Global Account Manager

BACKGROUND

MinIO is searching for experienced Global Account Managers (GAM) who will serve as leaders in expanding our business within key Strategic Accounts in the US and Europe. Did you know that 77% of the Fortune 100 rely on MinIO? Join our journey in creating a strategic account team that caters to our top global customers.

As a GAM, you will have the opportunity to work with both existing and new MinIO customers, establishing yourself as a trusted advisor. Your role includes developing and managing opportunities, cultivating strong relationships with target accounts, and leading a highly skilled cross-functional team. This team will focus on optimizing customer experience and creating future revenue opportunities for MinIO. Collaborating with internal experts and the field CTO organization, you will transform customer challenges into innovative solutions provided by MinIO. Additionally, you will play an integral role in building executive relationships, working closely with the MinIO leadership team. This collaboration will involve executive sponsorship, business reviews, and identifying go-to-market opportunities. As a founding GAM, you will also work directly on building MinIO brand preference and securing multi-year contracts. By leveraging our network of trusted partners, you will have the opportunity to accelerate campaigns and expand MinIO's reach.

The role requires large enterprise software sales expertise, existing account growth expertise and experience with cloud-native technologies, B2B SaaS and open source would be viewed as ideal. 

WHAT YOU WILL DO

• Meet/Exceed your Quota: You will work with some of our largest, most strategic existing customers in the US or EMEA to focus on cross sell and upsell expansion to achieve your annual ARR quota.
• MinIO Value Proposition Expert: Become an expert in translating MinIO’s value proposition into the language and metrics of the customer to sell the outcome impact to business as well as technical buyers.
• Modern Pipeline Generation (PG) Accountable: You are a savvy, accountable modern enterprise pipeline generation expert who will use a combination of high activities and tailored multi-threaded outreach to get your own meetings and scale/close both qualified cross-sell and upsell pipeline to meet and exceed MinIO customer NDR growth objectives.
• Transparent Business Forecaster: Accountable for providing a weekly accounting of your high-gain activities for continuous improvement, existing account growth plans as well as maintaining an accurate forecast of your total business..

Requirements

• 12+ of years of complex sales experience, Account Management and/or Line of Business Management with demonstrated years surpassing quota
• 3+ years as a Global Account Manager for 1-5 Complex Global Accounts with demonstrated over quota experience driving cross sell (to new applications and/or buying centers).
• High End Global Enterprise / Enterprise / Mid Market Market: 6-8 years of direct, rather than channel, lead quota attainment closing enviable brands. Demonstrated ability to engage and influence C-Suite customer executives and/or line of business management experience. MEDDPIC experience is a plus.
• Sales-Cycle Length: Demonstrated experience with 9-15 month sales cycles, and winning!
• Average Order Size: $125K with a large deal range of $250k - $2M+ deal size. (e.g. six-figure deals)
• Demonstrated experience managing accounts in large, complex organizations to drive business growth through cross-selling and upselling. A track record of successfully retaining and expanding relationships with high-value customers who are willing to provide positive references. Skilled in creating effective account plans that identify opportunities for growth and developing multi-channel strategies to maximize customer success. Proficient in managing account team resources and fostering strong customer relationships. Adept at creating a sense of urgency and fostering a culture of diligence throughout the company.
• Domain Experience: The ideal candidate should have a proven track record in sales within the application-level domain, with a strong knowledge of cloud-native and data infrastructure technologies. They should be skilled in identifying cross-selling opportunities by translating new application requirements, including AI initiatives, into potential sales for MinIO. The candidate should have experience engaging with key decision-makers and influencers such as VPs of Infrastructure, VP of Engineering, Enterprise Architects (specializing in data engineering and platform), and subject matter experts in data lakes. Additionally, they should understand the hardware requirements needed to scale MinIO usage.
• Demonstrated early and/or growth stage (Series B+) firm sales success with a well-regarded, disruptive solutions provider.  Sense of extreme ownership, self-motivated with a results-driven approach.
• Challenger of status quo by identifying use cases for quantifiable business value. Dislodge legacy solutions. Effective in setting up and delivering winning POCs that convert to new logos that provide lasting revenue and references. Close attention to detail, with a process and solution oriented, customer mindset to uncover and prove out multiple land and expand use cases. Track record of success in winning complex, highly competitive sales cycles.

Desired Skills and Experience

• Tenacious, resourceful, hardworking and always ready to go the extra mile to ensure customer success is a must. Builds customer trust.
• Excellent verbal and written communication skills with an ability to articulate MinIO’s value proposition to all levels, including C-level executives, across all functions.
• BA or BS degree in computer science, engineering, business, marketing, or related field (MBA preferred)
• Skilled at negotiating business terms with line-of-business, procurement and contract teams, senior management and/or C-level executives
• Proven ability to influence & drive cross departmental strategy and collaboration during deal cycles in creatively solving our clients business problems

Benefits

What we offer:

• Health Care Plan - US (Medical, Dental & Vision)
• Retirement Plan - US (401k, IRA)
• Equity
• At least 10 Public Holidays
• Discretionary Time Off - US