About Alluxio:
Alluxio is the developer of industry-leading open-source data orchestration software for the cloud. Trusted by eight of the top ten internet companies, our mission is to be the premier data orchestration layer for the cloud, enabling organizations to seamlessly manage and optimize their data workflows. Founded at UC Berkeley’s AMPLab by the creators of the Tachyon open-source project, Alluxio is venture-backed by Andreessen Horowitz and Seven Seas Partners.
Role Overview:
As a Senior Enterprise Account Executive at Alluxio, you will play a critical role in driving the company’s growth by acquiring new enterprise customers and expanding opportunities within existing accounts. This is a high-impact role requiring strategic sales expertise, deep industry knowledge, and a proven track record of success in enterprise software sales.
Key Responsibilities:
- Territory Planning: Develop and execute a comprehensive territory plan to generate revenue and acquire new enterprise customers.
- Account Expansion: Work with existing customers to identify and expand opportunities, ensuring continued growth and satisfaction.
- Executive Relationships: Forge and maintain strategic relationships with executive-level stakeholders to facilitate organization-wide sales.
- Sales Presentations: Conduct impactful presentations and product demonstrations in partnership with Solution Engineers (pre-sales) to showcase the value of Alluxio’s solutions.
- Consultative Selling: Engage with prospects to understand their specific needs, recommend tailored solutions, prepare and present proposals, and secure contracts.
- Opportunity Development: Be able to recognize compelling reasons for customers and prospects to act upon these requirements, and in turn be able to communicate how to persuasively articulate how the Alluxio solution can best meet these requirements
- Closing: Demonstrate knowledge of enterprise client budgeting and purchasing processes, typical recommender and decision maker roles involved, and how to progress opportunities from identification to final close
- Performance Targets: Achieve individual activity and revenue targets set by the company.
- CRM Management: Log sales activities, opportunities, and next steps in Salesforce and other relevant tools.
- Continuous Learning: Attend sales seminars, sales meetings, and/or educational activities to stay up-to-date on the latest developments, trends, and regulations in the marketplace
- Product Knowledge: Stay current with Alluxio product information, pricing, contract terms, and industry developments.
- Travel: Willingness to travel approximately 25% of the time to meet prospects and customers face-to-face.
- Market Expertise: Demonstrate a deep understanding of client infrastructure, data requirements, and how Alluxio’s solutions can meet these needs.
- Sales Process Management: Navigate enterprise client budgeting and purchasing processes, guiding opportunities from initial identification to final close.
Qualifications:
- MEDDPICC or MEDDPICC variation-based enterprise software sales experience
- Documented success in a startup of less than 200 peopls environment is highly desirable.
- Expertise in Big Data Applications, Infrastructure, Storage, Open Source Applications, Enterprise Application Integration, Database, and Business Intelligence software.
- Bachelor’s degree in Computer Science, Engineering, IT, Telecommunications, or related field strongly preferred
- Willing to work from the office when not visiting customers.
- Worked at 3 companies or less in the last 5 years.
- Minimum of 5 years in roles combining technical architecture and sales, with substantial involvement in projects related to cloud data and AI solutions.
- Structured, disciplined user of Salesforce and sales playbooks.
- Extensive relationships with VP-level and above data platform department heads.
Benefits & Perks We Offer:
- Unlimited PTO
- Amazing Medical, Dental and Vision Plans
- Commuter Benefits ($50 and more)
- Everyday catered lunch and dinner
- Boba Thursday
- Relaxation/Massage Room Onsite
- Access to our Gym in Our Office Building
Alluxio is an equal opportunity employer and does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor.The base salary range for this US full-time position is $250,000 - $300,000 OTE, subject to standard withholding and applicable taxes.
All candidates receive equity (stock options) and access to a comprehensive benefits offering. The base salary range reflects the minimum and maximum target for candidates across all US locations. Work location, skills, experience, and any relevant education or training determine the compensation awarded to the candidate. The Recruiting Team or Hiring Manager can share more about the specific salary range with you during the recruitment process. Apply for this job
