Enterprise Account Executive

This is a fully remote position, open to applicants in Vietnam.

📋 Description

• Proactively generate the majority of the new customer pipeline and manage new-logo deals through closure, alongside account expansion.

• Take charge of the territory strategy and develop annual and quarterly account plans for key accounts.

• Conduct discovery sessions with multiple stakeholders, rigorously qualify leads, disqualify early prospects, and implement deal strategies for complex, multi-stakeholder cycles.

• Engage with VP-level security and IT leaders while managing relationships across multiple threads within accounts.

• Collaborate with Sales Engineers, Marketing, Customer Experience, Product, and Deal Desk teams.

• Create business cases, structure multi-year and multi-product agreements, and negotiate terms effectively.

• Offer the complete Cohesity portfolio that includes data protection, cyber resilience, security, and AI solutions.

• Identify and promote cross-sell opportunities while aligning offerings with security frameworks and compliance needs.

• Work closely with Customer Success and Renewals teams to ensure adoption and realization of value.

• Drive growth within owned accounts and secure customer testimonials.

• Collaborate with channel partners and technology alliances, including NVIDIA, IBM, HPE, and AWS.

• Foster partner-sourced pipeline development.

• Maintain forecast accuracy and ensure pipeline cleanliness in Salesforce.

• Share repeatable sales strategies, mentor junior account executives, and facilitate product, competitive, and sales process training.

⛳️ Requirements

• Around 5+ years of pertinent sales experience, preferably in selling enterprise technology across infrastructure, SaaS, or related markets.

• Background in selling to and collaborating with Information Security / Cybersecurity teams.

• Solid understanding of enterprise security frameworks and compliance regulations.

• Ability to tailor solutions to meet customer security and risk needs.

• Customer-centric attitude with a strong interest in cybersecurity and data protection, particularly regarding ransomware and recovery.

• Familiarity with data security and backup technologies.

• Knowledge of security frameworks and compliance across various industries.

• Proven track record of acquiring new customers and expanding existing accounts.

• Familiarity with Cohesity solutions (DataProtect, DataHawk, SmartFiles) is advantageous.

• Experience with NetBackup, Backup Exec, or InfoScale is beneficial but not mandatory.

• Experience in working with channel partners and co-selling.

• Excellent communication skills, including presenting to VP-level clients and internal stakeholders.

• Proficient in Salesforce and forecasting tools.

• Demonstrated utilization of AI tools to enhance productivity, organization, and sales effectiveness.

• Bachelor’s degree in Business or a related field, or equivalent professional experience.

• Professional command of the English language for effective communication with customers and internal teams.

• Willingness to travel as necessary within the assigned territory.

🏝️ Benefits

• Travel as necessary within the designated territory.

• In-office employees, within a reasonable commuting distance, work from core offices 2–3 days a week based on their preference.