Full-Time

Territory Account Manager

Federal

Confirmed live in the last 24 hours

Qumulo

201-500 employees

Data management platform for exabyte-scale

Data & Analytics

Senior

Washington, DC, USA + 2 more

Required Skills

Sales

Customer Service

Requirements

Deep expertise in the Federal market and track record of success in selling to Federal customers
8+ years of previous technology sales experience
Start-up experience or a mix of large company and startup experience
Expansive knowledge of the storage industry
Ability to excel in customer service, closing deals, negotiation, and prospecting
Robust experience in territory management and building client relationships
TS/SCI Clearance strongly preferred

Responsibilities

Service existing accounts, obtain orders, and establish new accounts
Plan and organize a daily work schedule to call on existing or potential sales targets
Develop and present business case to customers, demonstrating Qumulo’s value and ability to meet customer business objectives
Monitor competition and gather current marketplace information. (Including but not limited to pricing, products, delivery schedules, merchandising techniques, etc.)
Act as a beacon for industry standards, researching and reporting changes in products, service, and policy, and evaluating results
Champion the needs of the customers through investigating problems and developing solutions
Maintain professional and technical knowledge by through independent research, attending workshops, and cultivating networks
Collect and maintain data to guide and inform future sales and business decisions

About the Company:

Qumulo is the unstructured data platform to store and manage exabyte-scale data anywhere – at the edge, in the core data center and in the cloud. With unstructured data growing in more locations faster than ever before, enterprises today need a way to store, manage, and curate data simply and efficiently in any location, on any platform. This is precisely what Qumulo was founded to accomplish.

At Qumulo, we are building an open and collaborative culture where people can do their best work with customers as our magnetic field. We act as owners, we share by default, we are data driven and experimental and as an inclusive workplace, we encourage and celebrate multiple points of view. As part of our culture we believe diversity drives innovation.

About the Position:

Qumulo’s D.C.-based Territory Account Manager - Federal is a crucial addition to our field sales organization. In this role, you will grow Qumulo revenue, and continue to build out your arsenal of customer connections. Qumulo’s Territory Account Managers establish rapport with our customers and become a champion for their needs. We’re looking for someone who has a consistent track record of exceeding quotas and leading business in software sales. This person is pragmatic and innovative in equal measure, inspiring change and evangelizing effective solutions to our customer’s greatest problems.

Responsibilities:

Service existing accounts, obtain orders, and establish new accounts.
Plan and organize a daily work schedule to call on existing or potential sales targets.
Develop and present business case to customers, demonstrating Qumulo’s value and ability to meet customer business objectives.
Monitor competition and gather current marketplace information. (Including but not limited to pricing, products, delivery schedules, merchandising techniques, etc.)
Act as a beacon for industry standards, researching and reporting changes in products, service, and policy, and evaluating results.
Champion the needs of the customers through investigating problems and developing solutions.
Maintain professional and technical knowledge by through independent research, attending workshops, and cultivating networks.
Collect and maintain data to guide and inform future sales and business decisions

Skills/Qualifications:

Deep expertise in the Federal market and track record of success in selling to Federal customers
8+ years of previous technology sales experience.
Start-up experience or a mix of large company and startup experience.
Expansive knowledge of the storage industry.
Ability to excel in customer service, closing deals, negotiation, and prospecting.
Robust experience in territory management and building client relationships.
TS/SCI Clearance strongly preferred

Competencies:

Strategic Thinking—Systematically solves problems and hypothesizes possible customer challenges, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges
Communication—Tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills
Interpersonal Influence—Uses rational and emotional drivers that would appeal to customers to comfortably drive negotiation conversations in his or her favor; Collaborative - uses expanded sales team effectively
Networking—Identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders and partners for deal success
Ownership—Goes out of his or her way to complete a job and has relentless drive to achieve results; is independent and self-directed, and takes initiative with minimal direction or supervision
Workflow Management—Sets clear, realistic, and time-bound objectives that align to business growth; breaks each objective into tasks and process steps that can be achieved within a realistic timeframe

Key Benefits

The annual pay range for the role is USD $224,000 - $322,000. This role has the opportunity to earn variable incentive compensation depending on the terms of the applicable plan.

Individual pay depends on various factors, such as role level, relevant experience and skills, and location. Pay ranges are reviewed and typically updated each year. Offers are made within the pay range applicable at the time.

U.S. based employees have access to healthcare benefits, short-term and long-term disability coverage, basic life insurance, wellbeing benefits, flexible time off, and paid holidays, among others.

Qumulo is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law.

*Please note that employment at Qumulo is contingent upon completion of a satisfactory background check.

For more information on our Applicant and Employee Privacy Notice please click on the link below:

http://qumulo.com/applicant-employee-privacy-notice

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Qumulo

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Website

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Qumulo specializes in managing exabyte-scale unstructured data across multiple platforms, making it a leader in the data management field. The company supports a variety of file and object workloads and offers comprehensive APIs, ensuring streamlined operations in diverse environments such as edge, core, and cloud settings. This focus on broad compatibility and advanced data solutions makes it a promising workplace for professionals keen on cutting-edge technology and data innovation.

Company Stage

Series E

Total Funding

$347.3M

Headquarters

Seattle, Washington

Founded

2012

Growth & Insights

Headcount

6 month growth

↓ -5%

1 year growth

↑ 21%

2 year growth

↑ 15%

Benefits

Healthcare plan paid 100% for employees

Flexible/unlimited paid time off

Transportation subsidy for office commuters

Cell phone service reimbursement

401(k) and Roth retirement planning with Fidelity

Stock option grants offered to all full-time employees

Parental leave (20 weeks for birthing mothers, 8 weeks for adoption or non-birthing parents)