Principal Enterprise Account Manager

cloud software group•New York, MA

About The Position

The Principal Enterprise Account Manager – InfoScale role is a senior sales role responsible for driving new and expansion revenue across a defined portfolio of named accounts in North America. This role focuses on helping organizations ensure continuous operations, cyber resilience, disaster recovery readiness, and infrastructure modernization for mission-critical systems. You will own the full enterprise sales lifecycle and serve as a trusted advisor to customer and partner stakeholders responsible for availability, business continuity, and cyber recovery. Success in this role requires deep experience selling complex infrastructure software into large-scale enterprise environments and navigating multi-year buying cycles. The ideal candidate is a seasoned enterprise seller with strong executive presence, a history of closing seven-figure infrastructure or platform deals, and the ability to align technical resilience solutions to measurable business outcomes.

Requirements

Bachelor’s degree or equivalent experience
12+ years of enterprise sales experience in infrastructure software, availability, data protection, or resiliency solutions
Proven track record of exceeding quota and closing large, complex, multi-year enterprise deals
Experience selling into large North American enterprises with an understanding of corporate buying processes and stakeholder alignment
Experience working with and through systems integrators, strategic partners, and channel ecosystems
Ability to build trusted relationships with senior executives, business leaders, and technical decision-makers
Strong understanding of business continuity, disaster recovery, cyber resilience, and infrastructure modernization trends
Demonstrated ability to lead complex, cross-functional account teams
Strategic mindset with strong account planning, opportunity management, and deal execution skills
Comfortable navigating internal deal strategy, pricing, legal, and commercial approval processes
Growth mindset with adaptability in dynamic enterprise environments
Excellent verbal and written communication skills in English

Responsibilities

Own the end-to-end enterprise sales lifecycle for assigned named accounts, from account planning and opportunity identification through negotiation, close, and renewal.
Develop and execute account-based sales strategies aligned to customer business priorities, IT initiatives, and budget cycles.
Drive new and recurring ARR by expanding use cases across high availability, disaster recovery, cyber resilience, and application modernization.
Build and deliver value-based business cases that demonstrate business continuity, risk reduction, improved recovery objectives (RTO/RPO), and cost efficiency.
Maintain full accountability for pipeline health, forecast accuracy, and revenue outcomes within the assigned accounts.
Serve as a trusted advisor to senior IT, infrastructure, operations, and cybersecurity leaders.
Develop a deep understanding of each customer’s application landscape, infrastructure architecture, and resiliency requirements, including digital transformation and modernization initiatives.
Build and sustain strong relationships with customer stakeholders, systems integrators, and channel partners.
Navigate and manage complex enterprise procurement processes, including large-scale sourcing events, renewals, and multi-year agreements.
Orchestrate internal teams (Sales Engineering, Architecture, Product, Support, Legal, and Finance) to support deal strategy and execution.
Identify and mitigate risks related to deployment success, customer satisfaction, and post-sale outcomes.
Leverage disciplined account planning, MEDDICC-style qualification, and modern sales tools to accelerate deal velocity.
Take full ownership of territory execution while fostering a collaborative, team-oriented culture across internal and partner ecosystems.