Account Executive, Strategic

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started.

Come join us for a whale of a ride!

The Senior Account Executive, Strategic, is responsible for managing and expanding relationships with key strategic accounts. This role involves a deep understanding of the client’s business, the ability to develop strategic plans to increase revenue, and ensuring client satisfaction through excellent service. The ideal candidate will have a proven track record in sales, exceptional communication skills, and the ability to navigate complex negotiations.

• Client Relationship Management: Build and maintain strong, long-lasting customer relationships with strategic clients. Act as the main point of contact and advocate for client needs within the company.

• Strategic Business Planning: Develop a thorough understanding of key client needs and requirements. Work closely with clients to devise and implement strategic plans that align with their business goals and drive mutual growth.

• Sales Targets: Achieve and exceed sales quotas within assigned portfolio by identifying and closing business opportunities.

• Market Analysis: Conduct research and analysis to understand industry trends, competitive landscape, and client feedback to inform strategic planning and identify new business opportunities.

• Collaboration: with cross-functional teams (including marketing, product development, and customer service) to ensure a cohesive and comprehensive approach to market.

• Reporting and Forecasting: Provide accurate forecasts and track key account metrics. Report on the status of accounts and transactions, and monitor sales performance against goals.

• Contract Negotiation: Lead contract negotiations, ensuring favorable terms for both the client and the company.

• 5+ years experience selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a similar industry or role.

• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization, including executive and C-level.

• Experience delivering client-focused solutions to customer needs.

• Proven ability to manage multiple account management projects at a time while maintaining sharp attention to detail.

• Excellent listening, negotiation, and presentation abilities.

• Strong verbal and written communication skills.

• Above and beyond:
  Trained in Command of the Message and MEDDPICC

• Understanding the Company and Product
  :
  Gain a deep understanding of the company's products or services, value proposition, and the competitive landscape. This includes completing all necessary onboarding training and familiarizing oneself with the company culture and processes.

• Relationship Building
  :
  Begin to establish relationships with key internal stakeholders, including sales, marketing, product, and customer support teams. Understanding their roles and how they can contribute to the success of strategic accounts is crucial.

• Client Familiarization: Start to get acquainted with the portfolio of strategic accounts, including reviewing account histories, previous interactions, and current contracts or agreements. Initial meetings with some key clients may also take place to introduce yourself as their new point of contact.

• Strategic Planning: Develop detailed strategic plans for each key account, identifying opportunities for growth, potential challenges, and strategic objectives. This should be done in collaboration with clients and internal teams.

• Performance Metrics: Establish clear KPIs for success within your accounts, aligned with both client expectations and company goals. Begin tracking these metrics closely.

• Sales and Negotiations: Start actively pursuing new business opportunities within…