Cloud Resilience Account Executive - East & Chicago

Commvault•Washington, DC

4h•Hybrid

About The Position

Commvault (NASDAQ: CVLT) is the gold standard in cyber resilience, empowering customers to uncover, take action, and rapidly recover from cyberattacks. Their 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. The Cloud Resilience Account Executive is responsible for achieving quota by selling Commvault Cloud SaaS solutions into a defined territory that includes current Commvault customers and prospects. This is an overlay field sales role, supporting Enterprise and Commercial Segment Account Executives face to face or virtually on sales meetings. The role aligns to multiple Sales Leaders, supporting opportunities from their teams and leading specific stages during the sales process (e.g., demos, POCs, TCO discussions). The candidate must be able to articulate in-depth discussions, understand end-user environments, current challenges/goals, and align Commvault SaaS solutions with a financial and strategic value proposition. A history of success in selling software platforms (SaaS preferred) and experience selling within the local partner ecosystem is required.

Requirements

Bachelor's degree or equivalent working experience
Minimum of 5+ years’ demonstrated success in software sales
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 channel partners
Excellent communication skills, persuasive, listening skills
Background in cloud, data center infrastructure, or cyber security
Strong financial selling skills, specifically building and delivering TCO models
Working understanding of the public cloud offerings (AWS, Azure and GCP)
Experience working with RTM (routes to market) partners hyperscalers, alliances and GSI
MEEDIC 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

Nice To Haves

SaaS preferred

Responsibilities

Qualify leads that cover a specific set of SaaS services, and help field sellers in developing business opportunities in order to achieve revenue quota on a quarterly and annual basis
Maintain a high level of face-to-face and/or virtual meeting activity with customers, prospects and partners 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 on specific SaaS 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
Prepare and present sales proposals and presentations to prospects and existing customers with quantifiable business cases and strategic 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 driving opportunities to a successful close
Plan, attend, and coordinate executive briefings
Maintain a high level of relevant industry, SaaS and competitive knowledge
Be able to take responsibility of the specific 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.)