Sr Federal Account Executive - Federal Civilian

Business Area:
Sales

Seniority Level:
Mid-Senior level

Job Description:


At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world's largest enterprises.

Cloudera empowers the world's largest enterprises across every industry to use data to solve some of the most complex challenges that impact businesses, communities, and lives. We have a platform that delivers incredible Data and Analytics technology across On- Prem, Public Cloud, and in a Hybrid model. We're at an exciting point in our transformation as we successfully execute on our strategy.

The Cloudera Public Sector sales team is seeking a seasoned and cleared Sr. Federal Account Executive for a critical Federal Civilian territory, covering the US Department of Justice (DOJ), FBI, Department of Homeland Security (DHS), and Department of State, including all their subcomponents. We require a seller with established relationships in this territory, a proven ability to excel at solution selling, and the skills necessary to act as a strategic trusted advisor to our clients. You will join our relationship-driven team and take charge of developing detailed sales/marketing plans and maximizing sales opportunities to drive results and inspire productivity and teamwork. You will rely on your experience and good judgment to proactively build and exponentially grow accounts and drive year-over-year growth in line with the revenue goals.

As a Sr. Federal Account Executive you will:

• Develop and execute a strategic and comprehensive business plan for your territory, including identifying core customers, mapping the benefits of Cloudera's solutions to the business requirements.
• Demonstrate a proven ability to excel at complex, consultative solution selling.
• Serve as a strategic trusted advisor to key decision-makers across your assigned agencies and subcomponents, driving adoption of Cloudera's Data and Analytics platform.
• Strive to understand the customer's organizational structure and work to achieve alignment.
• Experience driving new business in greenfield accounts at the C-suite level or equivalent.
• Accurate forecasting, pipeline creation, regular quarterly revenue delivery, and facilitation of sales enablement and regulate the implementation of agreed account and business plans.
• Coach partners, accessing resources within Cloudera to support them on specific opportunities, with the goal of building sufficient capacity to meet customers' demand for Cloudera-related services and skills.
• Develop detailed sales/marketing plans and sales forecasts.
• Manage time and work flow and create effective call plans.
• Monitor competition and respond immediately and appropriately.
• Leverage existing relationships to build an exhaustive network and generate prolific referrals.

We're excited about you if you have:

• A successful & proven track record of overachieving quota goals
• Established, deep-seated relationships within the DOJ, FBI, DHS, or Dept of State ecosystems.
• 5-10+ years of full sales cycle, technology solutions sales, business development, consulting or equivalent experience.
• Ability to operate & thrive in an entrepreneurial environment.
• Sales Experience with Big Data, Open Source Applications, Enterprise Application Integration, Database and/or Business Intelligence software concepts and solutions preferred.
• BA/BS or equivalent educational background.
• Secret Clearance or the ability to secure a Secret or Top Secret (TS/SCI) Clearance is desired.

This role is not eligible for immigration sponsorship.

What you can expect from us:

• Generous PTO Policy
• Support work life balance with Unplugged Days
• Flexible WFH Policy
• Mental & Physical Wellness programs
• Phone and Internet Reimbursement program
• Access to Continued Career Development
• Comprehensive Benefits and Competitive Packages
• Paid Volunteer Time
• Employee Resource Groups

EEO/VEVRAA

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