Sr. Federal Account Executive

As a Sr. Federal Account Executive at Cohesity, your main responsibilities include developing and managing a sales pipeline, driving strategic transactions, and collaborating with channel partners specifically focused on DoD agencies and the Air Force. You will also be tasked with maintaining a sales forecast, building business cases for customers, and managing account strategies that align with customer objectives while exceeding quotas.

To qualify for the Sr. Federal Account Executive position at Cohesity, candidates should have at least 7 years of experience in customer-facing sales roles dealing with enterprise solutions. Additionally, a minimum of 5 years of demonstrated sales success with DoD agencies or the Air Force is required. Excellent communication skills, experience in negotiating contracts, and the ability to present technical material are also essential qualifications.

The compensation for a Sr. Federal Account Executive at Cohesity includes a base salary ranging from $132,000 to $165,000, depending on various factors like experience and expectations. The role may also offer bonus compensation, commission based on sales performance, and stock options, allowing you to benefit from your contributions to the company's success.

Cohesity fosters a culture that encourages innovation and values customer obsession. As a Sr. Federal Account Executive, you can expect a collaborative environment where thinking big and overcoming challenges are celebrated. The company also supports flexible work arrangements, allowing employees to work remotely while being engaged with their team and partners.

The Sr. Federal Account Executive position at Cohesity requires the ability to travel based on the needs of the role. This may involve meeting with DoD agencies, presenting proposals to various stakeholders, and collaborating with partners, so being comfortable with travel is essential for success.

When answering this question, emphasize your direct experience in engaging with DoD agencies, detailing any specific projects or deals you've successfully closed. Discuss your understanding of the unique demands of the sector and how your expertise in enterprise solutions can meet those needs at Cohesity.

To effectively build and maintain a sales pipeline, outline your strategies for prospecting, qualifying leads, and nurturing relationships. Mention the importance of tracking progress and adjusting tactics to ensure timely follow-ups and meeting customer needs throughout the sales cycle.

In your response, share specific techniques you use, such as leveraging networking opportunities, conducting thorough research on potential clients, and utilizing insights from existing relationships to gain introductions to key decision-makers. Highlight the importance of persistence and tailored communication.

When discussing a successful proposal, focus on the context, the challenges you identified, your solution, and the positive outcomes generated. Ensure your answer reflects your ability to understand customer needs and articulate how your solution aligns with their business objectives.

Handling objections effectively requires active listening and empathy. Explain your approach to uncovering the root of the objection, addressing concerns with relevant information, and then pivoting the conversation back towards the value that Cohesity's solutions bring.

In your response, connect your motivation to achieving sales targets, the satisfaction of helping clients solve their challenges, and being part of a winning team. Highlight specific aspects of Cohesity’s mission that resonate with you and drive your passion for sales.

Accuracy in forecasting comes from maintaining an up-to-date understanding of the sales pipeline, paying attention to market trends, and evaluating client engagement levels. Explain any tools or processes you utilize to enhance the reliability of your forecasts.

You should describe a collaboration where you worked closely with a channel partner to achieve a common goal. Emphasize the importance of communication, goal alignment, and how this partnership led to improved sales performance or client satisfaction.

Highlight the rapidly changing landscape of technology and sales techniques. Discuss how committing to ongoing learning, whether through formal training, industry webinars, or self-study, enables you to stay ahead of the game and provide exceptional value to your clients.

Your answer should reflect your alignment with Cohesity's values, your relevant experience, and your enthusiasm for the products and services offered. Share personal anecdotes that demonstrate your passion for data management and your eagerness to contribute to the company’s mission.