Sales Manager

At Infinidat, a Lenovo company, we help enterprises and service providers empower their data-driven competitive advantage at scale. We are a leading provider of enterprise-class storage solutions. The company’s software-focused architecture delivers sub-millisecond latency, full availability, and scalability with a significantly lower total cost of ownership than competing storage technologies.

Infinidat's Sales Manager works with named accounts or large key accounts to provide product solutions, develop new business, and ensure satisfaction, and maintain positive ongoing relationships.

Responsibilities

• Identify, plan using MEDDPICC sales methodology and frameworks, and execute sales opportunities
• Prospect and develop business development pipeline
• Respond to customer RFPs
• Develop and present customer proposals
• Establish and develop relationships with key stakeholders within potential customer organizations
• Manage current customer relationships utilizing excellent relationship-building, negotiating, and technical skills for success
• Building a Business Case and Establish Value:
  • Develop and present proposals to customers with information that demonstrates the ability of the INFINIDAT solution to meet the customers’ business objectives and justify the sale

Requirements

Experience & Skills

• Minimum of 10 years of direct Enterprise selling experience of storage, Cyber Security, and Data Centre/virtualization solutions
• Consistent track record of exceeding quotas of $5 million and driving reference-able business in IT
• Startup experience would be an advantage
• Experience that demonstrates strong expertise in technical specifications required to sell INFINIDAT products and services
• Experience successfully executing complex sales cycles with CxOs
• Experience with target account selling, solution selling, and/or consultative sales techniques
• An aptitude for understanding how technology products and solutions solve business problems as well as the competitive landscape
• Ability to communicate with all levels of an organization—from C-suite to engineering and operations—about their business challenges and INFINIDAT data management storage solutions
• Ability to prospect with a proven track record of penetrating accounts, reaching decision-makers, and closing business
• Ability to assess, plan, and actively manage a territory to achieve maximum revenue and efficiency
• Passionate about post-sales customer success
• Desire to drive change and evangelise new technologies
• Proficient with Salesforce.com
• Ability to thrive in a fast-paced environment; mix of large company and startup experience
• Knowledge of the storage/backup and Cyber industry, including Fibre Channel, NFS, and Enterprise Storage architectures
• Competitive attitude and strong work ethic, with the ability to enthusiastically represent the company
• Willing and able to travel as a major part of the position