Account Executive - Higher Education
8 months ago
Employment Information
Overview:
Responsibilities for this role include but are not limited to:
Qualifications for this role are:
Self-Starter - Takes independent action to identify and solve problems. Seeks out relevant information needed to make decisions. Gets involved with new initiatives.
DDN is a leading global provider of data storage and data management solutions at scale. We accelerate AI and High Performance Computing workflows and applications in data centers, private and public clouds, and at the edge. Thanks to our technology, over 11,000 customers realize significant efficiencies in their GPU and CPU compute farms, substantially reducing their data center power consumption and footprint. Utilizing highly optimized flash technology and AI-enabled software, our products power some of the largest and most demanding customers in the world in fields such as autonomous driving, AI chatbots, healthcare, financial services, manufacturing, energy, government, public sector, and research institutions, as well as generative AI and data analytics applications.
Job Description:
The Account Executive will work in the development of new HPC accounts in a given geographic territory. The Account Executive is required to be in front of the end user, even if not selling direct, to build the relationship and share the DDN story. This position will be field based and involve travel approximately 30%-40% of the time. The job involves managing a territory and growing business through their own experience, including previously established relationships; so a successful applicant must have strong industry contacts and a demonstrated success in personally closing business in the HPC & FS space. Success involves a long and complex sales cycle and the majority of sales go through channel partners; so strong contacts with related channels are a requirement.
Responsibilities for this role include but are not limited to:
- Drive new business through strong partner and customer contacts and industry knowledge.
- Create and maintain a customer pipeline, hitting revenue goals and growing the territory.
- Meet committed sales numbers on a quarterly basis.
- Build relationships with Channel and OEM partners to grow brand presence to end users.
- Establish executive level relationships, understanding the needs and language of customer’s specific business.
- Lead and coordinate complex, team selling efforts (with internal and external partners).
- Develop and maintain a strong partnership with all DDN staff, specifically with Sales Engineers and technical support staff.
- Develop a strong understanding of the customers’ technology infrastructure, strategy and business requirements.
- Partner with internal staff to create successful Proposals and Presentations in response to RFPs and other customer needs.
- Drive a territory strategy in alignment with DDN brand strategy.
- Accurately forecast sales figures and projections.
- Consistent communication with DDN Sales Leadership including sales reports.
- Manage accurate data and record keeping in SalesForce.com to increase customer satisfaction and brand penetration.
- Attend trade shows and other activities to raise DDN’s presence in the industry.
- Successfully negotiate with internal and external partners and end-user customers.
- Manage customer relationships post-sale; including a strategy to close repeat business.
Qualifications for this role are:
- Must have 6-8 years of experience in selling storage, with strong technical expertise, including deep industry knowledge and contacts.
- A successful Account Executive will be expected to drive business through their own experience, including previously established relationships.
- Must consistently be in the top 25% of sales force in quota attainment.
- Must have experience negotiating large transactions and be instrumental in closing deals.
- BA or BS in a related field is required.
- A demonstrated knowledge of DDN SAN/NAS appliance product lines is desired.
DDN has a very strong orientation towards these 4 characteristics and any successful employee will demonstrate these capabilities:
Self-Starter - Takes independent action to identify and solve problems. Seeks out relevant information needed to make decisions. Gets involved with new initiatives.
Success/Achievement Orientation - Delivers quality results consistently. Targets, achieves (or exceeds) measurable results. Sets challenging goals, focuses on critical priorities, and is accountable.
Problem Solving - Recognizes problems and responds with a systematic assessment that identifies and addresses cause of issue. Practical, realistic, and resourceful.
Innovative - Builds and improves key business processes that enhance the effectiveness of DDN. Generates new ideas, challenges the status quo, and solves problems creatively.
DataDirect Networks, Inc. is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, gender expression, transgender, sex stereotyping, sexual orientation, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.
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