Cloud Resilience Account Executive - NorCal/Bay Area

Commvault•San Francisco, CA

4h•$93,500 - $207,000•Hybrid

About The Position

Commvault (NASDAQ: CVLT) is a leader in cyber resilience, enabling customers to detect, respond to, and quickly recover from cyberattacks, ensuring data safety and business resilience. Their AI-powered platform offers data protection, security, intelligence, and rapid recovery across various workloads and clouds, all with a low Total Cost of Ownership (TCO). With over 25 years of experience, Commvault serves more than 100,000 organizations and a broad partner ecosystem. The Cloud Resilience Account Executive is an overlay field sales position tasked with achieving sales quotas by selling Commvault Cloud SaaS solutions within a defined territory, which includes both existing Commvault customers and new prospects. This role involves supporting Enterprise and Commercial Segment Account Executives through in-person or virtual sales meetings. The Account Executive will collaborate with multiple Sales Leaders, assist with opportunities from their teams, and lead specific stages of the sales process, such as demonstrations, Proofs of Concept (POCs), and TCO discussions. The ideal candidate must be capable of conducting in-depth discussions, understanding customer environments, identifying challenges and goals, and aligning Commvault SaaS solutions with compelling financial and strategic value propositions. A proven track record in software sales (SaaS preferred) and experience selling within the local partner ecosystem are essential.

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
Must be located in the California Bay Area to be considered for role

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.)