Regional Senior Sales Manager - Germany

at  INFINIDAT

At Infinidat, 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 or large key accounts to provide product solutions, develop new business, and to ensure satisfaction, and maintain positive ongoing relationships.

Requirements:

• Minimum of 10 years 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.
• Start-up experience would be an advantage.
• Experience that demonstrates a strong level of expertise in technical specifications required to sell INFINIDAT products and services is required.
• 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 organisation from C-suit to engineering and operations about their business challenges and INFINIDAT data management storage solutions.
• Prospecting: 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 evangelize new technologies.
• Proficient with Salesforce.com
• Ability to thrive in a fast paced environment experience is key, a mix of large company and startup experience.
• Knowledge of the storage/ backup and Cyber industry specifically: 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.

BEHAVIORAL REQUIREMENTS:

• Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development
• Must be able to work effectively in a geographically-distributed team.
• Excellent time management
• Excellent verbal and written communication skills including presentation skills.
• Must possess and exhibit knowledge of file-based storage systems.
• Must strongly possess the following personal core values:
• Honesty
• Integrity
• Work ethic
• Must be a good team player

• 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