Account Executive - TopCoder (SoCal)
Appirio - California

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Since 2006, Appirio has helped companies power their business with the cloud. We provide professional services backed by a team of 700+ strategy and technology experts, an innovative technology platform, and a 600,000 person crowdsourcing community that lets enterprises move faster, rethink processes and change the way their employees work. We’ve been recognized by organizations such as the World Economic Forum, the Wall Street Journal, Gartner and IDC, and are backed by Sequoia Capital, GGV and General Atlantic.

Cloud, social and mobile are changing the face of IT and business, and Appirio is at the heart of this revolution. We offer employees the opportunity to work with industry pioneers, the latest in technology, and some of the most innovative customers in the world.

TopCoder offers enterprises and ISVs the ability to license their platform to engage with a world-wide group of software development experts. We are looking for an aggressive, performance-driven individual to drive new deals with strategic mid-to-large size enterprise accounts. Our software development services focus on cloud technologies, mobile and creative design, and is designed to extend the internal capabilities through increased productivity. Individuals leveraging the TopCoder platform can have a 5 - 10X increase in productivity and breadth of skills. This provides our customer the ability to scale-up to meet the demands of their customers, without having to staff a bench of their own, manage delays of staffing internal or contractor based teams and with a higher degree of predictability and quality.
About TopCoder

TopCoder is the leader in crowdsourced cloud development. The crowdsourcing marketplace matches companies who need development work with a worldwide community of more than 75,000 cloud experts. TopCoder's developers compete for cash and recognition by participating in contests to create enterprise-class solutions. With proven proficiency using today's leading public cloud platforms and languages, including Amazon Web Services, Cloud Foundry,, Heroku, HTML5, Ruby and Java, the TopCoder community depth and breadth of expertise and commitment to community software development is unrivaled.

This individual contributor position is solely responsible for Appirio business development in a specified territory.

Meet, and exceed, bookings and revenue quotas

Accurately forecast and deliver on sales within a specified US sales territory

Actively pursue and hunt for new business opportunities in accounts.

Identify/develop key partner strategies for specific customers and market segments.

Communicate effectively at all client levels, including CxO.

Quickly grasp client business and technical requirements and fit a crowdsourcing solution around those specific needs.

Manage all phases of the business development cycles to successful close (including proposal development, implementation estimating, scope construction, and client presentations).

Proactively approach the market segment through active leadership in industry and community organizations.

Work closely with marketing teams to support direct sales efforts through networking, events and campaigns.

Work closely with pre-sales staff to sell strategic deals to enterprise organizations.

Add industry specific and technology solution expertise to the sales process.

Maintain and nurture client relationships to ensure additional business.

Evangelize TopCoder and crowdsourcing.

Job requirements

BA/BS or equivalent; MBA is a plus

3-7 years experience working for a solutions consulting organization.

Prior experience in business application sales, preferably in a Media, Messaging, Collaboration, Mobile, and or Social application environment

Proven track record of successful solutions-oriented services sales.

Candidates with prior experience in crowdsourcing or distributed labor models are highly desirable.

Drive and motivation to sell on-demand products and services full-time.

This is a direct sales role. Superior communication skills (both for internal and external clients), very strong leadership qualities, and team oriented business values are essential.