Territory Account Manager

This is a fully remote position, open to applicants in Arizona, +3 more states.

📋 Description

• Take ownership of the business strategy for a specific territory and a portfolio of enterprise accounts, fostering sustainable revenue growth through the acquisition of new customers and the expansion within existing accounts.

• Create and implement strategic account plans that identify whitespace opportunities across various business units, workloads, and executive initiatives.

• Cultivate trusted advisor relationships with CIOs, CTOs, infrastructure leaders, cloud teams, AI/ML leaders, and executive sponsors.

• Guide complex enterprise sales cycles by aligning Qumulo's platform with the long-term business and technology strategies of customers.

• Recognize challenges related to unstructured data, hybrid cloud adoption, AI initiatives, multi-site collaboration, and data modernization, translating these into quantifiable business value.

• Collaborate with Sales Engineering on executive presentations, discussions on business value, and technical demonstrations.

• Develop and implement joint account strategies in partnership with channel partners, systems integrators, cloud providers, and technology alliance partners.

• Maintain comprehensive territory plans, account plans, forecasts, and pipelines.

• Utilize structured sales methodologies such as MEDDICC to navigate complex buying committees and procurement processes.

• Work in conjunction with Marketing, Customer Success, Product, and Channel teams.

• Keep abreast of industry trends, competitive technologies, AI adoption, hybrid cloud architectures, and strategies for enterprise data management.

⛳️ Requirements

• Over 8 years of experience in enterprise technology sales with a proven track record of surpassing quota.

• Experience in managing complex enterprise accounts with opportunities in the six- and seven-figure range.

• Proven success in establishing executive relationships and navigating multi-stakeholder buying environments.

• Proficient in developing strategic account plans, territory plans, and long-term customer growth strategies.

• Strong knowledge of enterprise infrastructure, hybrid cloud, data management, storage, or cloud-native platforms.

• Experience collaborating with channel partners, value-added resellers, systems integrators, OEMs, or cloud partners.

• Exceptional executive communication, presentation, negotiation, and relationship-building skills.

• Familiarity with structured enterprise sales methodologies such as MEDDICC.

• Ability to manage multiple strategic opportunities while ensuring accurate forecasting.

• Candidates must reside in or be willing to relocate to Arizona, Colorado, New Mexico, or Utah.

• A bachelor's degree or equivalent professional experience is preferred.

🏝️ Benefits

• Pre-IPO stock options.

• Flexible time-off policy.

• HSA and PPO health insurance options.

• Dental and Vision insurance.

• 401(k) plan.

• Choice of an ORCA card or parking subsidy.