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Commercial Account Executive –Arizona, New Mexico, Utah, Colorado

Qumulo Cloud Data Platform

Location: In territory

About the Company:

Qumulo is the simple way to manage exabyte-scale data anywhere — edge, core, or cloud — on the platform of your choice. In a world with trillions of files and objects comprising 100+ zettabytes worldwide, companies need a solution that combines the ability to work anywhere with simplicity. This is precisely what Qumulo was founded to accomplish.

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 encourage and celebrate multiple points of view. As part of our culture we believe diversity drives innovation.

About the Position:

Responsible for developing new enterprise accounts and expanding existing relationships within Arizona, New Mexico, Utah and Colorado. This role focuses on selling Qumulo's hybrid file data platform that spans edge, data center, and public cloud environments to enterprise organizations through consultative, relationship-driven sales. Specializes in strategic account planning for large-scale data management and storage opportunities within established enterprise accounts and infrastructure partner ecosystems.

Responsibilities

• Develop and execute strategic pursuit plans to capture enterprise data platform opportunities within your assigned territory and Named Enterprise Accounts
• Build and maintain strong relationships with infrastructure partners and manufacturers in the territory to drive top-of-funnel sales activities that scale market reach
• Expand Qumulo's footprint within existing customer base by identifying new use cases, workloads, and business units that can benefit from unified data management across hybrid environments
• Expand and leverage established partner and manufacturer relationships to create joint pursuit strategies for large enterprise data fabric deployments
• Prospect and identify qualified leads through industry research, partner collaboration, networking events, and customer referrals
• Deeply understand customer challenges and pain points related to unstructured data management, cloud data mobility, multi-site collaboration, and digital transformation
• Craft compelling value propositions that demonstrate the ROI of Qumulo's Data Fabric for enabling global data accessibility, AI/ML workloads, and real-time collaboration across distributed teams
• Assist in delivering impactful presentations and product demonstrations showcasing how Qumulo unifies data across edge, core data center, and cloud environments to key decision-makers and technical stakeholders
• Overcome objections and successfully navigate complex sales cycles to close seven-figure enterprise deals
• Build strong and lasting relationships with customers, channel partners, and technology alliance partners
• Collaborate effectively with internal teams, including Sales Engineering, Marketing, Channel Management, and Customer Success
• Stay current on industry trends, competitor offerings, hybrid cloud architectures, data fabric technologies, and Qumulo product developments
• Performs other related duties as assigned

Minimum Role Requirements

• Requires a minimum of 8 years of related experience with a Bachelor's degree; or equivalent experience in enterprise infrastructure sales, preferably selling data management platforms, cloud-native software, or hybrid infrastructure solutions into large enterprise accounts
• 3+ years of experience selling cloud software or SaaS offerings strongly preferred
• Proven track record of exceeding sales quotas in complex, multi-stakeholder enterprise environments
• Demonstrated experience working with infrastructure partners (VARs, SIs, MSPs) or manufacturers (OEMs, technology vendors) to drive enterprise sales
• Experience developing and executing strategic account plans and territory plans for enterprise data platform opportunities
• Strong understanding of enterprise IT challenges including data silos, multi-cloud strategies, edge computing, and hybrid infrastructure decision-making processes
• Excellent communication, presentation, and interpersonal skills with the ability to engage C-level executives and technical audiences
• The ability to build strong relationships with customers and partners at all levels of the organization
• Strong demonstrable time management and organizational skills with ability to manage multiple complex opportunities simultaneously
• Ability to work independently and as part of a team in a fast-paced, high-growth environment
• Must be located in or willing to relocate to the territory of Colorado, Utah, New Mexico, or Arizona.
• Able to build annual Territory plans, Strategic Account plans, and partner engagement strategies
• A passion for technology and a strong desire to sell best-in-class solutions that enable customers to manage data anywhere—edge, data center, or cloud

Competencies

• Having wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways
• Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors
• Strong history of understanding and use of MEDDIC
• Networks with key contacts outside own area of expertise through sales process such as. CIO, CTO, Cloud team, Director of Infrastructure, Procurement etc.
• Align technology road map to current and future customer initiatives building pipelines that exceed 18 months

Physical and Mental Requirements

• Ability to travel daily and spend most of the day in a vehicle
• Valid driver's license and no major driving violations
• May need to move up to 15 pounds
• Consistently communicates with clients; Must be able to exchange accurate information

The annual On-Target Earnings (OTE) for this role is $260,000 - $320,000 USD

Individual pay depends on various factors, such as role level, relevant experience and skills. Pay ranges are reviewed and typically updated each year. Offers are made within the pay range applicable at the time.

Benefits & Perks:

• Pre-IPO stock options
• Flexible time-off policy
• HSA and PPO health insurance options
• Dental and Vision insurance
• 401(k) plan
• Choice of an ORCA card or parking subsidy

Equal Opportunity Employer:

Qumulo is an Equal Opportunity Employer. Qualified applicants will receive consideration for
employment without regard to race, color, religion, sex, age, disability, military status, national
origin, or any other characteristic protected under federal, state, or applicable local law.
For more information on Qumulo's Applicant Privacy Policy, please visit: https://qumulo.com/applicant-employee-privacy-notice