Job description
BigCommerce's mission is to help merchants sell more at every stage of growth, from small startups, to mid-market businesses to large enterprises. We focus on being the best ecommerce platform so our customers can focus on what matters most: growing their businesses.
We are equally passionate about growing our employee's careers and providing them an incredible experience as we rapidly expand across the globe. We are proud to have been recognized numerous times for our product and workplace culture. We empower our people and customers to build, innovate and grow, so together we can redefine the ecommerce industry.
Principal Account Manager, Ecommerce Agency Partnerships
Named a "Best Place to Work" in Austin, San Francisco & Sydney, BigCommerce is expanding its footprint within the enterprise segment and is seeking a unique career opportunity to work with GSIs.
The principal account manager is responsible for onboarding, enabling, activating and strategically managing a short list of highly prioritized global system integrators for North America. You will work closely with Sales and Marketing to manage the pipeline and go-to-market activities that bring new clients to the BigCommerce platform.
What you'll do
- Identify and develop key account alliances and Go To Market strategies designed to produce sales opportunities while building and securing BigCommerce's partner moat
- Recruit, develop and manage strategic partner alliances/partnerships and opportunity pipelines.
- Tracks the retention, growth and customer satisfaction of key accounts added by the partner portfolio
- Evangelize company software in conjunction with recruiting key alliances/partnerships
- Evaluates program trends and provides analysis and recommendations to all supportive business units
- Works toward mutual goals, strategies and objectives to build awareness and support of overall strategic benefits of the alliance to senior leaders
- Monitor programs to assess the sales impact of offered solution(s) in the marketplace and the overall success of the alliance
- Execute, manage and deliver global pipeline and revenue tied to partner strategies and initiatives
- Lead the management of the entire lifecycle. Strategize - Identify - Engage - Enable - Build - GTM - Governance
- Promote global teaming with international counterparts to drive an integrated strategy & GTM plan
- Lead and drive successful executive quarterly business reviews - internally and externally
- Responsible for helping to lead the change in the partner landscape & influence a step change in our growth trajectory
- Work with leaders from SIs to develop a plan that includes investments in capacity and skills, co-selling & influenced revenue and the development of industry leading POV
Who You Are
Successful Software or SaaS Sales Professional
- 8+ years software or SaaS sales experience with a focus on consultative solutions selling in a rapidly growing and fast-paced environment
- 5 years experience in a quota based Channel Sales
- Experience working in a Recurring Revenue or SaaS organization
- Keen understanding of the ecommerce landscape
- Bachelor's degree, ideally in business or similar field preferred.
- Experience dealing with strategic partners, analyzing and structuring complex correspondence with experience in partnership consultation and execution.
- Ability to work independently in a fluid, dynamic environment with limited guidance.
- Ability to build relationships and deliver results in a cross-functional/matrixed environment.
- Candidate must be professional, accessible and flexible to the changing needs of the group, must work well in a team environment, capable of handling multiple, fast paced situations and adapts well to change.
- Strong organization, planning, execution, and territory management skills
- C-Level presence across Executive, Sales, Business Development, Marketing, Product, Legal and Finance
- Is distinguished by additional specialized knowledge in breadth and/or depth, as well as record of success in sales
- Viewed as an expert in the field
- Delivers on metrics for quarterly leads for continued and constant growth vs one-hit wonder, whale sized yearly wins
- Experienced in working with global markets. Understands nuances between regions and areas of opportunity (e.g known cultural challenges/characteristics). Has previously developed GTMs and marketing plans for developing regions
- Deep knowledge & market awareness of agency/SI/Consultant landscape
- Well versed in strategic planning, strategic account management, consultative selling, leading senior negotiations & partner agreements
- Persistently explores and challenges partners to uncover a true business strategy & fully grasps how our solution offering complements that
- Ability to draw insight on macro trends & future market developments from analysis, and then take a higher level view to develop compelling synthesized recommendations
- Proven ability to build, lead and execute strategies in a cross-functional environment
This description is intended to serve as a summary of key duties and responsibilities and may not contain a comprehensive list of activities.
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Diversity, Equity & Inclusion at BigCommerce
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the interview process, to perform essential job functions and to receive other benefits and privileges of employment. If you need an accommodation in order to interview at BigCommerce, please let us know during any of your interactions with our recruiting team.
Learn more about the BigCommerce team, culture and benefits at https://careers.bigcommerce.com.
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