Strategic Account Executive

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

📋 Description

• Develop, manage, and advance a qualified sales pipeline, encompassing direct sourcing as well as support from OEM, channel, or GSI partners.

• Implement a well-defined three-year account plan aimed at growth within a select group of strategic accounts.

• Navigate complex customer organizations by identifying key stakeholders, fostering relationships, and engaging with senior decision-makers.

• Facilitate and lead customer interactions through discovery, evaluation, proposal development, and solution alignment, with support from Sales Engineers and leadership.

• Create and present clear, value-driven proposals that link Cohesity’s platform to customer security, resilience, and data utilization.

• Ensure accurate tracking and forecasting of opportunities, contributing to consistent quarterly performance.

• Provide customer insights and competitive feedback to the broader sales and product teams to aid in ongoing improvement.

• Capable of preparing and navigating complex RFPs while managing a multifaceted purchasing process.

⛳️ Requirements

• Proven experience in selling to strategic accounts.

• Demonstrated success in collaborating with Information Security / Cybersecurity and Data Management teams, with a solid understanding of enterprise security frameworks, compliance standards, and the ability to align solutions with customer security and risk needs.

• A customer-centric mindset coupled with a strong interest in cybersecurity and data protection, particularly in areas such as ransomware and recovery.

• Established experience in selling enterprise technology solutions, preferably within infrastructure, SaaS, or related markets.

• Record of success in acquiring net-new customers and expanding existing accounts.

• Basic understanding of data security and backup technologies, along with a willingness to enhance technical knowledge; familiarity with Cohesity solutions (DataProtect, DataHawk, SmartFiles) and exposure to platforms like NetBackup, Dataprotect, or InfoScale is advantageous but not mandatory.

• Comfortable working with channel partners and interested in developing co-selling skills.

• Excellent communication abilities, capable of presenting clearly to customers and internal stakeholders.

• Proven experience utilizing AI tools to enhance productivity, organization, and sales effectiveness.

• Master’s degree in Business or a related discipline, or equivalent experience.

• Proficiency in professional English and German for customer and internal communication.

• Willingness to travel as necessary.

• Knowledge of financial industry regulations and frameworks, including DORA, NIS2, GDPR, and operational resilience requirements.

• Experience in managing complex procurement processes, RFPs, and multi-stakeholder sales engagements.

• Strong consultative and value-based selling skills.

• Hunter mentality with a strong emphasis on new business acquisition and revenue growth.

• Consistent history of exceeding sales targets and successfully closing complex, energetic deals.

• Strategic mindset combined with robust execution skills.

• Exceptional negotiation, presentation, and relationship-building abilities.

• Entrepreneurial spirit, self-motivated, and accountable.

🏝️ Benefits

• Competitive salary

• Flexible working hours

• Professional development budget

• Home office setup allowance

• Global team events