Own and execute a North Carolina centric territory plan to achieve and exceed assigned new business and expansion revenue goals.
Develop and manage a pipeline of Named Enterprise Accounts within the Carolinas, from initial prospecting through close.
Prospect and identify qualified leads across the territory using industry research, networking, events, partner relationships, and referrals.
Conduct frequent in-person customer meetings across the territory to build trust, uncover needs, and advance opportunities.
Develop a deep understanding of customer challenges related to file data management, hybrid cloud, and enterprise storage environments.
Craft and deliver compelling value propositions that clearly articulate the ROI and business impact of Qumulo solutions.
Deliver executive-level presentations and product demonstrations in collaboration with Sales Engineering.
Navigate complex, multi-stakeholder sales cycles and overcome objections to successfully close deals.
Build long-term relationships with customers, channel partners, and key ecosystem stakeholders throughout the territory.
Collaborate closely with internal teams including Sales Engineering, Marketing, Customer Success, and Leadership to drive territory success.
Stay current on industry trends, competitor offerings, and Qumulo product innovations relevant to North Carolina customers.

Requirements

Located in North Carolina and willing to travel to all parts of North and South Carolina.
Minimum of 8 years of relevant experience with a Bachelors degree, or equivalent experience in enterprise software sales.
Proven experience selling to enterprise IT organizations, preferably in storage, data management, or infrastructure software.
2+ years of cloud sales experience.
Storage and SaaS sales experience strongly preferred.
Demonstrated success exceeding sales quotas in a complex, high-growth or start-up environment.
Strong understanding of enterprise IT architectures, buying cycles, and decision-making processes.
Excellent communication, presentation, and interpersonal skills, with comfort engaging executive-level stakeholders.
Ability to build and maintain strong customer and partner relationships across a geographically distributed territory.
Strong time management and organizational skills, with the ability to manage a large in-state territory independently.
Experience building and executing annual territory plans and enterprise account plans.
Passion for technology and a strong desire to sell a best-in-class solution.

Benefits

Pre-IPO stock options
Flexible time-off policy
HSA and PPO health insurance options
Dental and Vision insurance
401(k) plan
Choice of an ORCA card or parking subsidy

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

enterprise software salescloud salesstorage salesdata managementinfrastructure softwaresales quotasterritory planningaccount managementexecutive presentationsproduct demonstrations

Soft Skills

communication skillspresentation skillsinterpersonal skillsrelationship buildingtime managementorganizational skillsnegotiation skillsproblem-solvingcollaborationtrust building

Certifications

Bachelor's degree