Enterprise Account Executive

The Enterprise Account Executive is responsible for achieving quota by selling solutions into a defined account list that may include current Commvault customers and high value prospects. The position is a field sales role where the AE will engage in face-to-face sales with customers and prospects either directly or through partners. The Account Executive plans, organizes, leads and controls balanced sales growth, account penetration and customer satisfaction on a long-term multi-quarter basis. This individual may lead a cross-functional sales team and is responsible for creating sales campaigns to penetrate/expand his/her target accounts. The AE must have the ability to articulate an in-depth understanding of the customers’ 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) and should have some level of prior engagement with the target account set.

Position Responsibilities

• Achieve quarterly and annual quotas by selling to new and established – large, complex prospects and customer.

• Develop and implement Strategic account plans for target account expansion and new account acquisition including performance objectives, financial targets, and critical milestones for a one and three-year period.

• Create sale campaigns into target accounts and closely coordinate company executive involvement with customer/prospect leadership.

• Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.

• Manage a matrixed sales team; liaison with clients, Deal Desk, inside sales, partners, channels, sales engineers, professional services, finance and legal to drive a prospect to close

• Establish and maintain a productive, professional relationship with key personnel in assigned customer/prospect accounts.

• Construct and deliver tangible business cases at the CXO level including financial (ROI & TCO), technical and strategic value propositions

• Prepare and present sales proposals and presentations to new and existing clients

• Identify and build strategic relationships with partners and alliances that have existing relationships with the assigned target accounts

• Negotiate and close deals following the company’s practices and processes

• Ensure orders meet all legal and financial requirements

• Maintain a high level of relevant industry, Commvault and competitive knowledge

• Plan, attend and coordinate executive briefings
• Leverage internal sales tools and processes to drive opportunities to a successful close.

 

Position Requirements

• Bachelor’s degree and proven sales experience.

• Demonstrable success in software sales at the enterprise level; selling six-and-seven figure deals and managing an integrated selling team

• Experience in the storage management industry

• Deep understanding of the storage management or data management industry, products, competitors, history, emerging trends and changing marketplace

• Minimum of two years success in identifying, building relationships and selling directly or with partners
• Excellent communication skills, persuasive, listening skills
• Demonstrated experience selling enterprise Cyber Security, Cyber Resilience, or SaaS/Cloud solutions to enterprise customers

 

#LI-remote

#LI-SK1

 

 

The Enterprise Account Executive is responsible for achieving quota by selling solutions into a defined account list that may include current Commvault customers and high value prospects. The position is a field sales role where the AE will engage in face-to-face sales with customers and prospects either directly or through partners. The Account Executive plans, organizes, leads and controls balanced sales growth, account penetration and customer satisfaction on a long-term multi-quarter basis. This individual may lead a cross-functional sales team and is responsible for creating sales campaigns to penetrate/expand his/her target accounts. The AE must have the ability to articulate an in-depth understanding of the customers’ 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) and should have some level of prior engagement with the target account set.

Position Responsibilities

• Achieve quarterly and annual quotas by selling to new and established – large, complex prospects and customer.

• Develop and implement Strategic account plans for target account expansion and new account acquisition including performance objectives, financial targets, and critical milestones for a one and three-year period.

• Create sale campaigns into target accounts and closely coordinate company executive involvement with customer/prospect leadership.

• Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.

• Manage a matrixed sales team; liaison with clients, Deal Desk, inside sales, partners, channels, sales engineers, professional services, finance and legal to drive a prospect to close

• Establish and maintain a productive, professional relationship with key personnel in assigned customer/prospect accounts.

• Construct and deliver tangible business cases at the CXO level including financial (ROI & TCO), technical and strategic value propositions

• Prepare and present sales proposals and presentations to new and existing clients

• Identify and build strategic relationships with partners and alliances that have existing relationships with the assigned target accounts

• Negotiate and close deals following the company’s practices and processes

• Ensure orders meet all legal and financial requirements

• Maintain a high level of relevant industry, Commvault and competitive knowledge

• Plan, attend and coordinate executive briefings
• Leverage internal sales tools and processes to drive opportunities to a successful close.

 

Position Requirements

• Bachelor’s degree and proven sales experience.

• Demonstrable success in software sales at the enterprise level; selling six-and-seven figure deals and managing an integrated selling team

• Experience in the storage management industry

• Deep understanding of the storage management or data management industry, products, competitors, history, emerging trends and changing marketplace

• Minimum of two years success in identifying, building relationships and selling directly or with partners
• Excellent communication skills, persuasive, listening skills
• Demonstrated experience selling enterprise Cyber Security, Cyber Resilience, or SaaS/Cloud solutions to enterprise customers

 

#LI-remote

#LI-SK1