Enterprise Account Executive (Large Enterprise)

Commvault • Washington, DC

99d • $93,500 - $174,800

About The Position

The Federal DoD 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 Federal Department of Defense customers and prospects either directly or through reseller partners and Federal Systems Integrators (FSIs). The Federal DoD 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 mission, 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 US Department of Defense Agency (4th Estate) target account set.

Requirements

• Bachelor’s degree and proven sales experience in the US Department of Defense 4th Estate Agency.
• Demonstrable success in software sales at the enterprise level; selling six-and-seven figure deals and managing an integrated selling team.
• Experience in the storage management and data protection industry.
• Deep understanding of the storage management or data management industry, products, competitors, history, emerging trends and changing marketplace.
• Minimum of five years success in identifying, building relationships and selling directly or with partners.
• Excellent communication skills, persuasive, listening skills.
• Background in IT infrastructure; SaaS Experience Preferred.

Responsibilities

• Achieve quarterly and annual quotas by selling to new and established – large, complex prospects and customers in the US Department of Defense Agency (4th Estate) market.
• 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 and mission 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 and FSIs that have existing relationships and contracts 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.

Benefits

• High income earning opportunities based on self-performance.
• Opportunity for Presidents Club.
• Employee stock purchase plan (ESPP).
• Continuous professional development, product training, and career pathing.
• Sales training in MEDDIC and Command of the Message.
• Generous competitive benefits supporting your health, financial security, and work-life balance.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees