Best suited to experienced enterprise software sales professionals working in the storage management or data management industry, with a focus on building long-term client relationships and managing cross-functional teams.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Commvault via Greenhouse
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About Commvault
Commvault (NASDAQ: CVLT) is the gold standard in cyber resilience. The company empowers customers to uncover, take action, and rapidly recover from cyberattacks – keeping data safe and businesses resilient. The company’s unique AI-powered platform combines best-in-class data protection, exceptional data security, advanced data intelligence, and lightning-fast recovery across any workload or cloud at the lowest TCO. For over 25 years, more than 100,000 organizations and a vast partner ecosystem have relied on Commvault to reduce risks, improve governance, and do more with data.
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
Proven experience selling cyber resilience and/or cybersecurity solutions at enterprise level is essential.
Bachelor’s degree or equivalent relevant experience.
Demonstrable success in enterprise software sales, including closing six- and seven-figure deals and leading integrated, cross-functional sales teams.
Strong experience navigating complex enterprise sales cycles and engaging senior and C-suite stakeholders.
Proven ability to identify new opportunities, build strategic customer relationships and sell both directly and through partners.
Strong communication, influencing, negotiation and listening skills.
Background in IT infrastructure, with SaaS experience preferred.
Experience within storage, data management, data protection or related technologies would be an added advantage.
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Commvault is an equal opportunity workplace and is an affirmative action employer. We are always committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status and we will not discriminate against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we work.
Commvault’s goal is to make interviewing inclusive and accessible to all candidates and employees. If you have a disability or special need that requires accommodation to participate in the interview process or apply for a position at Commvault, please email accommodations@commvault.com For any inquiries not related to an accommodation please reach out to wwrecruitingteam@commvault.com.
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Source: Commvault careers (Greenhouse)