Account Executive, SLED - State of CA​/Sacramento Metro

Overview

Pure Storage is creating the Data Center of the future with unparalleled innovation in data storage, management and security. We are seeking an experienced and results-oriented individual to join our dynamic sales team focused on State, Local and Education (SLED) customers. As a SLED Account Executive, you will be responsible for driving the sales of data storage solutions to SLED customers in the defined territory.

This position offers a unique opportunity to contribute to growth with new customer acquisition and to play a vital role in expanding existing customer relationships.

SHOULD YOU ACCEPT THIS CHALLENGE

• Evangelize our radically simple, all-flash enterprise storage technology and data solutions, ensuring customers fully grasp Pure’s total value proposition
• Identify and pursue sales opportunities within the State, Local and Education customer base
• Identify customer needs, budgets, and procurement processes to develop compelling value proposition strategies and solutions
• Collaborate with cross-functional teams, including technical experts, product managers and channel partners, to develop customized data storage solutions that address customer challenges and create new opportunities for customer success
• Build and invest in relationships with customers to establish Pure’s value, continually driving the highest customer satisfaction ratings in the industry
• Lead pursuit teams and develop account plans to make sure internal resources and external partners are engaged to execute and win new Pure Customers
• Drive and manage a healthy and robust pipeline of sales activity to assure quarterly and annual quotas are met or exceeded

WHAT YOU WILL NEED TO BRING TO THIS ROLE

• Proven track record of success in SLED sales, with a demonstrated ability to meet or exceed sales targets
• In-depth knowledge of the SLED procurement process, including experience with RFIs, RFPs, and contract negotiations
• Knowledge of working with Federal system integrator
• Ability to sell your company s story and the unique value proposition of storage solutions
• Authenticity and a genuine desire to engage customers and understand their business challenges
• Thought leadership, creativity and a Challenger Mindset; the ability to apply your customer insights and expertise in technology solutions to position Pure’s portfolio to solve persistent problems or create new customer value
• Avid hunter with proven prospecting skills, consistently opening doors to new customers and navigating seamlessly between the boardroom and the data center while passionately positioning the advantages of a Pure Storage solution
• Excellent interpersonal skills with the ability to effectively articulate complex technical concepts to both technical and non-technical audiences. Expertly able to build relationships easily and deepen them over time
• Ability to assess, plan, and actively manage a territory to achieve maximum revenue and efficiency
• Expertise leading a complex sales process with multiple stakeholders, while fostering teamwork and shared ownership internally and with Partners
• Experience outside of traditional storage for the past consecutive 5 years
• Consistent track record of exceeding quota and driving reference-able business
• Passionate about post-sales customer success
• Skilled in delivering business results and leveraging CRM tools to track and manage success metrics for the territory
• 5+ years of outside sales with a focus on new logo acquisition or business development; consistently delivering 5-10M per year in revenues

Salary
:
This role may be eligible for incentive pay and/or equity. The annual base salary range is 139,000 — 222,500 USD. There is no Final date to receive applications and we accept applications on an ongoing basis until the job is filled.

What you can expect from us

• Pure Innovation
  :
  We celebrate those who think critically, like a challenge and aspire to be trailblazers.
• Pure Growth
  :
  We give you the space and support to grow along with us and to contribute to something meaningful. We have been named Fortune s Best Large Workplaces in the Bay Area, Fortune s Best Workplaces for Millennia ls and certified as a Great Place to Work.
• Pure Team
  :
  We build…