Enterprise Sales Account Manager

1 month ago

Johannesburg, Gauteng, South Africa Cloudera Full time
Job Description

At Cloudera, we empower organizations to transform complex data into actionable insights. With a vast amount of data under management, we're the preferred data partner for top companies across various industries. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world's largest enterprises.

This is a Sr Sales Account Executive (hybrid) position, with a focus on acquiring new logos across South Africa and West Africa key territories. Key to this role is the ability to manage a broader patch and define the right strategy to generate pipeline, qualify leads, and close opportunities efficiently. You should also have strong experience in leveraging the partner ecosystem to amplify your actions in the market. Experience selling to Telecom operators customers is an advantage.

Responsibilities:
  • Align with the company's strategic objectives, handle, and grow revenue and market share at designated Enterprise accounts to improve customer success at all levels in the customer organization.
  • Develop Cloudera as a business - using a combination of new and existing accounts, you will build and maintain a rich pipeline of opportunities across your territories, which will enable you to forecast accurately across future quarters, achieve agreed sales targets, and maintain predictability of future revenue.
  • Effective pipeline planning and pipeline generation.
  • Convey public and acquired intelligence about customer technology footprints, strategic growth plans, technology strategies, and competitive landscape and trends. Introduce domain product and service experts/specialists while maintaining account oversight.
  • Win new account logos and drive overall customer success for these new accounts.
  • Build consensus and develop relationships at multiple levels – executive sponsors, influencers, and decision makers.
  • Lead large-scale transactions to close large-scale deals. Build pipeline, forecast business, lead the internal team, communicate key updates, and competitive intelligence.
  • Exceed quarterly and annual new and expansion software subscription, renewals, professional service, and training business goals.
  • Be an external Cloudera ambassador - with an external customer focus, you must ensure that you embrace and promote the culture, values, and behaviors that make Cloudera unique.
Requirements:
  • Minimum 8+ years of exceeding enterprise software sales targets.
  • Fast-moving start-up and vertical use case-driven experience.
  • Maniacal focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation.
  • Willingness to be coached and the discipline to work a proven sales process from beginning to end - MEDDPICC Sales process knowledge is a plus.
  • Strong field sales experience, selling to South Africa & West Africa markets.
  • Experience selling to Telecom Operators.
  • Existing network of customers in South Africa and West Africa is a plus.
  • Data management or Data warehousing experience.
  • Containers, Kubernetes, and public cloud infrastructure technology knowledge and experience.
  • BA/BS or equivalent educational background.
  • Fluent in English, French is a plus.
  • Able to travel frequently to West Africa countries and other locations as per the job needs.
What You Can Expect from Us:
  • Generous PTO Policy.
  • Support work-life balance with Flexible WFH Policy.
  • Mental & Physical Wellness programs.
  • Phone and Internet Reimbursement program.
  • Access to Continued Career Development.
  • Comprehensive Benefits and Competitive Packages.
  • Employee Resource Groups.

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