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About the Role

This role combines new business acquisition, account expansion, and executive relationship management to help customers solve complex business challenges around data protection, governance, AI readiness, and operational resilience. The successful candidate will create and execute territory and account plans, lead complex sales cycles, develop executive-level relationships, and work collaboratively with partners and internal stakeholders to consistently exceed revenue targets.

Responsibilities

Develop and execute a territory plan to create pipeline, acquire new customers, expand strategic accounts, and consistently exceed ARR and ACV targets.
Act as a trusted advisor to C-level and senior technology leaders by providing industry insight, business value justification, and strategic guidance around data protection, governance, AI readiness, and digital workplace transformation.
Use competitive analysis to educate customers on the value of our solutions.
Continuously pursue quota goals by working directly with the customer during negotiations.
Work with a virtual account team to deploy the customer engagement lifecycle, including Marketing for lead generation, Business Development Representatives for lead qualification, Pre-sales Engineers for technical support, and Customer Success Managers for renewals.
Attend and participate in customer team meetings and communicate regularly with professional services and engineering staff to ensure customer satisfaction.
Leverage existing industry partnerships to grow AvePoint’s presence in your region and establish proactive relationships with influential people, both with the customer and other third parties.
Handle post-sales support issues for customers, such as escalation of support calls and identifying additional training needs.
Act as the voice of the customer and provide market feedback to product, marketing, and leadership teams.
Identify expansion opportunities across AvePoint's portfolio, including Data Security, Governance, Backup, AI, and Operational Resilience solutions.
Work closely with strategic partners including Microsoft, Systems Integrators, and channel partners to accelerate growth and customer success.
Deliver accurate forecasting and maintain high levels of CRM discipline and opportunity management.
Lead complex multi-stakeholder sales cycles from qualification through negotiation and closure.
Create and advance qualified pipeline through direct prospecting, partner engagement, marketing initiatives, and executive networking.
Develop multi-year account plans aligned to customer business priorities and digital transformation initiatives.
Build and maintain executive relationships across assigned enterprise accounts.

Requirements

University degree or equivalent experience.
7+ years of enterprise software sales experience with a proven track record of exceeding quota within large and complex accounts.
Demonstrable success selling six and seven-figure software and services opportunities.
Experience building executive relationships with CIO, CTO, CISO, Digital Workplace, and Data Governance leaders.
Experience selling Microsoft, SaaS, cloud, or enterprise data management solutions.
Strong account planning, territory planning, and forecasting skills.
Ability to influence and coordinate virtual teams across sales, pre-sales, customer success, marketing, and partner organizations.
Exposure to virtual account team selling environment.
Executive level relationship selling experience.
General familiarity with selling methodologies and processes.

Skills

Data protection
Data governance
AI readiness
Operational resilience
Digital workplace transformation
Competitive analysis
Negotiation
Account planning
Territory planning
Forecasting
CRM discipline
Opportunity management
Sales cycle leadership
Prospecting
Partner engagement
Marketing initiatives
Executive networking
Relationship building

Experience Level

Senior
7+ years

Education Level

University degree or equivalent experience

About the Company

We believe in entrepreneurialism and empower you to make decisions that will grow our business.
We will provide you with all the resources needed to be a successful high-earning sales executive.
We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers.
Bring your aptitude and build upon what you do best for our customers, partners, team, and you.

Equal Opportunity

Any personal data you share with us during the application process will be processed strictly in compliance with applicable data protection laws and our Privacy Notice.