Federal Account Executive (Air Force)

About Commvault 

Commvault (NASDAQ: CVLT) is the gold standard in cyber resilience. The company empowers customers to uncover, take action, and rapidly recover from cyberattacks – keeping data safe and businesses resilient. The company’s unique AI-powered platform combines best-in-class data protection, exceptional data security, advanced data intelligence, and lightning-fast recovery across any workload or cloud at the lowest TCO. For over 25 years, more than 100,000 organizations and a vast partner ecosystem have relied on Commvault to reduce risks, improve governance, and do more with data. 

JOB DESCRIPTION:

The Opportunity

The Federal Account Executive is responsible for achieving quota by selling solutions into a defined account list that may include current Commvault customers and high-value prospects, with a main focus being the US Air Force. The position is a field sales role where the AE will engage in face-to-face sales with customers and prospects either directly or through partners. The Account Executive plans, coordinates, leads and controls balanced sales growth, account penetration and customer experience on a long-term multi-quarter basis.

What you’ll do…

• Achieve quarterly and annual quotas by selling to new and established – large, complex prospects and customer.

• Develop and implement Strategic account plans for target account expansion and new account acquisition including performance objectives, financial targets, and critical achievements for a one and three-year period.

• Build sale campaigns into target accounts and closely coordinate company executive involvement with customer/prospect leadership.

• Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.

• Lead a matrixed sales team; liaison with clients, Deal Desk, inside sales, partners, channels, sales engineers, professional services, finance and legal to drive a prospect to close

• Establish and maintain a productive, professional relationship with key personnel in assigned customer/prospect accounts.

• Construct and deliver tangible cases at the CXO level including financial (return on investment & tco), technical and strategic value propositions

• Prepare and present sales proposals and presentations to new and existing clients

• Identify and build strategic relationships with partners and alliances that have existing relationships with the assigned target accounts

• Negotiate and close deals following the company’s practices and processes

• Ensure orders meet all legal and financial requirements

• Maintain a high level of relevant industry, Commvault and competitive knowledge

• Plan, attend and coordinate executive briefings

• Leverage internal sales tools and processes to drive opportunities to a successful close.

Who you are…

• Possess a …