Account Executive, OSD/DOD DataDirect Networks
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DataDirect 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 an Account Executive, OSD/DOD
The OSD/DOD Account Executive will work in the development of new Government & Digital Security accounts in a given geographic territory. The Account Executive is required to be in front of the end user, if not selling directly, 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 building and executing a strategic business plan for the territory, managing the 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 Government & Digital Security 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.
Meets committed sales numbers on a quarterly basis.
Building 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;
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.
Creates and maintains a strong network in the industry
Leverages relationships for introductions to key decision makers
Has consistent Face-to-Face meetings with Partners and Customers
Consistently makes pro-active sales calls
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.
Asks questions of customers and partners to uncover needs
Uses knowledge of industry to identify potential targets for business
Leverages network to uncover potential new business
Consistently digs to find cross-selling opportunities
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.
Effectively responds to RFP?s with impact and success
Partners with SE?s to create powerful presentations
Clearly articulates DDN?s selling points verbally and in writing
Gets customer to commit to Case Studies and Success Stories to tell future clients
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.
Constantly invests in and manages their professional network
Driven toward success and doing what?s needed to win
Constantly striving to understand the industry and the direction it is moving
Receives accurate feedback and takes appropriate action
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.
Asks questions to uncover customer needs
Strives to find solutions for customer problems
Effectively works with Channel partners to understand their needs and requirements
Partners well with Channels to meet end-user requirements
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.
Works to understand the different motivations of partners and end-users
Uncovers the real business case of each customer to clear path for the sale
Strives to understand the state of the industry (including competition) and trends that customers face
Changes sales style to match the decision maker of each transaction
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!
If you are having problems applying online or need assistance with applying for a position or have general questions, please contact Human Resources via email at EmploymentApplicationHelp@ddn.com.
This email is specifically designated for people who are having difficulty applying for a specific position via our website at www.ddn.com/careers. All candidates MUST apply via our website and to a specific open position to be considered for a position; we do not accept resumes at this email or in any other submission format.
If you are having a problem applying to a role online, please state this in your email and someone will be in touch with you within 36 business hours.
Thank you so much and have a great day!
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THIS JOB HAS EXPIRED