Account Executive (Tri-State Territory)

Summary

Panzura provides a global file system that transforms cloud storage into a high-performance enterprise solution. The company is seeking an Account Executive to win new customer accounts within Fortune 2000 organizations by selling software, storage, and cloud solutions, managing sales campaigns, presenting solutions, negotiating, and closing deals with Sales Engineer support.

Responsibilities

• You must be good on your feet and know your brief. Be able to deliver stunning presentations. Maintain full fluency in Panzura’s products & services and how they are sold to deliver value in the marketplace
• Maintain a high-level of daily activity including in-person customer/partner calls, meetings and pipeline generation
• You must abide by the Challenger Sales approach. There is no status quo at Panzura
• Drive sales campaigns from Lead Generation through Close
• Accurately forecasts and tracks deals as they progress through sales stages. We use HubSpot
• Collaborate with Channel, Field & Marketing teams to build your business
• Identify and build relationships with key business/project leaders and develop champions within accounts
• Be willing to travel ~50% of the time to customer meetings. Territories are across multiple states, in some cases five or more
• Ability to create modern sales proposals, identify customer needs, and desired outcomes. TCO analysis and a keen sense of competitive compares

Skills

• * 3-5 years of related experience
• * Technical sales acumen
• * Understand the Art and Science of Selling
• * Knowledge of the AEC Market a plus
• **This position is specific to our Tri-State area territory so candidates must reside in one of the following states: New Jersey, Delaware, Maryland, Philadelphia, New York.**
• * Attention to detail- Taking responsibility for a thorough and detailed method of working
• * Conceptual thinking- Understanding a given situation or problem by combining information that is readily available; identifying patterns or connections between situations that are not obviously related; identifying key or underlying issues in complex situations
• * Financial awareness- Actively seeking opportunities to optimize financial costs and investments when making decisions that have a financial implication
• * Strategic planning- Having the ability to put things in context and think broadly. Involves consideration and understanding of future business needs within a changing (external) environment (social, political, economic and related industries, and technology), how process, methods, and resource requirements might be affected by future trends and developments, and developing long-term goals and strategies extending over a significant time span (i.e. 3-5 years)
• * Bachelor's Degree 3preferred

Qualifications

Must Haves

• * 3-5 years of related experience
• * Technical sales acumen
• * Understand the Art and Science of Selling
• * Knowledge of the AEC Market a plus
• **This position is specific to our Tri-State area territory so candidates must reside in one of the following states: New Jersey, Delaware, Maryland, Philadelphia, New York.**
• * Attention to detail- Taking responsibility for a thorough and detailed method of working
• * Conceptual thinking- Understanding a given situation or problem by combining information that is readily available; identifying patterns or connections between situations that are not obviously related; identifying key or underlying issues in complex situations
• * Financial awareness- Actively seeking opportunities to optimize financial costs and investments when making decisions that have a financial implication
• * Strategic planning- Having the ability to put things in context and think broadly. Involves consideration and understanding of future business needs within a changing (external) environment (social, political, economic and related industries, and technology), how process, methods, and resource requirements might be affected by future trends and developments, and developing long-term goals and strategies extending over a significant time span (i.e. 3-5 years)

Nice to Haves

• * Bachelor's Degree 3preferred

Benefits

• Remote work arrangement
• Travel to customer meetings approximately 50% of the time