ROLE DESCRIPTION:

The Strategic Customer Growth Specialist’s primary responsibilities include working with the Enterprise Account Managers to prospect, qualify, sell and close new business to existing customers. The Strategic Customer Growth Specialist brings a point of view to the customer engagement and uses all resources to solve customer problems with new and appropriate DomainTools products. Teaming with the Enterprise Account Manager, you will lead the relationship throughout the prospecting and the upsell process and be responsible for presenting, negotiating and closing expansion revenue within the existing customer base.

EXPECTATIONS AND TASKS:

• Customer Expansion Management, Expansion Revenue Goals
• Quarterly revenue - Achieve / exceed quarterly quota targets and annual expansion revenue goals.
• Expansion strategies - Develops effective and specific expansion plans to ensure revenue target delivery and sustainable growth. Manage expectations during the prospecting, upsell and closing process with existing customers and drive strategy and efficiencies through organization.
• Trusted advisor - Establishes strong relationships based on knowledge of customer use-case, requirements and commitment to value (value of counsel and expertise, value of solutions, value of product application expertise). Build a foundation on which to secure future business opportunities.
• Customer acumen - Actively understand each customer’s use-case, technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Leadership - Leadership through executing revenue expansion strategies, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become DomainTools references.
• Business planning – Teaming with the Account Manager, develop and deliver a comprehensive business plan to address customer priorities and pain points. Utilize VE, benchmarking, use-case and vertical knowledge to support the customer’s decision process. 
• Demand Generation, Pipeline and Opportunity Management
• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. 
• Pipeline partnerships – Leverage team organizations to include Account Management, Marketing, Sales Development to drive pipeline into the assigned territory.
• Leverage DomainTools Solutions – Be proficient in and bring all DomainTools offers to bear on revenue expansion pursuits including Industry Solutions, and Technology Solutions.
• Advance and close expansion revenue opportunities through the successful execution of the expansion strategy and roadmap.
• Drive Value Excellence.
• Sell value.
• Maintain product gap analysis and execution of initiatives (up sell and cross sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales that drive true value to the customer. 
• Utilize best practice sales models.
• Understand DomainTools’ competition and effectively position solutions against them.
• Maintain CRM and internal systems with accurate customer and pipeline information.

WORK EXPERIENCE:

• 3+ years proven track record of success in sales of complex business software / IT solutions
• Experience in a team-selling environment.
• Demonstrated success with high value solutions and lengthy sales campaigns in a fast-paced, consultative and competitive market.

Company Overview

DomainTools helps security analysts turn threat data into threat intelligence. We take indicators from client networks, including domains and IPs, and connect them with nearly every active domain on the Internet. Those connections inform risk assessments, help profile attackers, guide online fraud investigations, and map cyber activity to attacker infrastructure. Fortune 1000 companies, global government agencies, and leading security solution vendors use the DomainTools' platform and integrations as critical ingredients in their threat investigation and mitigation work. We are located in Belltown (downtown Seattle) in a very cool office staffed with smart and energetic co-workers. We provide great benefits and some outstanding perks.

DomainTools is an Equal Opportunity Employer.