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Cloud SI Business Development Manager



Sales & Business Development
Posted on Friday, September 1, 2023

About the Company

Qumulo is the leading file data platform for multi cloud environments, providing unrivaled freedom, control, and real-time visibility for file data at massive scale. Fortune 500 companies, major film studios, and the largest research facilities in the world trust Qumulo to help them innovate with their mission-critical digital files. The Qumulo experience makes file data management simple with continuous new features, a single solution for all workloads, and access to customer success experts on your schedule.

At Qumulo we are building an open and collaborative culture where people can do their best work with customers as our magnetic field. We act as owners, we share by default, we are data driven and experimental and as an inclusive workplace, we welcome and celebrate multiple points of view. As part of our culture we believe diversity drives innovation.

About the Position

Responsible for driving the growth and success of our company's cloud system integrators by identifying strategic opportunities, building and nurturing relationships with potential clients, and ultimately securing new business for our cloud SI offerings.


  • Conduct thorough market research to identify trends, emerging technologies, and competitive landscape related to cloud integration services. Analyze market data to identify potential target industries, clients, and their specific needs.
  • Develop a comprehensive business development strategy for cloud SI services, outlining target markets, value propositions, and competitive differentiation. Engage the sales organization, channels and end customers to create and drive revenue opportunities. Set a strategic business development plan for target markets; includes developing a detailed alliance plan and establishing a process to track the progress toward goals.
  • Collaborate with senior management to align business development efforts with overall company goals. Identify and reach out to potential clients through various channels, including networking events, industry conferences, online platforms, and referrals. Qualify leads and assess their fit with the company's cloud SI services.
  • Build and maintain strong relationships with prospective clients, understanding their business challenges and needs related to cloud integration. Act as a trusted advisor, providing insights and solutions that address client pain points.
  • Collaborate with technical teams to design appropriate cloud SI solutions that meet client requirements. Develop and deliver compelling presentations and proposals that showcase the value of the proposed solutions.
  • Lead negotiation efforts to establish favorable terms and agreements with clients. Manage complex contract negotiations involving legal, marketing and business terms
  • Maintain a well-organized sales pipeline, tracking leads, opportunities, and sales activities. Provide regular updates and reports on business development progress to senior management. Set and manage revenue targets and work with the sales organizations to achieve/exceed goals.
  • Collaborate with internal technical teams to ensure a seamless transition from business development to project delivery. Work closely with marketing teams to develop targeted marketing campaigns and materials that support cloud SI services. Understand the partner’s technical requirements and work closely with the internal development team to guide the direction of product offerings.
  • Stay up-to-date with advancements in cloud technologies and integration strategies. Continuously enhance your knowledge of the company's cloud SI offerings to effectively communicate their value to clients.
  • Performs other related duties as assigned

Minimum Role Requirements:

  • Requires a minimum of 6 years of related experience with a Bachelor’s degree; or equivalent experience.
  • Proven track record in business development, sales, or account management, preferably in the IT or cloud systems integrators
  • Strong understanding of cloud computing concepts and enterprise storage systems.
  • Exceptional communication, presentation, and negotiation skills.
  • Ability to comprehend complex technical solutions and translate them into business benefits.
  • Strategic thinker with the ability to identify and pursue new business opportunities.


  • Having broad expertise or unique knowledge, uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways.
  • Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles.
  • Exercises independent judgment in methods, techniques and evaluation criteria for obtaining results.
  • Creates formal networks involving coordination among groups.
  • Acts independently to determine methods and procedures on new or special assignments.

Key Benefits:

The annual pay range for the role is USD $200,000 - $300,000. Individual pay depends on various factors, such as role level, relevant experience and skills, and location. Pay ranges are reviewed and typically updated each year. Offers are made within the pay range applicable at the time. U.S. based employees have access to healthcare benefits, short-term and long-term disability coverage, basic life insurance, wellbeing benefits, flexible time off, and paid holidays, among others.

  • Excellent healthcare coverage
  • Parental leave
  • 401K investment plan
  • Unlimited paid time off, strongly encouraged to take at least 3 weeks per year

Other Details:

Qumulo is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, gender, religion, sex, sexual orientation, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law.

*Please note that employment at Qumulo is contingent upon completion of a satisfactory background check.

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