Enterprise Account Executive

Commvault Systems, Inc.; United States; Remote; USD 120,000 - 210,000; Full time

Job summary

Commvault Systems, Inc. is seeking an Enterprise Account Executive to drive quota by selling into defined accounts including current customers and high-value prospects. The role is a field-based, face-to-face role with customers or partners, requiring strategic account planning and cross-functional collaboration.

You will lead campaigns, coordinate resources across teams, and build CXO-level business cases. Proven success in selling complex software platforms at enterprise scale is essential.

Qualifications

• Bachelor's degree and proven enterprise software sales experience.
• Experience selling six- and seven-figure deals and leading an integrated team.
• Deep understanding of storage/data management industry and trends.

Responsibilities

• Achieve quarterly and annual quotas by selling to large, complex prospects and customers.
• Develop strategic account plans for expansion and new account acquisition over 1-3 years.
• Create sales campaigns and coordinate executive involvement with leadership.
• Coordinate resources to meet performance objectives and customer expectations.
• Lead a matrixed sales team to drive prospects to close with partners and services.
• Negotiate and close deals following company practices and processes.
• Present sales proposals to new and existing clients and maintain industry knowledge.

Skills

Enterprise software sales

Strategic account planning

Executive-level communication

Cross-functional leadership

Education

Bachelor's degree

Job description

The Enterprise 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 customers and prospects either directly or through partners. The 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 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 target account set. Position Responsibilities

• Achieve quarterly and annual quotas by selling to new and established - large, complex prospects and customer.
• 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 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 that have existing relationships 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.
• Bachelor's degree and proven sales experience.
• 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 industry
• Deep understanding of the storage management or data management industry, products, competitors, history, emerging trends and changing marketplace
• Minimum of two 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

Commvault (NASDAQ: CVLT) is the gold standard in cyber resilience. The company empowers customers to uncover, take action, and rapidly recover from cyberattacks - keeping data safe and businesses resilient. The company's unique AI-powered platform combines best-in-class data protection, exceptional data security, advanced data intelligence, and lightning-fast recovery across any workload or cloud at the lowest TCO. For over 25 years, more than 100,000 organizations and a vast partner ecosystem have relied on Commvault to reduce risks, improve governance, and do more with data.