Senior Software Enterprise Account Executive (San Francisco Bay Area)

Proven at a global web-scale in production for modern data services, Alluxio is the developer of open-source data orchestration software for the cloud. Alluxio is in production use today at eight out of the top ten internet companies. Our mission is to be the data orchestration layer for the cloud. 
As customers continuously push the envelope for ways to extract value from data, Alluxio is driving innovation in data access and management for large-scale distributed systems. Alluxio is charging full steam to help customers navigate the digital transformation. Venture-backed by Andreessen Horowitz and Seven Seas Partners, Alluxio was founded at UC Berkeley’s AMPLab by the creators of the Tachyon open-source project.   
Alluxio moves data closer to big data and machine learning compute frameworks in any cloud across clusters, regions, clouds, and countries, providing memory-speed data access to files and objects. Features like intelligent data tiering and data management enable consistently high performance to customers in financial services, high tech, retail, and telecommunications.    
Alluxio has received numerous accolades, including recently being named: One of the 20 Coolest Cloud Software Companies of 2021. Our customers include Uber, Tiktok, Expedia, Rakuten, Microsoft, Comcast, and more! 
Please review our Wikipedia to learn more about us! Join our world-class team of empathetic, enthusiastic, and creative people who can work on some of the toughest big data problems.

About The Role:

• We are seeking an energetic, innovative sales "hunter" with a flair for identifying and selling to the Fortune 1000.
• You'll take charge of developing sales strategies and execution plans to drive results and earn significant commissions.
• You will rely on your experience and good judgment to proactively build and grow accounts and drive year-over-year growth in your territory

As the Senior Account Executive at Alluxio, What You Will Build and Own:

• Create a territory plan and execute to generate revenue and acquire new customers
• Work with existing customers to expand opportunities within the account and identify new ones.
• Forge strategic relationships at the executive level to help sell across the organization
• Conduct presentations and product demonstrations in partnership with Solution Engineers (pre-sales)
• Consult with prospects to determine the best solutions for their specific needs; recommend solutions, prepare/present proposals, and get contracts executedDemonstrate an understanding of client requirements regarding infrastructure and data, and how the Alluxio solution can meet these requirements
• 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
• 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
• Achieve all individual activity and revenue targets set by the company
• Log sales activity (prospecting, opportunities, revenue, next steps) in Salesforce and other tools, as needed
• Attend sales seminars, sales meetings, and/or educational activities to stay up-to-date on the latest developments, trends, and regulations in the marketplace
• Keep current with all Alluxio product information, pricing, and contract terms
• Be able to travel as required, to meet prospects and customers face-to-face; approximately 25% travel expected, as permitted.

As the Senior Account Executive at Alluxio, We are Looking For:

• Proven track record in working with executive management teams on strategic accounts as well as Go To Market Plans
• 5 years + of demonstrated successful Enterprise Software Sales in both a “land and expand” context
• Documented successful startup experience is a big plus
• Experience with Big Data Applications and Infrastructure, Storage, Open Source Applications, Enterprise Application Integration, Database, Business Intelligence software concepts and products preferred
• Strong Familiarity with selling by utilizing a Modern Sales Methodology & Demonstrating Using that methodology to contribute to your success
• Open Source experience preferred
• Extensive relationships with VP level and above Data Platform department heads
• A proven track record of over-quota achievement/Presidents Club etc
• Structured, disciplined user of Salesforce and sales playbook to enable sales.
• BA/BS or equivalent educational background.
• Engineering degree and background preferred.