Strategic Account Executive (Enterprise)

Job Description

Who are Tyk, and what do we do?
The Tyk API Management platform is helping to drive the connected world and power new products and services. We’re changing the way that organisations connect any number of their systems and services. Whether internal, external, public or highly encrypted systems, Tyk helps businesses drive value across the retail, finance, telecoms, healthcare, or media industries (to name just a few!)

If you’ve banked online, used an app to check the news, or perhaps even driven a connected car, API’s, and by extension, Tyk, make that possible. Founded in 2015 with offices in London - UK, London - Ontario, Atlanta and Singapore, we have many thousands of users of our B2B platform across the globe. Brands using Tyk range from Lotte, Bell, T Mobile, to RBS, Capital One and Vinci. We have a varied user base hailing from every continent – even Antarctica.

Our Mission

Tyk is on a mission to connect every system in the world. We’ve started by building an API Management platform.

Total flexibility, default remote, radical responsibility

We offer unlimited paid holidays and remote working from anywhere in the world, for everyone, Why? Tyk was founded on the principle of offering flexibility and autonomy to our employees, we believe this allows our employees to achieve their best results. It also means we can build the best possible team, location and working hours are no barrier.

If this sounds like an environment that you believe could work for you then read on to find out more.

Requirements

The role:

Tyk is a leading player in the API management industry, providing innovative solutions that empower businesses to thrive in the digital landscape. We are seeking a highly motivated and experienced Strategic Account Executive to join our dynamic Commercial Team reporting into our VP of Sales, Americas.

New Business Acquisition:

• Drive the entire sales cycle from prospecting to closing, ensuring revenue targets are met.
• Utilise the MEDDPIC framework to thoroughly qualify opportunities, addressing prospect needs effectively.
• Build a robust sales pipeline through effective lead generation and qualification.
• Collaborate with marketing and other teams to optimise outreach and engagement strategies.

Customer Engagement and Relationship Building:

• Establish and nurture strong relationships with key stakeholders in prospective accounts.
• Understand client needs and articulate how Tyk's product aligns with those needs.
• Conduct impactful product demonstrations and presentations, focusing on the business value Tyk brings.
• Navigate complex sales processes, addressing objections, and assisting prospects in structuring business cases.

Market Awareness and Positioning:

• Stay abreast of industry trends, competitor activities, and market demands.
• Position Tyk's product effectively within the context of customer challenges and market dynamics.
• Leverage CRM data to track market trends, customer interactions, and potential opportunities.
• Attend industry events, conferences, and networking opportunities to enhance Tyk's market presence.

Collaboration and Reporting:

• Collaborate with cross-functional teams, including the use of CRM tools, to ensure seamless customer onboarding and support.
• Maintain high-quality data in the CRM, ensuring accurate and up-to-date information on leads and opportunities.
• Provide regular and accurate sales forecasts and reports, utilising CRM data.
• Contribute insights and feedback to enhance product offerings and sales strategies.

Proposal Creation and Business Value Communication:

• Develop compelling proposals that clearly articulate Tyk's value proposition and address customer needs.
• Assist prospects in understanding the business value of Tyk's solutions and how they align with their strategic objectives.
• Collaborate with internal teams to help prospects structure business cases for the adoption of Tyk's product.

Continuous Learning and Development:

• Actively participate in sales skills development initiatives, fostering a culture of continuous learning within the team.
• Engage in self-learning to deepen knowledge about the API industry.

Communication and Presentation Skills:

• Utilise strong executive communication and presentation skills when interacting with customers, prospects, partners, and internal team members.

Collaborative Stakeholder Management:

• Collaborate with wider business partners to achieve collaborative stakeholder management, enhancing relationships beyond direct customers.

Flexibility and Travel:

• Ability to travel if needed and comply with the company’s travel policy, engaging with clients in-person to build relationships and awareness of Tyk within our accounts.

Here’s what you’ll be getting up to:

• Schedule and conduct meetings, client visits, and remote video calls to introduce Tyk to our customers.
• Develop account plans to help drive selection and adoption of Tyk, capturing, articulating, and reinforcing the value derived from the customer's investment in Tyk.
• Proactively identify and engage with potential enterprise clients.
• Manage the entire sales process, utilising MEDDPIC for effective qualification.
• Maintain CRM data at a high standard for accurate reporting and insights.
• Build and maintain strong relationships with key decision-makers.
• Craft and deliver proposals that resonate with prospects and highlight business value.
• Assist prospects in structuring business cases for the adoption of Tyk's product.
• Own and drive the completion of customer RFIs, RFPs and overall management of POCs, collaborating with internal and external resources as needed to ensure success.

Here’s what we’re looking for:

Experience:

• Extensive enterprise sales experience in the technology sector.
• Proven track record of meeting and exceeding sales targets.
• Strong understanding of enterprise sales cycles, procurement processes, and the MEDDPIC framework.
• Excellent communication and presentation skills.
• Ability to navigate complex deals, address objections effectively, and create compelling proposals.
• Familiarity with API management or related technologies is advantageous.
• Experience working in regional markets for the given territory.

Skills:

• Results-driven and target-focused.
• Strong relationship-building and interpersonal skills.
• Excellent negotiation and closing abilities.
• Strategic thinking and problem-solving.
• Effective communication and presentation skills.
• Adaptability and resilience in a dynamic sales environment.

Benefits

Here’s why you should join us:

Please note that benefits vary by country. If you have any questions, please don't hesitate to ask your Talent Partner.

• Excellent Medical, Dental, and Vision packages
• 401k plan
• Everyone has unlimited paid holiday.
• We have total flexibility in hours, as we believe creativity flows better when our people are given freedom to decide when they are most productive. Everyone is unique after all.
• Employee share scheme
• Generous maternity and paternity leave
• Company retreats

We all share the same vision - we value authenticity, respect, responsibility, independence, honesty, diversity and inclusion and most importantly treating others how you wish to be treated. We look for like-minded people who bring their personalities to work everyday, strive to achieve their personal goals and who are willing to challenge the way we do things, why? - to make what we do even better!

Our values tell the story of Tyk - here’s how:

• It’s ok to screw up!

We’ve found that it’s often the ‘stupid’ or unexpected ideas that turn out to be the successful ones - so try it, at least we can say we have!

• The only stupid idea, is the untested one!

It’s in our DNA - starting a business with founders 12 hours apart, giving our gateway away for free - sure, we did that, and we’d do it again!

• Trust starts with you - make it count!

Trust is a two-way street - instill it from day one!

• Assume best intent!

We have each other’s back - we’re all on the same team. Think before you speak or act.

• Make things, better!

Always try to leave things better than when you found them - change is constant, inevitable and embraced! Be that change we want to see.

What’s it like to work here?! check it out: https://tyk.io/worklife/

Tyk is an equal opportunities employer and we are determined to ensure that no applicant or employee receives less favourable treatment on the grounds of gender, age, disability, religion, belief, sexual orientation, marital status, or race, or is disadvantaged by conditions or requirements which cannot be shown to be justifiable.

You can see more about us here https://tyk.io