Enterprise Solutions Architect
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Job Description
Enterprise Solutions Architect supporting Navan’s US sales team with corporate travel technology demos and solution strategy. Driving complex enterprise deals through discovery, proofs of concept, and value assessments.
Responsibilities:
- Partner with the AE and Sales Leader to develop strategies for new business opportunities within your assigned territory
- Qualify opportunities with the Lean, Pivot, Walk methodology and help account executives move opportunities through their pipeline to close
- Support Account Executives in learning the Navan solution, demoing the platform, and providing competitive insights
- Pitch Navan's value proposition and solution to travel managers, framing the solution around their pain points and value drivers
- Interface with multiple personas within target organizations, especially those with deep travel industry experience
- Articulate Navan's products and services and scope fit for large, complex organizations
- Help grow sales for the supported team, exceeding monthly and quarterly sales quotas
- Run proofs of concept to expedite the evaluation process, including user access testing, finance/IT/sustainability workshops, and business value assessments
- Influence prospects, build relationships, and support Account Executives in closing complex, net-new deals
- Conduct strategy sessions, produce business value assessments, enable new Account Executives, and provide feedback to product and operations teams
Requirements:
- 4-5+ years of experience selling for a TMC, OBT or other travel industry technology, in a full-cycle closing role; or comparable experience as a consultant or managing a global travel program
- 1-2+ years of selling to travel managers in enterprise sized businesses (+3,000 employees), or working as a travel manager at an Enterprise-sized company
- Strong written and verbal communication, as well as quantitative analysis skills
- Experience conducting product demonstrations
- Familiarity with sales methodologies such as MEDDPICC, Challenger, Command of the Message, preferred, but not required
- Consistent track record of producing successful outcomes in a fast-paced environment
- High adaptability and understanding of change within the evolution of a startup
- Growth mindset: an ability and desire to learn and pivot use of skill sets based on business needs
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