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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in strategic account planning, value engineering, and complex sales cycles, with a strong focus on building financial cases and innovative commercial offers. Proven ability to engage with executive leadership and collaborate cross-functionally to drive customer outcomes and business growth.
Highest-signal resume keywords
Strategic Account PlanningValue EngineeringComplex Sales CyclesFinancial Case DevelopmentCross-Functional Collaboration
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales ManagementField SalesSales StrategyTCO ModelingROI ModelingRisk AssessmentExecutive Narrative BuildingCustomer Value Proposition DevelopmentDeal GovernanceInfrastructure Technologies
Soft Skills
Advanced Presentation SkillsStakeholder Trust BuildingProblem SolvingCustomer AdvocacyNegotiation
Tools & Technologies
Digital TechnologiesData ManagementStorage NetworkingHyper Converged SolutionsInformation SecurityCompliance Technologies
Industry Keywords
Business AcumenCompetitive KnowledgeCustomer Technical Business DriversKPIsCohesity Technology
About the role
Key responsibilities & impact- Support sales in building pipeline growth and winning more deals through commercial innovation
- Create and shape strategic opportunities and drive complex, strategic deals from inception to close
- Stay embedded with account executives and sales teams through negotiation and close
- Engage customer CXO leadership teams, vertical business units and practice business heads
- Understand Strategic, Enterprise, Global and/or Federal businesses and strategies to drive ARR and TCV growth
- Act as the customer’s advocate within Cohesity and champion value-based selling
- Lead customer discussions to define desired outcomes and their value
- Build financial cases connecting outcomes and solution scope to TCO, ROI and risk
- Structure innovative commercial offers and compelling customer value propositions
- Align customer and Cohesity executives and co-create with customers to speed decisions
- Support strategic account planning
- Partner with Finance, DMT and Revenue on deal governance, approvals, quoting, pricing, accounting and compliance
- Collaborate with cross-functional teams to create and close opportunities, including RFIs, RFPs and EOIs
- Become a subject matter expert in Cohesity technology and solutions and apply them to customer business processes
- Work as an individual contributor with no direct reports and report to the Director, Deal Architect
- Cover the largest strategic deals across Europe
Requirements
What you’ll need- Over 15 years of business acumen, industry and competitive knowledge, value engineering and field sales expertise
- 15+ years of relevant work experience in sales management, field sales, or sales strategy roles
- 10+ years of relevant experience or equivalent combination of education and work experience
- Experience building a business around complex sales cycles and customer technical business drivers, such as KPIs
- Experience as an embedded partner to AEs and sales teams through negotiation and close
- Experience in strategic account planning
- Track record of quantifying customer priorities and tying them to solution scope
- Experience in value engineering, including building TCO, ROI and risk models and structuring innovative commercial offers
- Experience building executive narratives, including customer decks and value propositions
- Track record of aligning customer and Cohesity executives and co-creating with customers to speed decisions
- Working knowledge of deal governance, including approvals, quoting, pricing, accounting and compliance
- Experience partnering cross-functionally with Finance, DMT and Revenue
- Strong business acumen and deep understanding of infrastructure technologies
- Broad understanding of file systems and storage technologies
- Experience with Digital, Data Management, Storage Networking, Hyper Converged, Information Security and Compliance technologies
- Advanced presentation skills and experience presenting to audiences
- Track record of earning trust with stakeholders in organizations
- Ability to learn new businesses and systems quickly and solve high-impact, ambiguous business problems
- Degree in a relevant field is a plus
- Ability to travel up to 30%+
Benefits
Comp & perks- Ability to travel up to 30%+
- Employees within a reasonable commute of core offices work out of those offices 2–3 days a week of their choosing