Strategic Account Manager

See yourself at Twilio Join the team as our next Strategic Account Manager! Who we are & why we’re hiring Twilio powers real-time business communications and data solutions that help companies and developers worldwide build better applications and customer experiences. Although we're headquartered in San Francisco, we have presence throughout South America, Europe, Asia and Australia. We're on a journey to becoming a globally anti-racist, anti-oppressive, anti-bias company that actively opposes racism and all forms of oppression and bias. At Twilio, we support diversity, equity & inclusion wherever we do business. We employ thousands of Twilions worldwide, and we're looking for more builders, creators, and visionaries to help fuel our growth momentum. About the job This position is needed to support the Twilio Communications Business Unit. As a Strategic Account Manager you will own the revenue and profitability for a selected number of strategic accounts.You have a demonstrated track record of excellence building strong client relationships, understanding and uncovering your customers’ needs, closing large Enterprise deals, and collaborating with key internal and external stakeholders. You will also act as a critical teammate, engaged in formulating pricing strategy and converting it to operational execution in order to achieve and overachieve targets. Responsibilities In this role, you’ll: Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results. Articulates ROI of Twilio products to customers and independently manages most customer objections Partner closely with other Twilio teams to identify new revenue and GP opportunities within your account portfolio. Answer all intermediate customer questions, conduct advanced discovery, independently qualify opportunities and initiate sales cycles  Conducts pipeline generation activities both proactively and at the direction of the manager  Identify the right internal resources when complexities arise; effectively identify access to power within a customer organization, with minimal manager support. Provide timely and accurate forecasts and clear visibility on net new use cases   Negotiate and Manage contract renewal efforts for assigned accounts & generate addendums for new opportunities Own account relationship and be responsible for meeting targets Provide consultative selling to identify business challenges and create solutions for your accounts across the product portfolio including Messaging, Voice, and Email Leverage and coordinate cross-functional internal teams to efficiently navigate complex sales cycles (incl. Sales Development, Legal, Engineering, Security, Marketing, Product and Customer Success)  Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization Qualifications  Not all applicants will have skills that match a job description exactly. Twilio values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having “desired” qualifications make for a strong candidate, we encourage applicants with alternative experiences to also apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! Required: 3+ years of quota carrying sales experience, selling to primarily to large Enterprise accounts Maintain a proven record of consistently exceeding quotas CPaaS based sales experience (SMS, Voice, Email) Demonstrated strong competency around objection handling and creating alignment around product price/value Regularly exceeds >100% quota attainment Accountable for relationship management, cross sells, upsells and solutions consulting. Experience navigating and selling into multiple Business Units at large Enterprises Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships. Analytical account development strategy based on using data to find opportunities and prove value. Demonstrated track record of managing business forecasts and financial models.  Entrepreneurial mindset with appetite to define processes and build programs. Excellent verbal and written communication skills Bachelor’s Degree or equivalent years’ of experience Desired: Deep experience working with telecom companies, including aggregators, carriers, or global communications platforms. Domain expertise from a highly quantitative industry such as advertising optimization, investment banking, security or commodity trading especially in non-standard segments. Software, SaaS, CPaas or PaaS selling experience. Location  This role will be  remote, and based in the United States. Approximately 25 % travel is anticipated.  What We Offer There are many benefits to working at Twilio, including, in addition to competitive pay, things like generous time-off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic . Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions . *Please note this role is open to candidates outside of Colorado, California, New York, and Washington. The information below is provided for candidates hired in those locations only. The estimated pay ranges for this role are as follows: Based in Colorado: $125,280.00 - $156,600.00 Based in New York, Washington State, or the San Francisco Bay area, California: $139,200.00 - $174,000.00. This role may be eligible to participate in Twilio’s equity plan. All roles are eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave. This role is eligible to earn commissions.  The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state. #LI-Remote  Twilio is proud to be an equal opportunity employer.  Twilio is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law. Twilio is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please contact us at  accommodation@twilio.com .