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AI Summary
Panzura is the fabric that transforms cloud storage into a high-performance global file system. Whether you have 5 locations or 500, Panzura delivers one authoritative data source for all users, one security policy to implement, a self-healing file system that requires no additional backup, one view over the entire file network and the same enterprise-grade file performance for every user, in every location. For the first time: all the functionality and speed of single-site NAS, globally
Panzura is seeking an Enterprise Account Executive to help our organisation grow. This sales professional will be responsible for winning new customer logos within Fortune 1000 accounts in a given region. The ideal candidate brings experience in selling Storage and/or Cloud solutions with Alliance & Channel partners. You will execute successful sales campaigns from inbound leads, present Panzura solutions, overcome objections, negotiate and close sales in partnership with a Sales Engineer.
Requirements
- 3-5 years of related experience
- Technical sales acumen
- Understand the Art and Science of Selling
- Knowledge of the AEC Market a plus
- Bachelor’s Degree preferred
About You
- Attention to detail- Taking responsibility for a thorough and detailed method of working.
- Conceptual thinking- Understanding a given situation or problem by combining information that is readily available; identifying patterns or connections between situations that are not obviously related; identifying key or underlying issues in complex situations.
- Financial awareness- Actively seeking opportunities to optimise financial costs and investments when making decisions that have a financial implication.
- People development- Having the ability to assess skill strengths and weaknesses of individuals and teams in order to determine what actions are appropriate to build and/or improve the needed skills.
- Strategic planning- Having the ability to put things in context and think broadly. Involves consideration and understanding of future business needs within a changing (external) environment (social, political, economical and related industries, and technology), how process, methods, and resource requirements might be affected by future trends and developments, and developing long-term goals and strategies extending over a significant time span (i.e. 3-5 years).
- Sales Engineers interested in making the leap into a true “hunter” Account Executive role — including pipeline generation, territory ownership, and quota attainment — are encouraged to apply.
Responsibilities
- You must be good on your feet and know your brief. Be able to deliver stunning presentations. Maintain full fluency in Panzura’s products & services and how they are sold to deliver value in the marketplace.
- Maintain a high-level of daily activity including in-person customer/partner calls, meetings and pipeline generation.
- You must abide by the Challenger Sales approach. There is no status quo at Panzura.
- Drive sales campaigns from Lead Generation through Close.
- Accurately forecasts and tracks deals as they progress through sales stages. We use HubSpot.
- Collaborate with Channel, Field & Marketing teams to build your business.
- Identify and build relationships with key business/project leaders and develop champions within accounts.
- Be willing to travel ~50% of the time to customer meetings.
- Ability to create modern sales proposals, identify customer needs, and desired outcomes. TCO analysis and a keen sense of competitive compares.
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