Couchbase, Inc. - Strategic Account Representative
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Requirements
• 6–10+ years of enterprise or strategic software sales experience as an individual contributor. • Proven track record of exceeding quota in complex, high-value enterprise sales environments. • exceeding quota • Experience selling into Fortune 500 / Global 2000 accounts, navigating procurement, security, and multi-stakeholder decision processes. • Fortune 500 / Global 2000 accounts • Background selling cloud, SaaS, database, or infrastructure technologies, ideally business-critical platforms. • cloud, SaaS, database, or infrastructure technologies • Strong command of enterprise sales methodologies (MEDDIC, Challenger, or similar) and disciplined opportunity management. • enterprise sales methodologies • Comfortable engaging with executive buyers and technical stakeholders, translating technical capabilities into clear business outcomes. • executive buyers and technical stakeholders • Experience co-selling with partners, cloud providers, and system integrators is highly valued. • partners, cloud providers, and system integrators • Highly organized, self-directed, and accountable, with strong time management and forecasting discipline. • Thrives in a fast-paced, growth-stage environment, with a builder mindset and passion for customer success. • fast-paced, growth-stage environment • Willingness to travel up to 40–50%. • 40–50% • The anticipated starting base pay range for this role is listed below. Base salary is not the only component of our competitive total rewards package - you may also be eligible for bonus, commissions, equity, and other benefits as described below. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. • $125,000—$150,000 USD
Responsibilities
• Own and execute a Strategic Account Plan for a defined set of named enterprise accounts, aligned to Couchbase’s go-to-market strategy and growth objectives. • Strategic Account Plan • Drive new business, expansion, and retention within Fortune 1000 and other strategic customer relationships. • new business, expansion, and retention • Manage complex, multi-threaded sales cycles from pipeline generation through negotiation and close, leveraging MEDDIC or equivalent sales methodologies. • complex, multi-threaded sales cycles • Build and maintain strong C-level and senior stakeholder relationships, positioning Couchbase as a long-term strategic partner. • C-level and senior stakeholder relationships • Collaborate closely with Sales Engineering, Customer Success, Product, Marketing, SDRs, and Partner teams to deliver differentiated solutions and exceptional customer outcomes. • Sales Engineering, Customer Success, Product, Marketing, SDRs, and Partner teams • Develop and execute pipeline creation and expansion strategies, leveraging customer ecosystems, events, cloud partnerships, digital channels, and developer communities. • pipeline creation and expansion strategies • Accurately manage and forecast pipeline, ensuring strong data integrity across Salesforce and sales tooling platforms. • Salesforce and sales tooling platforms • Partner with leadership and act as a quarterback for internal resources, ensuring alignment across teams and successful execution against account objectives. • quarterback for internal resources • Stay current on the Couchbase platform and competitive landscape, articulating clear business value across both cloud (SaaS) and on-premise deployments. • Couchbase platform and competitive landscape • Represent Couchbase with professionalism and credibility in high-stakes customer engagements, negotiations, and executive briefings.
Benefits
• Modern customer experiences need a flexible cloud database platform that can power applications spanning from cloud to edge and everything in between. Couchbase’s mission is to simplify how developers and architects develop, deploy and consume modern applications wherever they are. We have reimagined the database with our fast, flexible and affordable cloud database platform Capella, allowing organizations to quickly build applications that deliver premium experiences to their customers– all with best-in-class price performance. More than 30% of the Fortune 100 trust Couchbase to power their modern applications and build innovative new ones. See our recent awards to learn why Couchbase is a great place to work.We are honored to be a part of the Best Places to Work Award for the Bay Area and the UK. Couchbase offers a total rewards approach to benefits that recognizes the value you create here, so that you in turn may best serve yourself and your family. Some benefits include: • Generous Time Off Program - Flexibility to care for you and your family • Wellness Benefits - A variety of world class medical plans to choose from, along with dental, vision, life insurance, and employee assistance programs* • Financial Planning - Retirement program* and Business Travel Insurance • Career Growth - Be valued, Create value approach • Fun Perks - An ergonomic and comfortable in-office / WFH setup. Food & Snacks for in-office employees. • Note: some programs are not applicable to all countries. Please discuss with a Couchbase recruiter to learn more. • Learn more about Couchbase:News and Press ReleasesCouchbase CapellaCouchbase BlogInvestors
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