Product Sales Executive

Reporting to the VP of Sales, we are hiring a Product Sales Executive at CData who will be responsible for meeting or exceeding new business bookings quota for the Connect Cloud data virtualization product. As the AE for Connect Cloud, you will be selling into highly technical buyers looking to solve data connectivity challenges using this product. Previous experience selling to similar buyers in the data virtualization space is required. You will be required to learn how to demo and use Connect Cloud, understand the differentiators, refine the pitch, and increase win rates for associated opportunities. You will be supported by a Connect Cloud Solutions Engineer/SE (pre-sales), but you will be expected to have the ability to qualify opportunities and converse with buyers proficiently with or without an SE’s assistance. This is an opportunity to be a “sales lead” for these products as you will also be working across the direct sales regional AE teams to generate pipeline and close business. As such, you will work in a pod-like structure with other AEs, an SE, a product marketing manager, and the associated product managers as you all drive toward a new ACV bookings number.

This position reports to the VP of Sales with regular contact and collaboration with various members of sales, marketing, product, SE team, support and members of the SLT. East Coast location is desired and Raleigh Durham NC area is ideal.

Responsibilities:

• With demonstrated experience in the Data Virtualization market, they will sell into highly technical buyers, such as developers, data engineers/architects, and enterprise selling into decision makers in IT and shadow IT. Experience/knowledge with the business use cases for data virtualization technologies is critical.
• As part of the table-stakes, they will know the 360 degree view of every opportunity under management, including technical blockers, buying process, and POC status. As such, the AE will properly quarterback each opportunity with the Pod team supporting the deal until successful close.
• They will be a team player focused on the success of CData as a whole and be mature in their way of working across the Pod and other sales members.
• They will drive a highly efficient lead-to-conversion model within the existing inbound funnel working closely with the Pod team members to increase pipeline and drive a high velocity sales process for the associated product they are responsible for.
• They will work across the regional sales team members and AM teams to generate expansion opportunities with existing customers.

Qualifications:

• 10 years of progressive sales experience in a complex software organization focused on technical buyers, with demonstrated technical and business acumen.
• First-hand experience in the Data Virtualization space selling to technical buyers and understanding the competitive landscape. Ability to be functional with Connect Cloud (demos and understanding of functionality)
• Proven ability to meet or exceed targets and experience working through complex software evaluations with enterprise prospects and customers.
• Excellent communications skills, and can bring team members and functions together, rallying around product-oriented shared objectives and providing a clear line of site to achieving goals.
• Experience driving a rigorous sales process managing opportunities with clean pipeline and Salesforce opportunity management rigor.
• Understands technical buyers and domain knowledge in data management and analytics and the ability to quickly ramp up to speed with CData products. Understanding of the business case surrounding Data Virtualization projects.
• Dynamic, confident personality with the ability to successfully knock down challenges and come up with new ideas to improve business results.
• Ability to present effectively in front of internal or external executive audiences.
• Demonstrated ability to negotiate larger value-based enterprise level deals in partnership with executives.
• Relevant company experience working in a $30-$120M software company, 150 – 500 employees.

Travel Required:Sometravel is expected. Travel to Chapel Hill, NC headquarters, customer events, large prospective customer visits, etc. on an as needed basis for work purposes is required.