Company: DDN Storage
Location: Santa Clara
Posted on: October 19, 2020
DataDirect Networks (DDN.com) is a world leader in massively
scalable storage. We are the leading provider of data storage and
processing solutions and professional services that enable
content-rich and high-growth IT environments to achieve the highest
levels of systems scalability, efficiency and simplicity. DDN
enables enterprises to extract value and deliver results from their
information. Our customers include the world's leading online
content and social networking providers, high performance cloud and
grid computing, life sciences, media production organizations and
security & intelligence organizations.
We are currently seeking an Account Executive
Job Summary: The Account Executive will work in the development of
new Enterprise 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 & Life Sciences
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
* Accurately forecast sales figures and projections.
* Consistent communication with DDN Sales Leadership including
* 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
* 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 within University Systems and/or
National Research Labs.
Prior experience in selling High Performance Computing environments
and/or Big Data analytics
A successful Account Executive will be expected to drive business
through their own experience, including previously established
Must consistently be in the top 25% of sales force in quota
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
Critical Success Skills: The following are a list of critical
skills for this job and examples of behaviors related to those
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 and
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 and 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
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.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.
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.
Keywords: DDN Storage, Santa Clara , Account Executive, Other , Santa Clara, California
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