Strategic Account Executive

The Strategic Account Executive at Cloudera is responsible for leading strategic sales campaigns within the enterprise client space, specifically focusing on the Global Telco industry. This role requires developing and delivering business plans to meet client needs, maintaining account oversight, and fostering long-term relationships to drive customer success. Additionally, they will lead large-scale transactions, build a pipeline, and exceed revenue goals, making a significant impact on enterprise accounts.

Cloudera requires a minimum of 8 years of experience in exceeding enterprise software sales targets for the Strategic Account Executive role. Candidates should possess a Bachelor's degree from an accredited university and have experience in data management, data warehousing, and familiarity with technologies like Generative AI and cloud infrastructure. Telco experience is preferred, and the role may require travel both domestically and internationally.

At Cloudera, the work environment for a Strategic Account Executive is dynamic and intellectually stimulating. Employees enjoy the autonomy to engage with leading enterprise customers while being supported by a strong team. The culture promotes work-life balance with flexible work-from-home options, generous PTO, and various wellness programs, making it a great place for professional growth.

Cloudera is dedicated to continued career development for its employees. Strategic Account Executives have access to various resources for professional growth, including comprehensive benefits, training programs, and employee resource groups that foster an inclusive workplace. Employees are encouraged to pursue opportunities that enhance their skills and career trajectories.

Cloudera offers a range of unique benefits to its Strategic Account Executives, including a generous PTO policy, phone and internet reimbursement, mental and physical wellness programs, paid volunteer time, and support for work-life balance through Unplugged Days. These offerings demonstrate Cloudera's commitment to employee well-being and professional satisfaction.

When asked about your experience, it's important to highlight specific achievements in meeting or exceeding sales targets, especially in the enterprise software sector. Mention any unique strategies you used to close significant deals or develop lasting client relationships. Providing metrics or examples can help illustrate your success.

Building and maintaining relationships with executive sponsors requires a tailored, consultative approach. Share how you engage these stakeholders by understanding their business goals, maintaining regular communication, and delivering on your promises. Discuss any specific strategies or tools you utilize to keep them informed and invested in your partnership.

To develop effective business plans, I begin by thoroughly analyzing the client's needs and pain points. Then, I align our solutions with their strategic objectives, ensuring I anticipate future needs. It’s key to use data to support my recommendations and to outline clear goals and deliverables that will resonate with the client.

When discussing a large-scale deal you've closed, focus on the strategic steps you took from prospecting, needs assessment, proposal formulation, to negotiations. Highlight the collaboration with internal teams and the relationship-building process with the client. Include what you learned from the experience that you can apply to future deals.

Data is integral to my sales strategy as it informs every step of the sales process—from identifying leads to understanding customer needs and measuring performance against sales goals. Discuss how you leverage CRM systems and analytics tools to enhance your understanding of customer behavior and track engagement to refine your strategy.

To answer this question, emphasize your understanding of Generative AI and how it can optimize business processes and create efficiencies in enterprise sales. Discuss specific applications you’ve encountered, like automating customer interactions or enhancing data analysis, and how you would leverage this technology at Cloudera.

Forecasting requires a mix of quantitative analysis and qualitative insights. Detail your approach to analyzing past sales data, market trends, and customer feedback to predict future performance. Additionally, explain your process for identifying potential leads and nurturing relationships to build a robust sales pipeline.

Navigating competitive landscapes involves conducting thorough market research to understand competitors' offerings and positioning. Discuss how you assess competitor strengths and weaknesses and adapt your sales strategies accordingly. Highlight the importance of differentiating Cloudera’s solutions and conveying unique value propositions to clients.

In your answer, mention any relevant experience you have with cloud infrastructure technologies. Discuss how you have leveraged them to enhance service offerings, meet customer requirements, and close deals. If applicable, touch on specific platforms or products you've worked with and how this knowledge benefits your sales efforts.

To effectively answer this question, convey your passion for data management and analytics, as well as your respect for Cloudera’s mission and innovative solutions. Discuss how the company’s values align with yours and how the role presents an opportunity for mutual growth. Showing enthusiasm for the potential impact you can have at Cloudera will resonate strongly.