Enterprise Account Executive
Illumination Systems Arizona
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 enterprise sales with a focus on technical validation and value selling across storage, data infrastructure, AI/ML, and analytics. Proven ability to build and maintain executive relationships while managing complex negotiations and account planning.
Highest-signal resume keywords
Enterprise Sales ExperienceTechnical Validation SkillsAccount PlanningAI/ML and Analytics ExpertiseNegotiation Skills
Tech Stack
Tools & technologiesAbout the role
Key responsibilities & impact- Own the Boston 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 expansion paths across workloads, business units, and regions
- Inherit and grow existing accounts through upsell and cross-sell opportunities
- 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 and navigate security, procurement, finance, and multi-stakeholder buying committees
- Orchestrate Solutions Engineering, product, executive, and partner resources through close and expansion
- Maintain disciplined account plans, current CRM records, 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
Enterprise Quota AttainmentTechnical SellingValue SellingComplex NegotiationMetrics-Based OutreachPipeline CreationAccount PrioritizationDirect OutreachBusiness Case DevelopmentCompetitive Displacement
Soft Skills
Entrepreneurial OwnershipCollaborationExecutive AccessRelationship BuildingCommunication
Tools & Technologies
CRM SystemsS3 EcosystemData Lake/LakehouseStorage SolutionsHPC Environments
Industry Keywords
Enterprise SalesAccount ManagementCloud SolutionsStorage VendorsTechnical Infrastructure