Account Executive (Tri-State Territory)

Panzura is the fabric that transforms cloud storage into a high-performance global file system. Whether you have 5 locations or 500, Panzura delivers one authoritative data source for all users, one security policy to implement, a self-healing file system that requires no additional backup, one view over the entire file network and the same enterprise-grade file performance for every user, in every location. For the first time: all the functionality and speed of single-site NAS, globally. 

Panzura is seeking Exuberant Account Executives to help our organization continue to expand. These aggressive sales professionals will be responsible for winning new customer logos within Fortune 2000 accounts. The ideal candidate brings experience in selling Software, Storage and/or Cloud solutions with various Alliance & Channel Partners. You will execute successful sales campaigns from inbound leads, present Panzura solutions, overcome objections, negotiate and close sales in partnership with a Sales Engineer. 

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.
If you do not live in one of these states, we invite you to review our other openings for a role in your area. 
Requirements

• 3-5 years of related experience
• Technical sales acumen
• Understand the Art and Science of Selling
• Knowledge of the AEC Market a plus
• Bachelor’s Degree preferred

About You 

• 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).
• Sales Engineers interested in making the leap into a true “hunter” Account Executive role — including pipeline generation, territory ownership, and quota attainment — are encouraged to apply.

 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.