Strategic Account Executive

Role Overview

• Build, manage, and progress a qualified sales pipeline, you develop and source directly and those supported through OEM, channel or GSI partners.
• Execute clear and structure 3 years account plan focused on growth across a defined set of strategic accounts.
• Work within complex customer organizations by identifying key stakeholders, building relationships, and engaging with senior decision‑makers.
• Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment, with guidance from Sales Engineers and leadership.
• Develop and deliver clear, value‑based proposals that connect Cohesity’s platform to customer security, resilience, and the use of data insides.
• Maintain accurate opportunity tracking and forecasting, and contribute to consistent quarterly performance.
• Share customer insights and competitive feedback with the wider sales and product teams to support continuous improvement.
• You can prepare and work through complex RFP’s and manage a complex purchase process.

Requirements

• Experience of selling into with strategic accounts.
• Demonstrated experience selling into and partnering with Information Security / Cybersecurity and Data Management teams, with a strong understanding of enterprise security frameworks, compliance standards, and the ability to align solutions to customer security and risk requirements.
• A customer‑focused mindset and strong interest in cybersecurity and data protection, especially ransomware and recovery.
• Proven experience selling enterprise technology solutions, ideally within infrastructure, SaaS, or adjacent markets.
• Evidence of success contributing to net‑new customer acquisition and growing existing accounts.
• Foundational understanding of data security and backup technologies, with a willingness to deepen technical knowledge & Familiarity with Cohesity solutions (DataProtect, DataHawk, SmartFiles) & Exposure to platforms such as NetBackup, Dataprotect, or InfoScale is helpful but not required.
• Comfort working with channel partners, with an interest in developing co‑selling skills.
• Strong communication skills, with the ability to present clearly to customers and internal stakeholders.
• Demonstrated experience using AI tools to improve productivity, organization, and sales effectiveness.
• Master’s degree in Business or a related field, or equivalent experience.
• Professional English and German language proficiency for customer and internal communication.
• Willingness to travel as required.
• Knowledge of financial industry regulations and frameworks, including DORA, NIS2, GDPR, and operational resilience requirements.
• Experience managing complex procurement processes, RFPs, and multi-stakeholder sales engagements.
• Strong consultative selling and value-based selling capabilities.
• Hunter mentality with a strong focus on new business acquisition and revenue growth.
• Consistent track record of exceeding sales targets and closing complex energetic deals.
• Strategic mindset combined with strong execution skills.
• Excellent negotiation, presentation, and relationship-building capabilities.
• Entrepreneurial attitude, self-motivation, and accountability.

Tech Stack

• Cyber Security

Benefits

• Competitive salary
• Flexible working hours
• Professional development budget
• Home office setup allowance
• Global team events