth of ag retail organization size & structures.
• Demonstrated past of negotiating contractual relationships and commercial terms with vendors/suppliers
• SaaS account management experience a plus
• Agriculture experience a plus
• Technical experience and familiarity with CRM system preferred (Salesforce)
• 50% Regional Travel to be expected

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At Indigo, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and team members. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, sex, pregnancy (including childbirth, lactation, and related medical conditions), national, social or ethnic origin, age, physical, mental or sensory disability, marital status, family or parental status, sexual orientation, gender identity and/or expression, family medical history or genetic information, military and veteran status, and any other characteristic protected by applicable law. Indigo believes that diversity, equity, and inclusion among our team members are critical to our success. We seek to recruit, develop and retain the most talented people from a diverse candidate pool.

If you’re applying for a job in the U.S. and need reasonable accommodation for any part of the employment process, please email [email protected] and let us know the nature of your request and contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this email address.

Indigo