Enterprise Account Executive - Chicago

Commvault; Springfield (IL); On-site; USD 94,000 - 185,000; Full time

Benefits offered by this job

Presidents Club

Employee stock purchase plan (ESPP)

Professional development & training

Competitive benefits

Job summary

Commvault is seeking an Enterprise Account Executive located in the Chicago greater market to drive quota attainment by selling complex software platforms to large, strategic accounts. You will lead cross-functional teams, develop targeted account plans, and coordinate executive involvement to win and expand opportunities.

The role requires proven enterprise software sales experience, a track record of six- and seven-figure deals, and deep storage/data management domain knowledge.

Qualifications

• Bachelor’s degree and proven sales experience.
• Enterprise software sales at the enterprise level with six- and seven-figure deals.
• Experience in the storage management or data management industry.
• Deep understanding of storage/data management products, competitors and trends.
• Minimum of two years’ success building relationships and selling directly or with partners.
• Excellent communication, persuasive and listening skills.

Responsibilities

• Meet quarterly and annual quotas by selling to large, complex prospects and customers.
• Develop and implement strategic account plans for target expansion and new account acquisition.
• Create campaigns and coordinate executive involvement with customer/prospect leadership.
• Coordinate resources from support, services and management to meet performance objectives.
• Lead a matrixed sales team and collaborate with deals desks, inside sales, partners and legal.
• Establish and maintain strong relationships with key personnel in accounts.
• Construct and present business cases at CXO level including ROI and TCO.
• Prepare and deliver sales proposals to new and existing clients.
• Identify and build strategic partnerships with alliances existing in target accounts.
• Negotiate and close deals following company practices and processes.
• Ensure orders meet legal and financial requirements.
• Maintain knowledge of industry and competitive landscape.

Skills

Enterprise software sales

Strategic account planning

Negotiation

Relationship building

Cross-functional collaboration

Education

Bachelor’s degree

Job description

About Commvault

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.

The Opportunity

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. MUST BE LOCATED IN THE CHICAGO GREATER MARKET TO BE CONSIDERED FOR ROLE

What you’ll do…

• 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.

Who you are…

• 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.

Meet the Hiring Manager:

Erin Duffy - Sales Director, Enterprise North Central

You’ll love working here because:

• 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.

Pay Range

$93,500—$185,150 USD

Equal Opportunity

Commvault is an equal opportunity workplace and is an affirmative action employer. We are always committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status and we will not discriminate against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we work.

Interview Accessibility

Commvault’s goal is to make interviewing inclusive and accessible to all candidates and employees.

Accommodation

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