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Enterprise Cloud Sales Executive

Company: Cloudreach
Location: Atlanta
Posted on: August 17, 2019

Job Description:

We are hiring for this role anywhere in the Southeast. Remote opportunities are an option! Reach New Heights As the leading cloud solutions provider, we're on a mission to elevate technology and people so you can reach new heights. Yes, you. Empowering people to keep growing, learning and succeeding is what we do for our customers and colleagues alike. As a Cloudreacher you'll belong to a diverse and dynamic growing global community, play an integral role in shaping an industry at the forefront of technological transformation, and receive constant opportunities to progress in your career. We passionately believe that innovation is something that's lived and breathed. Our culture isn't a nice-to-have but key to who we are and what we can deliver. When we look ahead, we see a bright future. You too? Let's talk. How will you spend your time at Cloudreach? The Senior Account Manager is accountable for meeting / exceeding customer acquisition targets of Enterprise accounts, as well as being the main face and ambassador of Cloudreach vis a vis our partners and strategic customers. They drive growth by targeting new logo large Enterprise accounts where the objective is first and foremost to identify and create a beachhead engagement with a Customer by signing a Framework Agreement and then using Cloudreach's full suite of services and capabilities to grow and expand our reach within a Customer account to create a long term strategic and prosperous relationship What do we look for?

  • [Market Knowledge] has extensive knowledge of the public cloud market, particularly in relation to infrastructure, applications, operations and shared services. Understands how software, automation, managed services and consulting related to driving outcomes. Has a deep understanding of the market drivers and can form opinions on the major vendors and their offerings. Likely reads analyst reports and can relate their content to conversations with customers.
  • [Customer Knowledge] has extensive experience in selling to large enterprises (B2B). Can demonstrate a clear understanding of various org structures within enterprise IT shops. Can usually tailor their approach based on company size, market dominance, or org structure. Can articulate the roles that exist within the customer org and map out the political, financial and technical power positions, but may not always be able to access them. Focuses on what outcomes are best for the customer that also are good for the company and the employees. Most likely to sell the customer a solution that fits their needs rather than just pitch products.
  • [Sales Theory Knowledge] has formed an individual sales methodology that works for them, but may not be able to fit them into the company process. Can clearly articulate why they achieve results, and can trace some of it back to key elements of the sales process. Understands basic elements of sales management and is aligned with the goals of the organization. Key Responsibilities and Skills
    • Sales Quota
    • Acquisition Targets
    • Personal Development
    • Partner Relationships
    • Communication (Written, Oral, Active Listening & Storytelling)
      • effectively communicates across multiple topics up to the CTO level
      • practices active listening, and uses it to improve communication
      • does not need to rely on existing content to be able to weave in relevant stories
      • leverages network to expand across account and open new conversations
      • Problem Solving & Decision Making
        • refers to a process that they have learned for problem identification, prioritization and actions - likely does not apply it always
        • demonstrates solid decision making skills, including taking action with enough data and monitoring impacts to adjust quickly
        • able (but sometimes struggles) to make decisions on limited amounts of data
        • balances risk\reward in the choices they make - understands potential impacts
        • understands the concept of "fast fail", may not execute quickly enough or have enough metrics to adequately measure
        • switches between putting their peers first and customer second in the decisions
        • Organized \ Prepared \ Quality Forecasting
          • maintains a calendar and keeps salesforce accurate - close to daily
          • knows how accurate their forecast has been historically, and generally knows why
          • delivers against forecasts and other commitments
          • routinely holds pre\post briefings, usually following a similar format
          • maintains proficiency in training (sales, product, tech, etc) consistent with requirements
          • Sales Fundamentals (Networking, Qualification, Deal Progression \ Negotiating \ Buying Process)
            • large network, able to build connections quickly and get introductions using connections
            • good at qualification, spends more time than most on qualification, knows how to ask open-ended questions
            • maps out each "next step" to move the deal through the stages at a rate that is above the customers natural rate
            • strong negotiator with the ability to frame "win-win" scenarios
            • able partner with procurement to change the velocity at which the deal closes Experience Guidelines: 8-12 Years selling Typical Deal Size = $1.5-2M+ What you'll get: Becoming a Cloudreacher gives you much more than a job title. We reward your skills and expertise by delivering value back, through the Cloudy Deal:---------------------
              • Compensation & Wellbeing: We base your total compensation on the skills, knowledge and behaviors you bring to Cloudreach and aspire to provide flexible benefits, enabling you to achieve a work-life balance that helps you thrive.
              • High Impact: We want you to make a personal impact: delivering results that help grow the business and make a difference to our customers, your colleagues and your community. Job satisfaction at its best.
              • Career Development: You'll find constant opportunities to take on new roles and grow with Cloudreach, as well as training, coaching, and continuous feedback to boost your expertise and give you career-enhancing skills.
              • Culture & Engagement: We have a dynamic and inclusive working environment built for collaboration, flexibility, openness - and fun, with managers who listen, engage and empower your actions. The Experience:
                • Recharging your batteries: When you need time to recharge, our uncapped holiday allowance will do the trick.
                • Feeding your mind: Expand your mind through our excellent learning platforms and become a fully-fledged Cloudreacher before you know it.
                • Taking care of your body: We help take care of your body through our health and wellness programmes, and sustain you throughout the day with snacks and drinks from our well-stocked kitchens.
                • Lifting your spirit: Our dynamic workspaces are designed to accommodate individual working styles, complete with pool tables and beanbags for more playful moments.
                • Giving you flexibility: You'll feel immediately plugged in with a brand new Macbook and smartphone for the office and beyond, helping you work where and how you want.
                • Connecting you: Our regular Cloudy Lunches bring everyone together to bond over a plate - or two - of free food.

Keywords: Cloudreach, Atlanta , Enterprise Cloud Sales Executive, Sales , Atlanta, Georgia

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