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Posted: 10/19/2026Cloud
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Illumination Systems ArizonaCore Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing the full sales cycle within the Atlanta territory, focusing on enterprise quota attainment, technical validation, and building executive relationships. Proven ability to navigate complex sales environments, including storage, data infrastructure, and AI/ML solutions.
Highest-signal resume keywords
Enterprise Quota AttainmentTechnical ValidationComplex NegotiationAccount PlanningAI/ML Experience
Tech Stack
Tools & technologiesAbout the role
Key responsibilities & impact- Own the Atlanta territory and full sales cycle, including account prioritization, direct outreach, discovery, technical validation, quantified business value, executive alignment, negotiation, and close.
- Build new franchise accounts through complex enterprise opportunities and create expansion paths across workloads, business units, and regions.
- Manage inherited accounts with upsell and cross-sell potential.
- Lead technical and vision selling across storage, data infrastructure, lakehouse, AI/ML, analytics, and HPC environments.
- Control POCs and POVs with clear success criteria and build business cases.
- Compete against legacy storage vendors, cloud alternatives, direct competitors, and the status quo.
- Build champions and executive relationships while navigating security, procurement, finance, and multi-stakeholder buying committees.
- Coordinate Solutions Engineering, product, executive, and partner resources through close and expansion.
- Maintain account plans, CRM data, close dates, and evidence-based forecasts.
Requirements
What you’ll need- A sustained record of enterprise quota attainment and personally led new-logo wins, with 7+ years of direct enterprise quota-carrying experience preferred.
- Experience closing multiple technical enterprise deals and carrying a $1.5M+ quota (or comparable responsibility).
- Experience as one of the first one to three sellers building a region, segment, or new-market account focus at an early-stage or category-building company.
- Technical credibility in storage, object storage/S3, data infrastructure, data lake/lakehouse, AI/ML, analytics, HPC, or adjacent platforms.
- A repeatable, metrics-based approach to direct outreach, territory building, and pipeline creation including effective partner co-selling.
- Skill in technical validation, value selling, competitive displacement, executive access, and complex negotiation.
- Entrepreneurial ownership combined with disciplined forecasting, account planning, and collaboration.
- Direct object-storage and S3 ecosystem experience.
- AI/ML, lakehouse, analytics, or HPC workload experience.
- Co-sell experience with cloud, channel, OEM, or alliance partners.
- Experience displacing legacy storage or incumbent infrastructure vendors.
Benefits
Comp & perks- Health Care Plan (Medical, Dental & Vision)
- 401K with 3% Contribution
- Pre-IPO Stock Options
- At least 12 Public Holidays
- Flexible Time Off
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 Cycle ManagementValue SellingMetrics-Based OutreachCompetitive DisplacementTechnical CredibilityDirect Object-Storage ExperienceHPC Workload ExperiencePipeline CreationAccount PrioritizationNegotiation
Soft Skills
Entrepreneurial OwnershipCollaborationExecutive AccessBuilding RelationshipsCommunication
Tools & Technologies
CRM SystemsData Infrastructure ToolsAI/ML PlatformsLakehouse SolutionsAnalytics Tools
Industry Keywords
Enterprise SalesFranchise AccountsCloud AlternativesStorage VendorsMulti-Stakeholder Buying Committees