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Director, Cloud Go To Market

Qumulo

Qumulo

Remote
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

Qumulo Director of Cloud GTM is a combination of Cloud and Enterprise storage technical selling abilities coupled with exceptional hands-on leadership skills. Responsible for direct opportunity engagement on strategic deals and coordinates the support of all active cloud opportunities as needed by the team. Responsible for the upskilling of Qumulo's existing sales organization in order to be more capable of developing, nurturing, and closing Qumulo cloud opportunities. Manages existing cloud GTM resources (Cloud SA & Alliance Manager) plus future cloud GTM resources to execute to the needs of the business. This role owns the Qumulo cloud revenue target.

Responsibilities:

  • Develop and implement strategic plans to achieve revenue targets and company objectives for cloud-based products and services. Identify market trends, customer needs, and competitive positioning to refine sales strategies. Collaborate with cross-functional teams (product, marketing, finance) to align sales efforts with overall business goals.
  • Recruit, hire, train, and mentor a skilled team of cloud sales professionals. Provide ongoing coaching, performance evaluations, and professional development to the sales team. Foster a collaborative and motivated sales culture that encourages innovation and achievement.
  • Lead by example, actively engaging in sales activities and demonstrating effective selling techniques. Cultivate relationships with key clients, attending high-level meetings, negotiations, and presentations as needed. Drive the sales team to meet and exceed quotas and targets through effective pipeline management and sales methodologies.
  • Establish and maintain strong relationships with existing and potential clients, understanding their needs and aligning solutions to address them. Collaborate with account managers and customer success teams to ensure client satisfaction and retention.
  • Monitor sales performance metrics, analyze data, and generate regular reports for senior leadership. Identify areas for improvement and make data-driven recommendations to optimize sales processes.
  • Collaborate with cloud partners, resellers, and alliances to drive joint sales efforts and expand market reach.
  • Performs other related duties as assigned

Minimum Role Requirements:

  • Requires a minimum of 15 years of related experience with a Bachelor’s degree; or equivalent experience in cloud engineering as well as experience migrating or transforming legacy customer solutions to the cloud
  • Requires 5-8 years of leadership experience.
  • Solution Architecture certification or relevant cloud expertise preferred
  • History of successful technical consulting and/or architecture engagements with large-scale customers or enterprises
  • Strong knowledge of cloud platforms such as AWS, Azure, or Google Cloud, and related services.
  • In-depth understanding of cloud architecture, microservices, containers, and serverless computing.
  • Excellent leadership, communication, and interpersonal skills with high level of comfort communicating effectively across internal and external organizations
  • Solid understanding of security best practices and compliance frameworks in cloud environments.
  • Problem-solving aptitude and the ability to lead teams through technical challenges.

Competencies:

  • Participates with other senior managers to establish strategic plans and objectives. Makes final decisions on administrative or operational matters and ensures operations effective achievement of objectives.
  • Works on complex issues where analysis of situations or data requires an in-depth knowledge of the company. Participates in corporate development of methods, techniques and evaluation criteria for projects, programs, and people. Ensures budgets and schedules meet corporate requirements.
  • Erroneous decisions will have a serious impact on the overall success of functional, division, or company operations.
  • Regularly interacts with executives and/or major customers. Interactions frequently involve special skills, such as negotiating with customers or management or attempting to influence senior level leaders regarding matters of significance to the organization.
  • Directs and controls the activities of a broad functional area through several department managers within the company. Has overall control of planning, staffing, budgeting, managing expense priorities, and recommending and implementing changes to methods.

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.

For more information on our Applicant and Employee Privacy Notice please click on the link below:

http://qumulo.com/applicant-employee-privacy-notice

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