Enterprise Account Executive

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What to know:

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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 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/ 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.

Position Requirements

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

Demonstrated experience selling enterprise Cyber Security, Cyber Resilience, or SaaS/Cloud solutions to enterprise customers

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Commvault’s goal is to make interviewing inclusive and accessible to all candidates and employees. If you have a disability or special need that requires accommodation to participate in the interview process or apply for a position at Commvault, please email accommodations@commvault.com For any inquiries not related to an accommodation please reach out to wwrecruitingteam@commvault.com.