Account Executive, SLED - Commonwealth of Virginia

Pure Storage

About The Position

We're in an unbelievably exciting area of tech and are fundamentally reshaping the data storage industry. Here, you lead with innovative thinking, grow along with us, and join the smartest team in the industry. This type of work—work that changes the world—is what the tech industry was founded on. So, if you're ready to seize the endless opportunities and leave your mark, come join us. Position Overview Pure Storage is creating the Data Center of the future with unparalleled innovation in data storage, management and security. We are seeking an experienced and results-oriented individual to join our dynamic sales team focused on State, Local and Education (SLED) customers. As a SLED Account Executive, you will be responsible for driving the sales of data storage solutions to SLED customers in the defined territory. This position offers a unique opportunity to contribute to growth with new customer acquisition and to play a vital role in expanding existing customer relationships. SHOULD YOU ACCEPT THIS CHALLENGE... Evangelize our radically simple, all-flash enterprise storage technology and data solutions, ensuring customers fully grasp Pure's total value proposition Identify and pursue sales opportunities within the State, Local and Education customer base Identify customer needs, budgets, and procurement processes to develop compelling value proposition strategies and solutions Collaborate with cross-functional teams, including technical experts, product managers and channel partners, to develop customized data storage solutions that address customer challenges and create new opportunities for customer success Build and invest in relationships with customers to establish Pure's value, continually driving the highest customer satisfaction ratings in the industry Lead pursuit teams and develop account plans to make sure internal resources & external Partners are engaged to execute and win new Pure Customers Drive and manage a healthy and robust pipeline of sales activity to assure quarterly and annual quotas are met or exceeded

Requirements

Proven track record of success in SLED sales, with a demonstrated ability to meet or exceed sales targets
In-depth knowledge of the SLED procurement process, including experience with RFIs, RFPs, and contract negotiations
Knowledge of working with Federal system integrator
Ability to sell your company's story and the unique value proposition of storage solutions
Authenticity and a genuine desire to engage customers and understand their business challenges
Thought leadership, creativity and a Challenger Mindset; the ability to apply your customer insights and expertise in technology solutions to position Pure's portfolio to solve persistent problems or create new customer value
Avid hunter with proven prospecting skills, consistently opening doors to new customers and navigating seamlessly between the boardroom and the data center while passionately positioning the advantages of a Pure Storage solution
Excellent interpersonal skills with the ability to effectively articulate complex technical concepts to both technical and non-technical audiences. Expertly able to build relationships easily and deepen them over time
Ability to assess, plan, and actively manage a territory to achieve maximum revenue and efficiency
Expertise leading a complex sales process with multiple stakeholders, while fostering teamwork and shared ownership internally and with Partners
Experience outside of traditional storage for the past consecutive 5 years
Consistent track record of exceeding quota and driving reference-able business
Passionate about post-sales customer success
Skilled in delivering business results and leveraging CRM tools to track and manage success metrics for the territory
5+ years of outside sales with a focus on new logo acquisition or business development; consistently delivering $5-$10M per year in revenues

Responsibilities

Evangelize our radically simple, all-flash enterprise storage technology and data solutions, ensuring customers fully grasp Pure's total value proposition
Identify and pursue sales opportunities within the State, Local and Education customer base
Identify customer needs, budgets, and procurement processes to develop compelling value proposition strategies and solutions
Collaborate with cross-functional teams, including technical experts, product managers and channel partners, to develop customized data storage solutions that address customer challenges and create new opportunities for customer success
Build and invest in relationships with customers to establish Pure's value, continually driving the highest customer satisfaction ratings in the industry
Lead pursuit teams and develop account plans to make sure internal resources & external Partners are engaged to execute and win new Pure Customers
Drive and manage a healthy and robust pipeline of sales activity to assure quarterly and annual quotas are met or exceeded