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Strategic Account Manager- Cloud Sales

3 months ago

Stanford, United States Mibura Incorporated Full time
About Mibura

At Mibura, we believe that infrastructure powers progress. That execution is as essential as innovation. That better collaboration builds better technology. Trusted by the world's leading technology companies for 15 years, we move, store, process and secure the world's data with silicon focused solutions designed for our customers' current needs and future ambitions. Through a process of deep collaboration and transparency, we're ultimately changing the way tomorrow's enterprise, cloud, defense, and carrier architectures transform-for the better.

The data infrastructure that our customers build has never been more critical to our global economy. It's what's keeping the world connected, businesses running, and information flowing. If you're ready to excel, innovate, and truly enjoy your work, apply now for the position detailed below.

The Opportunity

Sales drives Mibura revenue growth through establishing and growing customer relationships, identifying and solutioning sales opportunities, and presenting solutions that align with customer needs and showcase Mibura's differentiated value.

Job Responsibilities

As a sales leader, you will manage strategic Cloud Data Center account relationships and business in the Bay area. You must have a solid track record in semiconductor sales managing complex Data Center accounts (Oracle, Google, Microsoft, Amazon/AWS, Facebook/Meta, Apple) and startups alike. You will be responsible for delivering success against sales targets, generating new business opportunities, and growing relationships and revenue at assigned accounts. You should be results-oriented, driven by excellence, and capable of promoting success through collaboration with sales, product development, engineering, marketing, legal, finance and supply chain. You should have the capacity to develop a comprehensive understanding of Data Center challenges for your account and distill this understanding into straightforward Mibura solutions that make a clear difference to the customer's business.

Your Responsibilities Will Include
  • Account Management: Develop and execute account plans to achieve sales targets and revenue goals for assigned key account business.
  • Customer Relationship Management: Build and maintain strong relationships with key stakeholders at customer organizations, becoming a trusted advisor and a go-to contact for Mibura's solutions. Create relationship mapping and drive relationship development at all levels.
  • Solution Selling: Understand customer pain points, requirements, and objectives, and effectively communicate how Mibura's products and solutions can address their needs.
  • Cross-functional Collaboration: Collaborate with internal teams, including engineering, marketing, and technical support to ensure seamless delivery of solutions and exceptional customer satisfaction. Coordinate quality, logistic, supply, finance and legal matters between customers and respective Mibura departments.
  • Opportunity Management: Identify, support, and manage Mibura opportunities in collaboration with internal business leaders, engineering and product line management. Create a design win funnel and develop opportunity strategies to win.
  • Market Analysis: Stay current with industry trends, competitive landscape, and emerging technologies to identify new business opportunities and provide valuable insights to the organization.
  • Sales Forecasting: Prepare accurate sales forecasts, track progress, and report on sales pipeline activities to senior management.
  • Contract Negotiation: Lead contract negotiations, ensuring mutually beneficial agreements for both Mibura and its customers.
  • Customer Advocacy: Deliver product feedback to business units to ensure the voice of the customer is recognized.
Requirements
  • Bachelors degree or above in Engineering or business related technical field.
  • 12 to 15 years of Semiconductor, Data Center, Cloud (Facebook/Meta, Google, Microsoft, Amazon/AWS) or Tier1 sales experience showing consistent design win success.
  • History of developing productive relationships with executives, senior management, and engineering at key customers.
  • Active relationships within the Data Center industry and a clear track record of revenue generation and growth within the Data Center market.
  • Proven experience negotiating complex deals and contracts that meet strategic revenue goals.
  • Demonstrated ability to sell at all levels of our customers' organizations and show accountability for results that meet or exceed company goals.
  • Excellent presentation, negotiation and closing skills which exhibit strong communication, both written and verbal.
  • Ability to thrive in Mibura's fast-paced and small environment with a strong sense of urgency.
  • Demonstrated skill navigating a large corporate environment to orchestrate cross-functional resources to meet customer needs.
  • Self-motivated and professional, capable of operating as a collaborative team player driven by success.


Your Future

Mibura provides a work environment that promotes employee growth and development. We are searching for an individual who wants to grow with the company and will strive to improve performance. If you are driven, personable, and energetic, there will be additional opportunities for you here at Mibura.

At Mibura, we are doing our part to help keep our communities and our teams safe. As part of our efforts to address the Covid pandemic and future epidemics, you may be required at any time by our policies or applicable laws to provide proof of applicable vaccination or to present negative test results.

This role is eligible for our hybrid work model in which you will be able to split time between working from home and on-site in a Mibura office.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.

Mibura is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification. Research shows that people from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy. We urge you not to prematurely exclude yourself and to apply if you're interested in this work.