Pando - Lead - Enterprise Sales - IIM/ISB/MDI/FMS

Enterprise sales lead

Role :

- Pando is looking to hire an exceptional go-to-market leader who will be focused on expanding Pando's presence with our largest enterprise clients and opportunities. A successful candidate will understand enterprise clients' business objectives and act as a trusted advisor for using Pando most effectively, in the client's context.

- They will take a consultative approach to sales, guiding customers in their digital transformation journeys. The individual will engage effectively with CXO level counterparts at global F500s and regional bluechips, and the managers of multiple departments in these organizations. They will have the ability to shift gears at a moment's notice, and enjoy the challenges of providing excellent customer service in a fast paced environment.

- This individual will both take to market Pando's current product offerings, leveraging the existing F500 logos, and understand market requirements to bring back to Pando's product teams, to localize, evolve and grow Pando's product portfolio. This individual will also drive talent acquisition and retention. If you are a sales leader with a track record of building strong teams, delivering value for clients and exceeding targets, you will be a great fit. If you are an innovative problem solver with a collaborative team-first work-style and excellent client management skills, you will thrive in this role!

Responsibilities :

1. Own sales strategy and execution from lead to close.

2. Establish lasting relationships with senior executives and decision-makers at F500s and Blue Chips.

3. Foster new relationships for Pando through outbound efforts.

4. Generate inbound interest by evangelizing Pando.

- Help educate customers on the value of Pando throughout the adoption cycle, in conjunction with the Customer Success Team.

5. Navigate key decision makers to build Pando awareness within client organizations.

6. Identify customer needs and collaborate with customer teams to ensure customer success with special emphasis on signup, implementation, and renewal.

7. Initiate, negotiate and close new and renewal contracts with customers.

8. Communicate and organize/escalate issues appropriately including: billing, legal, security, on-boarding, and technical inquiries.

9. Build strategic adoption plans for customers in collaboration with different teams (Technical Account Managers, Customer Success Managers, Leadership, etc.).

10. Prepare and educate customers on digital transformation and best practices and ensure smooth transition to Customer Success and Implementation teams.

11. Monitor and identify sales quotas and closure trends.

12. Participate in Global Product Council discussions, provide recommendations based on customers' business needs and usage patterns to build new products/features.

13. Conduct periodic customer health-checks with an emphasis on customer delight.

14. Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including product.

Requirements :

1. 15-20 years of relevant experience preferably in a top-tier Enterprise SaaS company.

2. Experience in quota carrying sales & marketing roles, owning strategy, execution, tactics and team management.

3. Experience in new market entry, new product introduction, positioning and 0 Client Management, Sales Operations, Sales force effectiveness, Sales transformation, Business Development, Customer Segmentation, Channel Strategy, Inside Sales, People management, lean service operations, customer support / service, organization design.

4. Experience managing a pipeline and closing large contracts.

5. Excellent communication skills both with customers and C-level executives at F500s.

6. Proven negotiation and quantitative skills.

7. Strong track record of navigating within large and mid-market organizations.

8. Ability to develop senior level relationships quickly and effectively.

9. Solid understanding of Enterprise SaaS applications, collaboration technology, operations. management technology, analytics platforms, and/or workflow technologies.

10. Ability to thrive in a rapidly-changing environment.

11. Ability to build demand through evangelism, engaging with the ecosystem.

12. Experience presenting to senior managers and the C-suite.

13. Ability to manage multiple opportunities simultaneously at various stages of the buying process.

14. Takes an active interest in increasing customer satisfaction and deepening customer relationships through value delivery.

15. Ability to do quick dipsticks, POCs, value discovery calls, and value stream mapping.

16. MBA from a top B-School preferred.

17. Exposure to Logistics/Operations preferred.