Jumio Corporation Hiring For Strategic Account Director at Kansas City, MO, United States Full Time

Job Description

Role Purpose:
As Jumio’s Strategic Account Director, you will drive business results by producing a well-managed, profitable and growing book of key strategic accounts with new Jumio customers. The Strategic Accounts Director role is one of a trusted advisor, a highly motivated sales professional that establishes and cultivates relationships by learning about prospective and existing enterprise customer’s goals, initiatives, challenges, budget, and timelines. Helping them to eliminate identity fraud and making the digital world a safer place.
Role Value:
Growing Jumio’s pipeline, revenue and market share in a rapidly expanding domain is fundamental to Jumio’s continued success. Strategic Account Directors are at the heart of the company’s global expansion and directly impact revenue, profitability and EBITDA. New customers and new revenue streams increase the value of the business and the impact we make on improving the world of online identity verification.
Responsibilities:

• Collaborate effectively with senior leaders to help define key account strategy and lead Jumio’s ongoing business development pursuits
• Identify strategic named accounts in collaboration with VP Sales and Chief Revenue Officer

• Identification and development of opportunities within key strategic accounts with successful pipeline and process management through to deal completion

• Orchestrate strategic account plan and building a cross-functional team within the organization to win identified target accounts
• Market mapping and researching key strategic prospects and their business needs and drivers – building relationships across target customers
• Networking and event attendance and management
• Compelling articulation of Jumio’s offerings and competitive products, pricing and proposal models in creative and innovative ways
• Closing deals resulting in winning new big logos and growing revenues within existing strategic accounts
• Developing contacts through calls, emails, meetings and conferences
• Asking great questions to obtain detailed information to deliver effective solution presentations to key strategic prospects
• Maintaining accurate records of all sales activities for purposes of maintaining and further developing the Jumio’s sales pipeline
• Developing lasting, positive and productive relationships with Jumio’s clients – securing referrals and testimonials that lead to new business opportunities

• Working collaboratively with colleagues in pre-sales, marketing and account management to provide outstanding customer experience

• Delivering against agreed new business sales targets, revenue and new logo customer acquisition

Experience and Qualifications:

• A track record of building relationships across Enterprise Accounts at the C-Level – achieving aggressive sales quotas
• 5+ years experience selling value-add software solutions to new customers
• Excellent ability to identify and articulate value to customers through written and verbal communication
• Prospecting skills and experience of prioritizing potential clients
• Proven negotiation and closing skills,
• Forecasting and financial planning and strategy skills
• Proficiency in CRM – SFDC preferable

Great to have Experience and Qualifications:

• Established network of contacts in regional enterprise customers
• Existing knowledge of the ID verification, AML or KYC market
• Competitor product awareness and insight
• Degree educated is preferred, not essential
• Proven experience managing deal sizes ranging from $30,000 to $3M+
• Comfortable with sales cycles of between 3-9 months

Key Characteristics and Attitudes:

• Ambitious and driven

• Adaptable and flexible

• Articulate and persuasive

• High IQ and EQ

• Curious and coachable

• Commercially aware

• Resilient and tenacious

• Big picture and the detail

@Work:
Palo Alto is Jumio’s corporate HQ so has a wide range of roles and big personalities in place. It’s all Head Office functions plus a strong Sales and Marketing contingent. It’s where decisions get made and stuff gets done. No-one takes themselves too seriously and there’s an active social side. In a recent culture survey these attributes were rated particularly highly in Jumios’ Palo Alto office. This position can be remote.
Company:
Jumio is the future for online and mobile ID verification. We are the largest and fastest growing company in the ID verification space. With a global footprint, we’re expanding the team to meet strong client demand across a range of industries including Financial Services, Travel, Sharing Economy, Fintech, Gaming, and others.
Equal Opportunities:
Jumio is a collaboration of people with different ideas, strengths, interests and cultures. We welcome applications and colleagues from all backgrounds and of all statuses.