We are transforming the cloud computing industry and you will be helping us lead the charge. As an account executive at Mirantis you will develop and execute a strategic and comprehensive business plan for your territory, including identifying core customers, mapping the benefits of OpenStack to customer’s business requirements. You will take full responsibility for accurate forecasting, regular quarterly revenue delivery, and facilitation of sales enablement and regulate the implementation of agreed account and business plans. Your overall focus areas will be in prospecting, developing business, responding to RFP's, developing proposals for presentation to customers, and selling Services and Products. Cross-functional teams from Mirantis’ Marketing, Solutions Engineering, Professional Services, and Product Development functions will provide support and tools for you to leverage to attain and exceed sales performance goals.
Pipeline Generation- acquire new customer database from calling into high level within prospect organizations, networking and various customer account lists.
Participates in campaigns, conferences, works with marketing team to understand new offers and leads in assigned region, generates leads independently and follows-up appropriately
Solution Selling – consults with clients to determine their needs and works with application sales specialists to generate multi-product/service solutions. Takes initiative to learn new offers and products, as they become available. Able to apply technology knowledge in business development efforts
Proposal/Presentation Generation: incorporates executive summary, ROI analysis, and solution design to develop customer-specific proposals and presentations.
Develop Scope of Work – works with the customer and engineering team to define and document the project scope
Relationship Management – develops and manages relationships with current clients to develop additional business as well as ensure a high level of client satisfaction
Accurate Forecasting – captures activity information on a timely basis as client interactions occur to insure accurate product and services forecasting
Advanced selling skills with a demonstrated track record of selling into complex organizations with multiple layers of decision makers. 10+ years selling experience with telecom and other technology products and solutions such as Cisco, EMC (Storage), VMware, NetApp, Oracle and managed services.
Market knowledge (i.e. industry knowledge relevant to geographic area) and technical knowledge are necessary, and if assigned to vertical markets, knowledge of public sector is required.
Must possess business experience to analyze client business requirements and develop creative solutions as well as utilize technical resources to complete an accurate and technically assured sales order.
Exceptional communication skills
Ability to accept constructive criticism; and ability to maintain and develop positive team cohesiveness
Work constructively across cultural boundaries in a globally distributed organization
What We Offer
Work in the Silicon Valley with established leaders in their industry
Work with exceptionally passionate, talented and engaging colleagues
Be a part of cutting edge of open-source innovation since Linux
High-energy atmosphere of a young company, competitive compensation package with strong benefits plan and stock options
Lots of freedom for creativity and personal growth