Account Director, International Sales

Enterprise Account Director
As an Enterprise Account (New Business) Director at Cirata, your primary focus is on relentlessly pursuing new accounts and driving the sales of Hadoop data lake migration and replication solutions to the most important companies in the world, in many cases with migration and integration partners involved. This is not about nurturing existing relationships; the key is to acquire new clients and drive adoption within primarily Fortune 1000 companies.

Key Responsibilities

• Target and close new accounts.
• Develop and start executing against focused territory plan within first 30 days.
• Develop comprehensive opportunity plans to drive success into key accounts & focus prospects.
• Employ a technical oriented, solution-driven approach to create value for customers. The solution typically will not be a pure "out of the box" answer but will require understanding of and driving towards broader technical architectures and within the customer technology environment which is likely to be complex.
• Work closely with and orchestrate technical Cirata teams such as Solution Consulting & Customer success to demonstrate customer understanding and technical fit - prioritize and allocate resources strategically for maximum efficiency.
• Identify and secure proof of concepts & quick wins while managing longer, complex sales cycles.
• Achieve and surpass activity, pipeline, and revenue targets.
• Engage with key decision-makers, including C-suite executives, LOB executives, and Program Managers - oftentimes decision-makers with strong technical backgrounds.
• Work with partner sellers while taking control of the sales cycle & process as well as developing and managing the customer relationships.
• Manage and develop multiple opportunities on quarterly basis, each delivering significant revenue to Cirata.
• Ensure high levels of customer satisfaction, proactively addressing any issues.
• Maintain detailed customer records, including use cases, purchase timeframes, and next steps, using Salesforce.

• Proven track record in selling solutions which are deep technical with focus on architecture and total solution over and above feature sales, particularly within big data & Cloud.
• Proven track record of selling into environments where solutions are part of a wider program of activities including consulting services e.g. project sales.
• Established relationships with key decision-makers, including C-suite executives (CDO, CTO, CIO).
• Experience working in an environment where partners generate introductions, are critical but where you have driven and closed the opportunities. The fulfillment of the orders is likely to transact on the Partner marketplaces (e.g Azure, AWS, GCP).
• Experience working with and influencing into global and regional systems integrators.
• Ability to explain complex (cloud) technologies in a straightforward manner.
• Consistently exceeded sales quotas and targets.
• Proficient in closing new accounts while managing existing ones.
• Familiarity with analytics, ETL, Hadoop and big data is advantageous.

• Previous experience in technical oriented enterprise-level sales, including early-stage and multinational organizations.
• Adaptability in dynamic sales environments.
• This role is ideal for individuals who excel at relentlessly pursuing new business opportunities and who will enjoy being on the front lines of sales into the biggest companies in the world at Cirata.
• 10+ years complex selling experience.

• UK / London