Enterprise Account Executive
Illumination Systems Arizona
Posted: 10/19/2026Cloud
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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 for enterprise accounts, including technical validation, negotiation, and building executive relationships. Proven ability to achieve significant quota attainment while navigating complex sales environments and leveraging technical credibility in data infrastructure and AI/ML.
Highest-signal resume keywords
Enterprise Quota AttainmentTechnical ValidationComplex NegotiationAI/ML ExperienceAccount Planning
Tech Stack
Tools & technologiesAbout the role
Key responsibilities & impact- Own the 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 by landing complex enterprise opportunities and creating 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 proofs of concept and proofs of value with clear success criteria.
- Build business cases and shape decision criteria against legacy vendors, cloud alternatives, competitors, and the status quo.
- Build champions and executive relationships while navigating security, procurement, finance, and multi-stakeholder buying committees.
- Orchestrate Solutions Engineering, product, executive, and partner resources through close and expansion.
- Maintain disciplined account plans, a current CRM, realistic 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 SellingPipeline CreationTechnical SellingCompetitive Displacement
Soft Skills
Entrepreneurial OwnershipCollaborationExecutive Access
Tools & Technologies
CRM ManagementObject StorageS3 EcosystemData InfrastructureAnalytics
Industry Keywords
Enterprise SalesHPCLakehouseCloud AlternativesLegacy Vendors