About the Role
As a Director-level individual contributor, you'll partner with customers, business allies, and internal teams (Business Units, Regional Sales, Marketing) to achieve strategic objectives and drive the diversification of our customer base for the Storage Platforms Business Unit.
- Identify and nurture new business opportunities and customers, driving revenue growth and differentiating our business unit in the Cloud Provider, AI Infrastructure, High Performance Computing, FinTech, Regional OEM, and Systems Integrator segments.
- Implement effective enterprise sales strategies and methodologies to expand our customer base, strengthen and expand existing customer relationships, and empower our sales team to deliver our financial forecast through training, scalable methodologies, and leading from the front.
- Develop and maintain a deep understanding of market trends, competitive landscapes, and customer needs to inform strategic decisions and drive product adoption.
- Collaborate closely and cross-functionally with Sales, Marketing, Engineering, Customer Support to ensure alignment and successful execution of new customer acquisition and design wins.
- Establish strong relationships with key decision-makers and influencers within target customer accounts and OCCL technology partners to drive adoption of our storage networking infrastructure and platforms.
- Represent the company at industry events and conferences, presenting our innovative solutions, securing meetings with named accounts, and expanding our visibility in key market segments.
- Drive the adoption of next-generation storage solutions by educating customers on the benefits and technical advantages of disaggregated storage, including roadmap innovations, for emerging use cases such as AI Machine Learning, Object Storage, NVMe over Fabrics data infrastructure, Parallel File Systems, High Performance Computing, etc.
- Contribute to the development of marketing and sales enablement materials, ensuring alignment with customer requirements and competitive positioning.
- Leverage data-driven insights to refine sales strategies, prioritize high-potential target accounts, and prospect for new opportunities.
- Track and report on pipeline and design win growth metrics, providing regular updates on progress and recommendations to the leadership team.
- 35% Travel required primarily within the Americas region to meet with our customers, support major industry conferences, and business reviews in our Colorado Springs, CO division headquarters.
Join us to be part of a team that is redefining data storage and enabling our customers to unlock the full potential of their data.
- Extensive Industry Experience: A minimum of 10 years of proven success in business development and sales driving growth through new customer acquisition in data storage, storage networking, or related fields, working with Cloud Providers, High Performance Computing institutions, AI Data Infrastructure companies, FinTech, Storage ODMs and OEMs, and Systems Integrators.
- Technical Expertise: Strong technical skills to develop tailored proposals and deliver innovative solutions that meet client requirements.
- Organizational Excellence: Exceptional organizational skills with the ability to set priorities, manage multiple tasks, and consistently meet pipeline and new customer acquisition growth goals.
- Communication Proficiency: Outstanding verbal, written, and presentation skills, with the ability to convey complex technical concepts in a clear, concise, and engaging manner. Strong presentation and public speaking skills are a must.
- Adaptability and Collaboration: A collaborative mindset and an organized approach to excel in dynamic, high-pressure environments with shifting priorities.
- Storage Networking Knowledge: Familiarity with storage networking topologies is a plus.
- Cross-Functional Leadership: Demonstrated ability to work effectively across teams to align goals and drive mutual success.
Education
- Bachelor’s degree in business, marketing, or a similar area preferred; an MBA would be a plus
Preferred Experience
- Industry Expertise: Previous experience working for Storage ODMs and OEMs specializing in data storage, storage networking, or related fields.
- Technical Knowledge: Familiarity with storage networking topologies is highly preferred. NVMe over Fabrics would be a plus.
- Customer Engagement: Demonstrated experience engaging directly with key customer segments, including:
- Cloud Providers
- High-Performance Computing (HPC) institutions
- AI Data Infrastructure companies
- FinTech companies
- Storage ODMs/OEMs
- Systems Integrators
