Senior Enterprise Advocate (Remote)

About the role

We are looking for an experienced enterprise account manager to orchestrate exceptional software buying experiences for our top customers, inline with our frictionless, partner-led GTM motion. What does that mean? It means that your biggest wins happen when our customers and partners win, not just when we make a sale. This is not a commissioned sales role, but it is a revenue generating role that obsesses over creating exceptional, durable customer outcomes. You will be a critical member of our Channel team, directly supporting an enterprise book of business made up of our top Atlassian customers, which are increasingly seeking direct relationships with Appfire to optimize their multi-app procurement and support initiatives. While we are eager to support these customers’ desires to work with us directly, we are not a service provider, so you will use our available internal teams and programs to drive growth, but there will also be times that the biggest win for a customer involves passing them over to one of our exceptional partners. Ecosystems are a team sport, and you’re the ultimate team player, equally as comfortable talking about expansion opportunities as you are about how to solve deep, technical challenges with Appfire products.

Your everyday tasks will include:

• Partner with our Solutions team to drive customer discovery to understand the customer's current state, what business problems they want to solve, and map back to Appfire products, platforms and solutions that will get them where they need to be
• Listen for and identify additional opportunities for cross-product/solution expansion, whether direct or through partners
• Investigate, discover, assess, and document client pain points for the benefit of internal and partner teams in their follow up and support efforts. This will include selling the power of partners and (in some cases) handing a sales cycle over to a selected, qualified partner
• Coordinate complex vendor qualification and registration processes on behalf of Appfire, often liaising across Legal, InfoSec, IT Ops and others to establish Appfire as a preferred vendor in our top customer’s procurement environments
• Handle high-profile support issues and escalations, working seamlessly across customer support, product, and engineering teams to provide customers with clear communication and comprehensive solutions
• Be a product expert of Appfire software throughout a customer’s lifecycle, articulating and showing the customer the value of the software and how it can change their way of working
• Have a broad understanding of full Appfire product and solution offerings and paint a compelling story of how they work together to unlock the power of planning and delivering your best work
• Lead compelling value-based demonstrations, both standard and customized, often in collaboration with internal and external teams
• Understand, lead, and guide the customer's technical needs in the sales process to gain buy-in from the customer on Appfire being the right decision
• Understand, track and document product feedback and competitive intelligence from customers and advocate for the development internally by documenting and sharing with product management
• Continuously learn, develop and refine your pre-sales and product, solution and platform offering knowledge and sales processes and Appfire products progress

Skills and experience you'll need to succeed:

• 5+ years of experience in account management, inside sales or customer success teams focused on Enterprise customers
• Experience in technical (i.e., software) sales, account management or customer success
• Experience managing strategic sales cycles
• Experience works in partner/ecosystem GTM models preferred
• Experience forecasting revenue
• Experience in using CRM and analytics tools
• Ability to balance multiple projects/initiatives running concurrently, effectively multi-tasking while working with cross-functional teams

Beyond the resume skills that match our culture and this role:

• You are dedicated to elevating client and co-worker experiences, knowing that exceptional work centers on serving others.
• You adapt swiftly to new business demands, understanding that change fuels collective and individual growth.
• You excel in communication, effectively connecting in remote/hybrid environments using tools like Slack, Zoom, and G Suite and through occasional in-person events.

We offer:

Financial benefits

• Every Appfire employee is eligible for company equity.
• 401(k) Matching Component.

Skills development benefits

• Access to the Appfire University learning platform – a hub of knowledge, interactive resources, and engaging instructor-led courses designed to fuel your learning journey with unparalleled depth and accessibility.

PTO, health & well-being

• 10 paid holidays + Flexible PTO – no set number of days that you must take in a year.
• 100% company-paid health insurance.
• 50/50 split dental and vision insurance.

Volunteering

• 3 fully paid days each year to participate in Appfire Town, Appfire’s Corporate Social Responsibility (CSR) Program.

Other

• Flexible Spending Accounts.
• Mobile phone and Internet stipend.

#LI-Remote

Req ID: 615

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