Account Executive - Federal

VAST Data; New York (NY); On-site; USD 120,000 - 180,000; Full time

Job summary

VAST Data is seeking an Account Executive to join our growing team in New York, NY. You will drive revenue with DOD customers, hunting and farming to build long-term, recurring business and partnerships across FSI, OEM, and applications.

Responsibilities include managing the full sales cycle from first meeting through proof of concept and post-sale expansion, presenting ROI-focused proposals, and evangelizing new technologies to customers and partners in a fast-paced environment.

Qualifications

• Minimum 10 years direct DoD sales experience with large defense programs.
• Proven track record of exceeding quotas and expanding accounts.
• Ability to develop customers from ground up with lean resources.
• Strong communication and time-management in fast-paced settings.

Responsibilities

• Develop business with DOD customers across applications such as AI, HPC, and data management.
• Prospect, penetrate, and close deals with key decision-makers.
• Manage end-to-end sales process aligned to customer buying cycles.
• Maintain customer relationships from initial meeting to post-sale expansion.
• Develop proposals demonstrating ROI and align with customer objectives; drive partner channels.

Skills

Direct DoD sales

Quota attainment

Account expansion

Customer relationships

Communication skills

Time management

Innovation evangelism

Storage knowledge

Hunting & farming

Large account sales

Tools

Salesforce

Microsoft Office

Job description

VAST Data is looking for an Account Executive to join our growing team!

This is a great opportunity to be part of one of the fastest-growing infrastructure companies in history, an organization that is in the center of the hurricane being created by the revolution in artificial intelligence.

"VAST's data management vision is the future of the market." - Forbes

VAST Data is the data platform company for the AI era. We are building the enterprise software infrastructure to capture, catalog, refine, enrich, and protect massive datasets and make them available for real-time data analysis and AI training and inference. Designed from the ground up to make AI simple to deploy and manage, VAST takes the cost and complexity out of deploying enterprise and AI infrastructure across data center, edge, and cloud.

Our success has been built through intense innovation, a customer-first mentality and a team of fearless VASTronauts who leverage their skills & experiences to make real market impact. This is an opportunity to be a key contributor at a pivotal time in our company's growth and at a pivotal point in computing history.

As a DOD Account Executive, you will be responsible for driving revenue across multiple DOD customers. A combination of Hunting and Farming to drive long term reoccurring revenue streams. You will required to help build new partnerships and develop existing ones to include FSI, OEM, and Application strategic partners.

THE ROLE:

• Develop business with DOD customers supporting an array of applications including Splunk, AI/ML, HPC, Backup, Edge Computing.
• Prospect and penetrate large accounts, reaching decision-makers, and close business
• Manage the sales process to align with customer buying cycles
• Manage customer relationships from first meeting through proof of concept, to after the sale to enable opportunities to expand the VAST Data footprint
• Develop and present proposals to customers with information that demonstrates the ability of the VAST solution to meet customers’ business objectives and justify the sale
• Channel Development: work with a select number of systems resellers and integrators to enable market leverage.

Requirements:

• Minimum of 10 years Direct DOD sales experience
• Consistent track record of exceeding quota and driving referenceable business with large DOD customers
• A history of developing customers from the ground up, with minimal resources
• Passion for developing account expansion strategies and the value of post-sales customer success
• Excellent time management and communication skills
• Desire to drive innovation and evangelize new technologies in a way that resonates with customers
• Possess the ability to thrive in a fast-paced environment
• Ideally experience working in both large and start up environments
• The ability to speak with customers and partners at both a business and technical level
• Knowledge of the storage industry specifically: File and Object Storage and Enterprise Computing architectures
• Competitive attitude and strong work ethic with the ability to enthusiastically represent the company
• Proficient with Salesforce.com and Microsoft Office