Commercial Account Executive

CommVault Systems

The Commercial Account Executive is responsible for achieving quota by selling solutions into a defined territory that includes current Commvault customers and prospects. The position is a field sales role where the AE will engage in face-to-face sales with customers and prospects either directly or through partners. The Account Executive (AE) is responsible for territory planning, new account acquisition and servicing existing clients while working with local value-added resellers and alliance partners. The AE must have the ability to articulate an in-depth understanding of the prospect s environment, current challenges/goals and have the ability to align Commvault solutions to those challenges/goals including a financial and strategic value proposition.

How you will make an impact:

• Identify and qualify leads and generate new business opportunities in order to achieve revenue quota on a quarterly and annual basis.
• Maintain a high level of face-to-face meeting activity with customers, prospects, and partners on a weekly basis.
• Develop a territory plan to best leverage partners, alliances, and existing relationships to build and maintain a robust pipeline of new logo opportunities.
• Identify and build strategic relationships with local partners to aid in pipeline generation.
• Run partner relationships, and assist in rolling out partner programs and partner sales and technical enablement.
• Cultivate strategic working relationships with clients, maintaining a high level of contact.
• Prepare and present sales proposals and presentations to new and existing clients with quantifiable cases and strategic and technical value propositions.
• Negotiate and close deals following the company s practices and processes.
• Leverage internal sales tools and processes to drive opportunities to a successful close.
• Ensure orders meet all legal and financial requirements
• Plan, attend and coordinate executive briefings

Position requirements include:

• Proven success in software sales
• Understanding of the storage management industry, products, competitors, history, emerging trends, and changing marketplace
• Experience in identifying, establishing relationships and selling with channel partners
• Excellent communication skills, persuasive, listening skills
• Background in IT infrastructure
• Experience of MEDDICC sales methodology or similar would be an advantage