Tintri Enterprise Account Executive

Remote Jobs Data Direct Networks in Account Management
  • United Kingdom, Home Based View on Map
  • Post Date : September 16, 2020
  • Apply Before : October 16, 2020
  • Share:

Job Description

Overview:

Job Summary

Tintri DDN is looking for an Enterprise Account Manager for UK and Ireland. As an Enterprise Accounts Manager, you are responsible for selling Tintri Products and Solutions through Channel Partners and interacting directly with customers. You will also be working closely with a Sales Engineer in the territory.

Essential to success in this role is a keen ability develop new accounts and to penetrate new divisions and organizations within your assigned accounts. Tintri DDN provides unrivaled support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals. In this position you would be working very closely the co-founders and VPs and have a large amount of influence on sales team decisions and initiatives.

Job Description:


Responsibilities:

  • Use relationship management techniques to develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner account; develop new selling relationships within assigned partner account; develop new direct selling opportunities.
  • Schedule and attend sales call appointments with a prospect in partner organization. Tintri Channel Partner Representatives may also participate in the sales call to help qualify the opportunity.
  • Utilizing a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
  • Respond to RFP’s and follow up with prospects.
  • Develop an account plan to sell to customers based on their business needs.
  • Build and strengthen the business relationship with current accounts and new prospects.
  • Recommend marketing strategies.
  • Provide status information to your Manager including forecast/pipeline information.
  • Provide, or facilitate training opportunities for your accounts.
  • Identify Tintri customer references that can be utilized when reference selling.
  • Provide product feedback back to engineering to improve Tintri complete block solutions.

  • Requirements:
  • Strong verbal and written communications skills including presentation skills.
  • Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.
  • 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 senior managers about their business challenges and Tintri data management storage solutions.
  • Experience using SFDC and other CRM software.
  • Track record of exceeding assigned sales quotas in contiguous, multiple years.
    Qualifications and Experience:
  • Must have 3-5 years of experience in selling storage, with strong technical expertise, including deep industry knowledge and contacts.
  • A successful Account Executive will be expected to drive business through their own experience, including previously established relationships.
  • Experience that demonstrates a strong level of expertise in technical specifications required to sell Tintri products and services is required.
  • Experience in selling storage and visualisations solutions.
  • Must consistently be in the top 25% of sales force in quota attainment
  • Bachelor’s Degree or equivalent experience.


Critical Success Skills
: The following are a list of critical skills for this job and examples of behaviors related to those skills.
Develops Sales Leads: Demonstrates the initiative to uncover sales opportunities; actively attracts the interest of potential customers; networks to increase contacts; stays on top of market conditions to uncover new leads; consistently follows up with leads to assess their interest in the product/service offering. Creates and maintains a strong network in the industry. Leverages relationships for introductions to key decision makers. Has consistent face-to-face meetings with partners and customers and consistently makes pro-active sales calls.

Qualifies prospects with standard probes: Uses a formula or series of questions to determine the prospect’s fit with the product; expects to sell to the majority of prospects since they are known to need the seller’s products; reacts quickly and objectively to the answers to standard probes by disqualifying the prospect or proceeding through the selling process. Asks questions of customers and partners to uncover needs.

Uses knowledge of industry to identify potential targets for business. Leverages network to uncover potential new business. Consistently digs to find cross-selling opportunities.

Makes Persuasive Presentations: Excites the customer with an enthusiastic presentation style; demonstrates value and actively promotes products and services by making an emotional appeal; holds the customer’s attention and interest by keeping the presentation content relevant; varies style to build toward a buying decision. Effectively responds to RFP’s with impact and success. Partners with SE’s to create powerful presentations. Clearly articulates DDN’s selling points verbally and in writing. Gets customer to commit to case studies and success stories to tell future clients.

Commits Time and Effort to Ensure Success: Thrives on working; tends to achieve higher results in direct proportion to the time he is willing to commit to his work; remains focused on the goal and is not easily discouraged or distracted; uses work as an opportunity for interaction and incorporates interpersonal contacts into task accomplishment and sees work as a major source of personal satisfaction. Constantly invests in and manages their professional network. Driven toward success and doing what’s needed to win. Constantly striving to understand the industry and the direction it is moving. Receives accurate feedback and takes appropriate action.

Maximizes results by partnering as a customer advocate: Consistently achieves above-average sales results by understanding the customer’s business, empathizing with their problems, and setting a plan to meet their needs; tirelessly focuses on building strong relationships with customers by acting on their behalf to work the seller’s internal systems to meet their requirements; sees partnering with customers as the efficient method to reach personal sales career goals. Asks questions to uncover customer needs strives to find solutions for customer problems.

Effectively works with channel partners to understand their needs and requirements.Adapts approach to Different Buyer Motivations: Gathers essential information to determine the benefits customers need in order to be sold; is willing to adjust sales approach to fit different buyer motivations; influences or persuades others by determining how the other individual can benefit, and then communicates those advantages. Works to understand the different motivations of partners and end-user and uncovers the real business case of each customer to clear path for the sale. Strives to understand the state of the industry (including competition) and trends that customers face. Changes sales style to match the decision maker of each transaction.

DDN Core Characteristics:

Tintri builds storage. Those three words may not light your hair on fire … but it’s lighting up our customers’ lives. They are all excited about the agility of public cloud—AWS, Azure, etc.—and Tintri puts all that agility right inside their data centers. That’s no small feat. To deliver on that promise, we had to build an all-flash architecture that is completely distinct from legacy solutions—using a building block approach akin to public cloud. And it’s just one signal that at Tintri, employees get to work on projects that are well … unconventional, challenging and high impact.

