Enterprise Account Executive – Midwest Area

• Full Time
• Remote
• 2 months ago

ABOUT THE ROLE

As enterprises modernize their applications, they are quickly realizing the significant increase in the cost and resources required to operationally manage Kubernetes clusters and application lifecycles. Rafay’s SaaS-first approach enables companies to gain efficiencies from Kubernetes almost immediately, thus speeding digital transformation initiatives while keeping operating costs low.

Leading companies use Rafay to streamline Kubernetes operations, allowing them to focus on modernization & not on their K8s infrastructure. Only Rafay delivers the platform services needed by Platform and Ops teams to operate Kubernetes infrastructure and modern applications

Rafay is looking for a successful, driven, highly-focused, and high-impact Enterprise Account Executive with a minimum of 7+ years in an enterprise and value-driven sales role to join our growing sales team. We’re looking for a qualified individual who can take on the challenge of opening up new doors in the Southeastern Region Market to establish Rafay in this region and help us build something special here at Rafay.

You’ll be helping to empower organizations to rapidly modernize their applications and transform how they deliver those apps to the business using containers and micro services.

You will have the opportunity to be a part of a world-class team dedicated to the success of our customers and work with industry leaders within the field of cloud application infrastructure. The role will require you to be comfortable navigating enterprises and be capable of positioning and selling Rafay’s industry-leading SaaS-based enterprise Kubernetes Operations Platform to both technical buyers as well as C-Level executives and other decision-makers. This will be an individual contributor role, with ample management and team-building responsibilities available as the company grows.

This role will report to the RVP of Sales.

WHAT YOU WILL BE DOING

• Build pipeline and drive territory/account sales plans for the Midwest geographic territory/verticals/named accounts and meet and exceed sales goals through value selling
• Partner with Enterprise Architecture, Infrastructure, DevOps and Operations teams to demonstrate technical and business value through proof of value (PoV) sessions
• Participate in customer demonstrations to highlight the benefits of Rafay
• Meet regularly with multiple individuals across the enterprise involved in the decision process
• Maintain an understanding of key industry trends and competitive issues and products
• Practice effective, excellent communication with management, customers and support staff
• Provide regular reporting of account activity, pipeline and accurate forecasts

WHAT WE WANT TO SEE

• BA/BS degree and 7+ years experience selling Enterprise Software and exceeding quotas.
• Experience selling high-end enterprise cloud and datacenter platform software.
• Knowledge of cloud-native application environments, containerization, or Kubernetes is a big plus.
• Experience at early-stage companies selling emerging technologies, winning new logos, and building territories.
• Experience in land and expand type of sales engagements.
• Experience with MEDDPICC and Solution/Value Selling/Challenger Methodologies.
• Proven Track record of consistent overachievement of Sales Quota.
• Must have a self-starter mentality, bias for action, and the ability to establish a new territory.
• Must be willing to travel to customers and prospects within the territory as needed.

WHY JOIN RAFAY

Rafay is at the forefront of Kubernetes technology and we offer unique opportunities to join a winning team working on a foundational technology for the cloud and micro-services. We work in a collaborative environment that rewards creative thinking and provides opportunities to advance professional careers in advanced technology development. On top of this, we offer a solid work/life balance, a fun and dynamic work environment, a competitive salary, robust benefits and attractive stock options. As the first of our kind, we are truly in a class of our own.