Senior Account Executive
RemoteSanta Clara, California, United States
Job Summary
Own a defined enterprise territory and deliver against an annual quota through a balanced focus on new logo acquisition and account expansion. Build, manage, and execute a robust pipeline of complex enterprise transactions from prospecting through close. Penetrate large enterprise organizations, engage C-level and VP-level decision makers, and run structured, value-based sales cycles. Develop compelling business cases that connect Cohesity's AI-powered data security platform to customer outcomes across security, resilience, compliance, and cost optimization. Partner closely with sales engineers, channel partners, and internal stakeholders to execute coordinated account strategies. Maintain accurate forecasting, territory plans, and pipeline hygiene within Salesforce. Leverage AI and productivity tools to streamline workflows, improve deal quality, and support data-driven decision making.
Required Qualifications
- Demonstrated experience selling into and partnering with Information Security / Cybersecurity teams
- Strong understanding of enterprise security frameworks
- Ability to align solutions to customer security and risk requirements
- Extensive success in a quota‐carrying, customer‐facing enterprise sales role selling complex technology solutions
- Demonstrated experience selling into enterprise accounts with multiple stakeholders and complex sales cycles
- Knowledge of data security architectures
- Knowledge of ransomware resilience
- Knowledge of the competitive landscape
- Strong track record of negotiating and closing high‐value enterprise contracts
- Executive‐level communication and presentation skills
- Ability to clearly articulate technical and business value
- Experience working with channel partners and cross‐functional deal teams
- Willingness to travel as required within the assigned territory
- Professional English language proficiency for customer and internal communication
Desired Qualifications
- Experience with Cohesity solutions (DataProtect, DataHawk, SmartFiles)
- Expertise with NetBackup, Backup Exec, and InfoScale, including immutable storage, hardened media servers, ACL‐based controls, and encryption
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