Account Executive, Cloud, Content, & Media - Northeast USA DataDirect Networks
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Data Direct Networks (www.ddn.com) is the world?s largest privately held data storage company. We are the leading provider of data storage and computer technologies, solutions and services that enable content-rich and high-scalability IT environments to create and deliver value out of their information. Our customers include many of the world?s leading online content and social networking providers, high performance cloud and grid computing environments, life sciences, professional media and security and intelligence organizations. Deployed in thousands of mission critical environments worldwide, DDN solutions are the business-enabling backbone to today?s complex IT infrastructures.
We are currently seeking a Account Executive - Cloud Content & Media - Northeast USA
The Account Executive will work in the development of new Cloud Content & Media accounts in the Northeast USA. 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 Cloud Content & Media space, including post-production, broadcast, datacenters, hosting companies, ISP, gaming industry, and telco. 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:
Assimilate specific vertical market background, requirements, and infrastructure attributes, and apply this knowledge to sell DDN solutions.
Develop sell-through strategies and leverage both internal and customer resources to reach goals.
Develop a substantial knowledge of the company's SAN/NAS appliances product line.
Develop a strong understanding of the customer's technology infrastructure, strategy and business requirements with the goal of increasing DDN business opportunities.
Develop strong, cohesive working relationships with other DDN Sales staff and Sales Engineers in conjunction with technical support staff - manage team selling efforts at customer sites as required.
Develop innovative solutions to customers' business needs by creating and presenting comprehensive proposals to clients.
Effectively closing sales opportunities.
Ability to manage customer relationship post-sale, including strategy to close repeat business.
Qualifications for this role are;
BSEE or BA or equivalent preferred.
Minimum 5-7 years experience selling enterprise storage, within specified market; 10+ years overall sales experience.
Knowledge of the technology industry, especially infrastructure and storage products.
Must possess a storage industry reputation for negotiating large transactions with professionalism, integrity, and a passion for winning.
Experience managing, recruiting and leveraging partners within a geography to aggressively grow revenue and customer base.
Competitive, refuse-to-lose attitude, strong work ethic, and excellent team building and influencing skills.
Consistent history of exceeding quota while maintaining customer satisfaction and required product margins.
Strong, demonstrable ability to penetrate and close new accounts, negotiate and win.
Strategic account planning experience, and regular territory planning, including weekly reporting.
Excellent verbal and written communication, presentation, problem solving, and time management skills.
Willingness and ability to travel 30%-40% of the time.
Essential Duties and Responsibilities include but are not limited to:
A BA or BS in a related field is required.
Must have 5-10 years of experience in DOD and the OSD, experience selling storage is a big plus.
Strong technical expertise, including deep industry knowledge and contacts.
Clearances are a strong plus.
A successful AE will be expected to drive business through their own experience, including previously established relationships.
Must consistently be top 25% of sales force in quota attainment.
Must have experience negotiating large transactions personally and been instrumental in closing those deals.
A demonstrated knowledge of DDN SAN/NAS appliance product lines is desired.
Critical Success Skills: The following are a list of critical skills for this job and examples of behaviors related to those skills.
Develops Sales Leads: Demonstrates the initiative to uncover sales opportunities; actively attracts the interest of potential customers; networks to increase contacts; stays on top of market conditions to uncover new leads; consistently follows up with leads to assess their interest in the product/service offering.
Qualifies Prospects with Standard Probes: Uses a formula or series of questions to determine the prospect?s fit with the product; expects to sell to the majority of prospects since they are known to need the seller?s products; reacts quickly and objectively to the answers to standard probes by disqualifying the prospect or proceeding through the selling process.
Makes Persuasive Presentations: Excites the customer with an enthusiastic presentation style; demonstrates value and actively promotes products and services by making an emotional appeal; holds the customer?s attention and interest by keeping the presentation content relevant; varies style to build toward a buying decision.
Commits Time and Effort to Ensure Success: Thrives on working; tends to achieve higher results in direct proportion to the time he is willing to commit to his work; remains focused on the goal and is not easily discouraged or distracted; uses work as an opportunity for interaction and incorporates interpersonal contacts into task accomplishment; sees work as a major source of personal satisfaction.
Maximizes Results by Partnering as a Customer Advocate: Consistently achieves above-average sales results by understanding the customer?s business, empathizing with their problems, and setting a plan to meet their needs; tirelessly focuses on building strong relationships with customers by acting on their behalf to work the seller?s internal systems to meet their requirements; sees partnering with customers as the efficient method to reach personal sales career goals.
Adapts Approach to Different Buyer Motivations: Gathers essential information to determine the benefits customers need in order to be sold; is willing to adjust sales approach to fit different buyer motivations; influences or persuades others by determining how the other individual can benefit, and then communicates those advantages.
DDN has a strong orientation towards these 4 characteristics and any successful employee will demonstrate these capabilities:
Self Starter ? A pro-active orientation and the ability to operate independently to achieve goals.
Success/Achievement Orientation ? Ability to thrive in the face of adversity, drive to overcome all obstacles to reach goals.
Leveraging Relationships ? Orientation to leverage all relationships (internally and externally) to maximize personal and DDN successes.
Problem Solving ? Ability to understand a situation and to identify the best route to satisfy all concerned parties and enhance DDN?s brand.
DDN takes pride in developing and promoting talent as an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, national origin, gender, age, religion, disability, veteran status, or any other category protected by law. By fostering a diverse business environment, DDN welcomes opportunities to learn from each other, our customers, investors, suppliers, and business partners.
Thank you for your interest in joining DDN!
||New York, NY |
THIS JOB HAS EXPIRED