Account Executive, SLED - Austin (State Agencies)

As an Account Executive, SLED at Pure Storage, you will be primarily responsible for driving sales of our innovative data storage solutions to state, local, and education customers in your territory. This includes identifying customer needs, collaborating with technical teams for tailored solutions, and building long-term relationships that lead to exceptional customer satisfaction. You will also need to manage a robust sales pipeline, conduct account planning, and lead pursuit teams to exceed quarterly and annual sales quotas.

To qualify for the Account Executive, SLED position at Pure Storage, you should have a proven track record in SLED sales, with at least 5 years of outside sales experience focused on new logo acquisition. A deep understanding of the SLED procurement process, excellent interpersonal skills, and the ability to articulate complex technical concepts are crucial. You should also possess skills in building relationships, leading complex sales processes, and managing territories effectively to drive sales growth.

The salary range for the Account Executive, SLED position at Pure Storage is between $126,500 and $202,500 annually. This range is based on multiple factors, including the job location and the individual's experience. Additionally, this role may be eligible for incentive pay and equity components to enhance your overall compensation package.

At Pure Storage, you'll discover a vibrant and inclusive work culture that promotes innovation and teamwork. We value individuals who think critically and take on challenges, providing support for professional growth and meaningful contributions. As a recognized workplace, we prioritize the well-being of our employees, offering benefits like flexible time off and wellness resources to strike that perfect work-life balance.

Pure Storage is dedicated to supporting the professional growth of our employees, including Account Executives, SLED. We offer various resources for continuous learning, mentorship opportunities, and a collaborative environment where you can gain insights from experienced peers and industry experts. This emphasis on development fosters a culture that encourages our team members to achieve their full potential while contributing to our mission.

To effectively identify sales opportunities within SLED, I focus on understanding the specific needs of the customer base through market research, attending industry events, and engaging with key stakeholders. I believe in leveraging a consultative sales approach, asking insightful questions to uncover challenges that our solutions can address, which helps me tailor my sales strategy and highlight the unique value propositions Pure Storage offers.

Throughout my career, I have actively managed various RFIs and RFPs in the SLED sector. I prioritize understanding the technical and financial requirements outlined in these documents, and then I collaborate with cross-functional teams to create compelling submissions that showcase how Pure Storage can meet and exceed those expectations. My focus on detail and stakeholder communication ensures that our responses are not only timely but also directly address the customer's needs.

Maintaining relationships with existing customers is crucial for long-term success. I regularly check in with clients, provide updates on new products and services, and proactively assist with any challenges they may face. By scheduling regular touchpoints and ensuring that they are satisfied with our solutions, I can deepen our relationship and potentially uncover further opportunities within their organization to expand our partnership.

I track various metrics to gauge my sales performance, such as pipeline growth, conversion rates, and quarterly revenue against targets. Utilizing CRM tools effectively allows me to analyze these metrics and adjust my strategies accordingly. Regularly reviewing my progress also helps identify high-potential opportunities and areas where I can improve, enabling me to stay on track to exceed my quotas.

When collaborating with technical teams, I facilitate open conversations to understand both customer requirements and technical capabilities. I believe in fostering a team environment where everyone's expertise is valued, and I encourage solution brainstorming sessions that incorporate input from both sales and technical perspectives. This collaborative approach ensures that we deliver solutions that fully meet customer needs while leveraging Pure Storage's unique offerings.

In my previous role, I exceeded my sales targets by 150% in one quarter. I achieved this by re-evaluating my sales strategy and focusing on high-impact prospects while deeply understanding their needs. I also utilized targeted marketing campaigns to generate leads and collaborated closely with the customer success team to ensure smooth transitions, which heightened customer satisfaction and referrals.

One significant challenge I've encountered while selling storage solutions is navigating lengthy procurement processes in the SLED sector. To overcome this, I invested time in understanding the specific procurement guidelines and built relationships with decision-makers early in the sales cycle, helping to streamline communication and clarify expectations. This proactive strategy not only facilitated smoother transactions but also built trust with my clients.

I prioritize my sales activities by assessing potential revenue impact and aligning them with quarterly goals. I use a combination of CRM data analysis and personal insights to focus on high-value accounts while ensuring consistent engagement with my pipeline. This structured approach allows me to stay on track with my performance targets while remaining flexible to respond to changes in customer situations.

I want to work for Pure Storage as an Account Executive, SLED because of your commitment to innovation and customer success. The chance to be a part of a company that is genuinely reshaping the data storage industry aligns with my professional aspirations. I am particularly drawn to the collaborative and supportive culture at Pure, which I believe is vital for driving personal and professional growth while meeting client needs effectively.

My extensive experience in SLED sales, combined with a proven track record of exceeding sales targets, positions me as a strong fit for the Account Executive, SLED position at Pure Storage. I possess the necessary skills in relationship-building, strategic selling, and a thorough understanding of the procurement process, which are critical for driving success in this role. I am passionate about delivering innovative solutions and committed to driving customer satisfaction, making me an excellent candidate for your team.