The desire to stand apart has also helped Tintri get noticed. CDW is the biggest reseller in the business—we were just named their Partner of the Year. In both Gartner Magic Quadrants covering our space we’re recognized as a Visionary. And we’re growing: more than 1,000 organizations—including 20% of the Fortune 100—trust Tintri. Please consider trusting the next stage of your career to Tintri, too.

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Tintri Enterprise Account Executive

Remote Jobs Tintri in Account Management
  • United Kingdom, Home Based View on Map
  • Post Date : September 16, 2020
  • Apply Before : October 16, 2020
  • Share:

Job Description

Overview:

Job Summary

Tintri DDN is looking for an Enterprise Account Manager for UK and Ireland. As an Enterprise Accounts Manager, you are responsible for selling Tintri Products and Solutions through Channel Partners and interacting directly with customers. You will also be working closely with a Sales Engineer in the territory.

Essential to success in this role is a keen ability develop new accounts and to penetrate new divisions and organizations within your assigned accounts. Tintri DDN provides unrivaled support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals. In this position you would be working very closely the co-founders and VPs and have a large amount of influence on sales team decisions and initiatives.

Job Description:


Responsibilities:

  • Use relationship management techniques to develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner account; develop new selling relationships within assigned partner account; develop new direct selling opportunities.
  • Schedule and attend sales call appointments with a prospect in partner organization. Tintri Channel Partner Representatives may also participate in the sales call to help qualify the opportunity.
  • Utilizing a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
  • Respond to RFP’s and follow up with prospects.
  • Develop an account plan to sell to customers based on their business needs.
  • Build and strengthen the business relationship with current accounts and new prospects.
  • Recommend marketing strategies.
  • Provide status information to your Manager including forecast/pipeline information.
  • Provide, or facilitate training opportunities for your accounts.
  • Identify Tintri customer references that can be utilized when reference selling.
  • Provide product feedback back to engineering to improve Tintri complete block solutions.

  • Requirements:
  • Strong verbal and written communications skills including presentation skills.
  • Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.
  • 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 senior managers about their business challenges and Tintri data management storage solutions.
  • Experience using SFDC and other CRM software.
  • Track record of exceeding assigned sales quotas in contiguous, multiple years.
    Qualifications and Experience:
  • Must have 3-5 years of experience in selling storage, with strong technical expertise, including deep industry knowledge and contacts.
  • A successful Account Executive will be expected to drive business through their own experience, including previously established relationships.
  • Experience that demonstrates a strong level of expertise in technical specifications required to sell Tintri products and services is required.
  • Experience in selling storage and visualisations solutions.
  • Must consistently be in the top 25% of sales force in quota attainment
  • Bachelor’s Degree or equivalent experience.


Critical Success Skills
: The following are a list of critical skills for this job and examples of behaviors related to those skills.
Develops Sales Leads: Demonstrates the initiative to uncover sales opportunities; actively attracts the interest of potential customers; networks to increase contacts; stays on top of market conditions to uncover new leads; consistently follows up with leads to assess their interest in the product/service offering. Creates and maintains a strong network in the industry. Leverages relationships for introductions to key decision makers. Has consistent face-to-face meetings with partners and customers and consistently makes pro-active sales calls.

Qualifies prospects with standard probes: Uses a formula or series of questions to determine the prospect’s fit with the product; expects to sell to the majority of prospects since they are known to need the seller’s products; reacts quickly and objectively to the answers to standard probes by disqualifying the prospect or proceeding through the selling process. Asks questions of customers and partners to uncover needs.

Uses knowledge of industry to identify potential targets for business. Leverages network to uncover potential new business. Consistently digs to find cross-selling opportunities.

Makes Persuasive Presentations: Excites the customer with an enthusiastic presentation style; demonstrates value and actively promotes products and services by making an emotional appeal; holds the customer’s attention and interest by keeping the presentation content relevant; varies style to build toward a buying decision. Effectively responds to RFP’s with impact and success. Partners with SE’s to create powerful presentations. Clearly articulates DDN’s selling points verbally and in writing. Gets customer to commit to case studies and success stories to tell future clients.

Commits Time and Effort to Ensure Success: Thrives on working; tends to achieve higher results in direct proportion to the time he is willing to commit to his work; remains focused on the goal and is not easily discouraged or distracted; uses work as an opportunity for interaction and incorporates interpersonal contacts into task accomplishment and sees work as a major source of personal satisfaction. Constantly invests in and manages their professional network. Driven toward success and doing what’s needed to win. Constantly striving to understand the industry and the direction it is moving. Receives accurate feedback and takes appropriate action.

Maximizes results by partnering as a customer advocate: Consistently achieves above-average sales results by understanding the customer’s business, empathizing with their problems, and setting a plan to meet their needs; tirelessly focuses on building strong relationships with customers by acting on their behalf to work the seller’s internal systems to meet their requirements; sees partnering with customers as the efficient method to reach personal sales career goals. Asks questions to uncover customer needs strives to find solutions for customer problems.

Effectively works with channel partners to understand their needs and requirements.Adapts approach to Different Buyer Motivations: Gathers essential information to determine the benefits customers need in order to be sold; is willing to adjust sales approach to fit different buyer motivations; influences or persuades others by determining how the other individual can benefit, and then communicates those advantages. Works to understand the different motivations of partners and end-user and uncovers the real business case of each customer to clear path for the sale. Strives to understand the state of the industry (including competition) and trends that customers face. Changes sales style to match the decision maker of each transaction.

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