Regional Territory Manager (LA Based)

About Us:

Join the team at OpenDrives, a rapidly growing data services company that is dedicated to solving complex technology problems with innovative yet practical solutions. Our customers range from Hollywood blockbusters, to medical imaging specialists, to academia, and everything in between. Our company's core values are summed up in the word OPEN, which stands for open-mindedness, persistence, effectiveness, and nimbleness. We are looking for empathetic, self-starting professionals who are passionate about exceeding customer expectations and who thrive in a collaborative, supportive environment. If you're a curious listener, with a commitment to excellence, and want to be part of an organization that is dedicated to solving real-world data management challenges, we invite you to apply to join our team today.

About the Role:

We are looking for an experienced Los Angeles based Regional Territory Manager with a familiarity, focus, and understanding of Media and Entertainment workflows to join our Sales Team. The Sales team at OpenDrives is responsible for sales activities ranging from: prospecting targeted accounts/verticals, sourcing leads, qualifying opportunities, working with channel partners, and presenting initial virtual and live presentations to prospective clients and partners. As a Regional Territory Manager, you will have a direct impact on the success of the company through your ability to effectively cultivate our current relationships and drive new opportunities within the Media and Entertainment market.

This role requires residency in the Los Angeles area, as it involves occasional in-person meetings, customer visits, and partner events—often on short notice—to support and strengthen relationships with our LA-based clients and channel partners.

Essential Duties and Responsibilities:

To perform this job successfully, an individual must be able to perform the following satisfactorily; other duties may be assigned. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Prospect to identify net new opportunities in the Media & Entertainment segment
• Manage an established book of accounts
• Meet/exceed assigned goal on a quarterly basis
• Identify, qualify and set appointments
• Deep understanding and research on key target accounts in Media & Entertainment
• Work closely with Field Marketing to develop outbound call campaigns
• Help progress opportunities as needed and directed with field Account Executives
• Handle project upsells and renewals as needed
• Qualify and respond to marketing generated leads
• Help drive attendance to company events via email and/or calls
• Work with Channel on outbound prospecting campaigns with partners
• Communicate with Marketing on strategy, lead generation, lead programs
• Continually keep up with current storage trends, companies, news releases, and competitor news
• Daily use of sales enablement tools including but not limited to Salesforce.com, Discover.org, Gmail, LinkedIn toward the goal of effective pipeline management and data entry hygiene
• Travel required as needed for client and partner visits

Competencies and Skills:

To perform the job successfully, an individual should demonstrate the following.

• Consistent track record of exceeding quota and penetrating net-new accounts
• Ability to effectively manage and prioritize various sales-related activities and fluently adapt to shifting priorities
• Leverage your existing established relationships within your assigned territory
• Excellent verbal, written and presentation skills
• Create and deliver an ROI/TCO detailed proposal
• Ability to clearly communicate OpenDrives business value to varying roles in an IT organization including the “C” suite
• Strong organizational skills and effective time management
• Demonstrated ability to optimize performance and drive results in a fast-paced environment
• Proficient with Salesforce or related software
• Proficient with Google Suite or related software

Education and Experience:

• Minimum 3 years of experience in high tech storage/software sales
• BA/BS Degree required- prior work experience will be considered as a suitable alternative
• Workflow knowledge of Media and Entertainment a requirement, but some or all of the following verticals:
  • HPC/Research/Scientific Computing
  • Corporate Video
  • Ideally have successfully worked in early-stage companies

Physical Demands:

The physical demands described here are representative of those