Account Executive, Commercial - Houston

As an Account Executive at Pure Storage, your primary responsibilities include developing and executing account strategies for assigned clients, leading sales efforts to close deals, and establishing strong customer relationships. Your role will also involve collaborating with team members and partners globally, driving a robust sales pipeline, and ensuring that customers fully understand the advantages of our all-flash enterprise storage technology. Ensuring high customer satisfaction is a vital component of this position.

To qualify for the Account Executive role at Pure Storage, candidates should have at least 5 years of outside sales experience, especially in new logo acquisition or business development. A proven track record of consistently achieving sales quotas of $5-$10M annually is essential, alongside excellent interpersonal and communication skills. A passion for customer success and the ability to craft strategic account plans will also contribute significantly to your success in this position.

The salary range for the Account Executive, Commercial role at Pure Storage is competitive, spanning from $108,500 to $163,000. This range is determined based on various factors such as role, level, and geographical location, ensuring that compensation is in line with industry standards and the local labor market.

Working at Pure Storage as an Account Executive provides a unique opportunity to be part of a pioneering tech company that values innovation and growth. The culture fosters collaboration and support, allowing you to work with some of the brightest minds in the industry. Additionally, Pure Storage is recognized for its commitment to diversity, equity, and inclusion, and offers various benefits that promote employee wellness, including flexible time off and wellness resources.

Pure Storage is dedicated to the professional growth of its Account Executives through a culture of support and innovation. The company emphasizes ongoing training and development opportunities to help enhance your skills, whether it be through mentorship, workshops, or team collaborations. Furthermore, as part of a company recognized as one of the best workplaces, you will have access to resources that empower your career journey and professional aspirations.

When prioritizing accounts as an Account Executive, it's essential to assess each account's potential for revenue and the strategic importance they hold for your company. I focus on identifying both high-value clients and those that may require more nurturing to realize their full potential. Active communication and engagement help in building a pipeline and ensuring I dedicate time to those accounts that align best with Pure Storage’s goals.

To establish rapport with new clients, I start by understanding their business needs by asking insightful questions and actively listening to their challenges. Building trust is key—so I keep my communication transparent and demonstrate reliability through consistent follow-ups. Showcasing relevant success stories from past clients helps clients visualize how our solutions can address their problems.

Handling objections is a critical skill in sales. I take the time to listen and understand the client's concerns fully before responding. Acknowledging their viewpoint and providing clear, fact-based responses helps in easing their concerns. For example, if a client worries about the costs, I emphasize the long-term value and savings our solutions will bring, and how that outweighs initial expenses.

Collaboration is essential in maximizing sales efforts. I believe in open lines of communication, sharing insights, and leveraging the strengths of my teammates. Regular strategy meetings ensure everyone is on the same page, and I make a point to acknowledge contributions from partners, encouraging a shared ownership mentality that drives success.

I stay motivated in a competitive environment by setting personal benchmarks and celebrating small victories along the way. I find inspiration in the success of my colleagues and understand the value of learning from setbacks. Regularly revisiting my goals and seeking feedback helps maintain my drive and enthusiasm for achieving quarterly targets.

I measure my sales performance through several key metrics, such as achieving quarterly revenue targets, the number of new accounts acquired, and customer satisfaction scores. Additionally, I track pipeline behaviors, which include lead conversion rates and the average time taken to close deals, helping me adjust strategies as needed.

In a previous role, I led a campaign targeting mid-sized companies in the tech sector. By researching their specific needs and customizing our offers, we achieved a 25% increase in signed contracts. I coordinated closely with our marketing team to align messaging and leveraged customer testimonials to underline our product's value, resulting in a well-received campaign that exceeded our goals.

Approaching a hesitant customer requires tact. I usually take the time to ask for their specific concerns and use those insights to tailor my pitch to address any uncertainty. Presenting a compelling case for how our solution can meet their needs and offering a satisfaction guarantee helps provide added confidence.

Technology plays a crucial role in my sales process by streamlining communication, tracking leads, and analyzing data to inform my strategies. Using CRM tools to manage relationships and track interactions ensures no opportunity is missed. I also leverage virtual meeting platforms to maintain face-to-face connections with clients, which has proven effective in building relationships.

Pure Storage stands out due to its commitment to innovation and delivering radically simple data solutions. Our products not only enhance performance but also offer scalability and reliability that resonate with our clients. The focus on providing an exceptional customer experience, coupled with our positive workplace culture, truly differentiates us in the competitive storage market.