Description:
The SLED Account Executive is responsible for achieving quota by selling solutions into a defined territory that includes current Commvault customers and prospects. The position is a field sales account role where the AE will engage in face-to-face sales either directly or through partners. The Account Executive (AE) is responsible for territory planning, new account acquisition and servicing existing clients while working with local resellers and alliance partners. The AE must articulate an in-depth understanding of the prospect’s environment, current challenges/goals and have the ability to align Commvault solutions to those challenges/goals, including a financial and strategic value proposition. The candidate must have a history of success in selling complex software platforms (vs. IT component or narrow focused tools) to new logo accounts and have significant experience selling within the local partner ecosystem.
What You’ll Do…
- Identify and qualify leads, and generate new business opportunities in order to achieve revenue quota on a quarterly and annual basis
- Maintain a high level of face-to-face meeting activity with customers, prospects and partners on a weekly basis
- Develop a territory plan to best leverage partners, alliances and existing relationships to build and maintain a robust pipeline of new logo opportunities
- Identify and build strategic relationships with local partners to aid in pipeline generation
- Lead partner relationships, assist in rolling out partner programs and partner sales and technical enablement
- Cultivate strategic working relationships with clients, maintaining a high level of contact
- Prepare and present sales proposals and presentations to new and existing clients with quantifiable business cases and strategic and technical value propositions
- Negotiate and close deals following the company’s practices and processes
- Leverage internal sales tools and processes to drive opportunities to a successful close.
- Ensure orders meet all legal and financial requirements
- Plan, attend and coordinate executive briefings
- Maintain a high level of relevant industry, Commvault and competitive knowledge
Who You Are…
- Possess a Bachelor's degree
- Minimum of five years’ proven success in software sales within SLED
- Understanding of the storage management industry, products, competitors, history, emerging trends and changing marketplace
- Minimum of two years’ success in identifying, building relationships and selling with channel partners
- Excellent communication skills, persuasive, listening skills
- Background in IT infrastructure