Enterprise Account Executive

AE/Sales Director Job Description (this is an IC direct seller role)

Our client is a rapidly growing file/cloud storage vendor focused on the datacenter and infrastructure environment.

Job Description

As an Enterprise Account Executive, you will be responsible for selling to and supporting the sale of a solution set to the end-user and partner community. This is initially a sales and sales leadership role. You will be responsible for existing accounts and be tasked with opening and closing new opportunities. You will be the primary customer relationship owner developing and executing on strategic sales plans leveraging all routers to market. This includes owning and coordinating all aspects of the account activities and maintaining a keen understanding of customer and the partners business.

Expectations

• Act as the CEO of your Territory
• Follow our clients sales process focused on selling specific business value
• Maintain a dynamic list of targeted accounts (20 at a time) that you will actively prospect into that generates opportunities that result in purchase orders
• Exceed your new ARR bookings each quarter (new, up-sell, cross-sell)

- Minimum of $200,000 each quarter

• - Current expectation for mature AE is $1M annually
• Work with Channel Account Managers to source new account via a key channel partners in your territory. The expectation is to generate 30–50% of your new logo bookings business through channel sourced opportunities
• Provide accurate weekly revenue forecasts

Experience, Attributes and Proficiencies

• 3-5 years of selling data infrastructure solutions into large accounts
• Preferable if experience selling to AEC and Manufacturing customers
• Aptitude to act as the CEO of your territory
• Significant, recent direct customer relationships with target customers in the geography where you can get a meeting based on your relationship/brand
• AEC Customers
• Manufacturing Customers
• Customers with users spread across 5+ sites whose mission critical applications use SMB storage
• Customers with large NetApp and Isilon storage estates
• Knowledge customer solutions, issues/pain points and opportunities to improve key solution stacks
• BC/DR and recovery
• Ransomware recovery
• Snapshots and Archive
• Data classification, data movement and tiering
• Significant relationships with channel sellers who supply infrastructure (hardware and software) to these target customers
• Focus in on relationships with sellers within the channel who can help you get meetings with new customers
• Track record of success opening new account territories (greenfield) and driving new account revenues
• Willingness, desire and a track record of driving significant new account prospecting activities with little support or brand recognition
• Challenger mentality that will drive customers to move from status quo to a new technology
• Strong sales mechanics and willingness to become an expert at executing our clients sales process
• This is critical, we are interested in sellers who will embrace a very specific sales process that we know creates success
• Strong closing skills with the ability to create compelling events and deliver impactful business value analysis reports
• Willingness and discipline to maintain a daily, detailed record of all sales activity in CRM
• Speaking/fluent in a second language (German or French) is a plus