Cloud Resilience Account Executive - East

About the role

The Cloud Resilience Account Executive (CRAE) is responsible for achieving quota by selling Commvault Cloud SaaS solutions in cloud-centric environments (AWS, Azure, GCP) into a defined territory that includes current Commvault customers and prospects. The position is an overlay field sales role where the CRAE is responsible for supporting Enterprise and Commercial Segment Account Executives face to face or virtually on sales meetings. This role will align to multiple Sales Leaders, supporting opportunities from their territories and leading specific stages during the sales process (e.g. demos, POCs, TCO discussions, etc).

Responsibilities

• Generate and qualify leads that cover cloud native workloads and data security, and help field sellers in developing business opportunities in order to achieve their SaaS quota on a quarterly and annual basis
• Maintain a high level of face-to-face and/or virtual meeting activity with customers, prospects, cloud system integrators, and hyperscalers in alignment with the guidance and priorities received from the Sales Leaders (AVPs and Sales Directors)
• Partner with Commvault field sellers and pre-sales engineers to lead opportunities and work jointly to closure
• Be able to coach and share best practices with the broader sales and GTM organization
• Foster strategic working relationships with customers, maintaining a high level of contact
• Work collaboratively with product and marketing teams to develop targeted campaigns that resonate with cloud-native and security personas to maximize sales success
• Prepare and present sales proposals and presentations to prospects and existing customers with quantifiable business cases and technical value propositions
• Provide support in negotiating and closing deals following the company’s practices and processes
• Leverage internal sales tools and processes to help drive opportunities to a successful close and onboarding alongside customer success
• Plan, attend, coordinate, follow up on next steps from executive briefings
• Maintain a high level of relevant cloud, data security, and competitive knowledge
• Be able to take responsibility of the SaaS goal for your territory, accurately forecast the business, and hold to that commitment
• Be the owner of your business in your territory, ensuring end-to-end management of the identified specific SaaS services (including sales activities, forecast, planning, reporting, QBRs, etc.)

Requirements

Minimum of 5+ years’ demonstrated success in software or SaaS sales, cloud (AWS, Azure, GCP) and/or cyber security experience preferred

Understanding of the SaaS data management industry, products, competitors, history, emerging trends and changing marketplace

Minimum of two years’ success in identifying, building relationships and selling with cloud system integrators partners

Excellent communication skills, persuasive, listening skills

Strong financial selling skills, specifically building and delivering TCO models

Experience working with RTM (routes to market) like cloud system integrators, hyperscalers, alliances and global system integrators

Meddic knowledge and participation in account planning activities

Strong working relationship with legal to accelerate agreements required for closure

Experience selling solutions through public cloud marketplaces

Qualifications

Bachelor's degree or equivalent working experience

Skills

Ability to articulate an in-depth discussion, starting from understanding the end user’s cloud environment, current challenges/goals, and align Commvault SaaS solutions to those challenges/goals including a financial and strategic value proposition

Strong financial selling skills, specifically building and delivering TCO models

Experience working with RTM (routes to market) like cloud system integrators, hyperscalers, alliances and global system integrators

Meddic knowledge and participation in account planning activities

Strong working relationship with legal to accelerate agreements required for closure

Experience selling solutions through public cloud marketplaces

Benefits

High income earning opportunities based on self performance

Opportunity for Presidents Club

New hire stock equity (RSU) and employee stock purchase plan (ESPP)

Continuous professional development, product training, and career pathing

Sales qualification training in MEDDIC

An inclusive company culture, opportunity to join our Community Guilds

Generous global benefits

Pay

$93,500 - $207,000 USD

Schedule

Full-time