Enterprise Account Executive | Sao Paulo, Brazil

As an Enterprise Account Executive at Cohesity in Sao Paulo, your primary responsibilities will include driving revenue growth through effective sales strategies, managing a sales pipeline, prospecting new business opportunities, and partnering with channel partners to enhance our reach. You will also be tasked with developing and delivering engaging sales proposals that reflect Cohesity's innovative solutions, ensuring you meet or exceed your sales targets consistently.

Cohesity seeks candidates for the Enterprise Account Executive position with at least 7 years of proven sales experience, particularly in customer-facing roles proposing enterprise solutions. A minimum of 5 years selling into enterprise accounts in the Sao Paulo region is critical, along with strong interpersonal skills and experience engaging with decision-makers at various organizational levels.

The sales process for an Enterprise Account Executive at Cohesity involves identifying potential clients through prospecting, generating leads, and building relationships with decision-makers. You will manage the sales pipeline, develop tailored proposals, and work closely with our channel partners to ensure successful sales closures while maintaining an accurate sales forecast.

Cohesity promotes a vibrant and inclusive culture that encourages collaboration and individual contribution. As an Enterprise Account Executive, you'll find an environment that values innovative thinking and supports your autonomy, allowing you to thrive while helping clients secure and manage their data effectively.

Success as an Enterprise Account Executive at Cohesity requires a combination of outstanding communication and presentation skills, a strong understanding of the technical aspects of our solutions, and the ability to work autonomously. Additionally, skills in relationship-building, negotiation, and strategic thinking are crucial for driving sales and achieving your goals in this role.

When managing a sales pipeline, I prioritize organization and communication. I utilize sales tracking tools to maintain visibility on each prospect’s status and ensure I consistently follow up. I also segment my pipeline based on potential value and the stage of the sales cycle to tailor my outreach accordingly. This strategy helps me keep deals moving efficiently toward closure.

In my previous role, I frequently engaged with C-level executives by conducting thorough research before meetings to understand their pain points. I tailored my presentations to speak directly to their needs and backed them up with data illustrating how our solutions could drive ROI. This approach not only helped in establishing credibility but also facilitated valuable discussions that led to successful contracts.

I have extensive experience delivering technical presentations in my sales roles, often catering to both technical and non-technical audiences. I focus on translating complex product features into relatable business benefits, using case studies and demonstrations to illustrate our solutions' capabilities and relevance to clients' specific challenges.

I actively follow industry publications and participate in webinars and conferences to stay updated on market trends and competitive landscapes. I also leverage networking opportunities with peers and clients to gain insights into emerging challenges and solutions, ensuring I can address these aspects effectively during sales discussions.

I believe the most important attribute for an Enterprise Account Executive is resilience. The sales landscape can be unpredictable, and it's crucial to remain persistent and adaptable to changes. Balancing optimism with a proactive approach to overcoming challenges ultimately leads to success in achieving sales targets.

To develop a sales strategy for a new territory, I start by conducting market research to identify key players and potential customers. Understanding the local business climate and challenges helps me tailor my approach. I also define clear goals, outline strategic initiatives to engage prospects, and establish relationships with partners in the region to support our outreach efforts.

Building relationships with channel partners involves regular communication and collaboration. I ensure to share insights on market trends and provide them with the resources they need to effectively sell Cohesity solutions. Hosting joint events and training sessions fosters a collaborative environment that strengthens our partnership and ultimately drives mutual success.

When faced with objections during a presentation, I listen carefully to the client's concerns and acknowledge them. Once I have a clear understanding of the objection, I address it directly by providing relevant information or reframing the discussion to emphasize how our solution aligns with their business goals. My aim is to turn objections into opportunities for further dialogue.

I once worked on a challenging deal where the prospect had multiple competitors to evaluate. I focused on nurturing the relationship by providing personalized content that demonstrated our solution's unique value proposition. My persistence paid off after several discussions, leading to a successful close, and the client emerged thrilled with our partnership.

To meet my sales targets, I set clear, measurable goals and break them down into actionable steps. I maintain a disciplined approach to prospecting and follow-up, analyzing conversion rates regularly. Continuous learning from each interaction helps me refine my strategy over time to improve performance and exceed my targets consistently.