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Regional Sales Manager

1 month ago

Dallas, United States Quantum Full time

Quantum delivers end-to-end data management solutions designed for the AI era. With over four decades of experience, our data platform has allowed customers to extract the maximum value from their unique, unstructured data. From high-performance ingest that powers AI applications and demanding data-intensive workloads, to massive, durable data lakes to fuel AI models, Quantum delivers the most comprehensive and cost-efficient solutions. Leading organizations in life sciences, government, media and entertainment, research, and industrial technology trust Quantum with their most valuable asset - their data. Quantum is listed on Nasdaq (QMCO). For more information visit www.quantum.com.

As part of our North Americas sales team, the Dallas-based Regional Sales Manager - Enterprise Solutions Group (RSM ESG) will be responsible for identifying and closing business opportunities for assigned territory and accounts in their assigned Region, and fully executing against revenue targets. Our most successful sales people are able to position Quantum's differentiators using a solutions-based approach that leverages our hardware, software and services products to solve customer business problems and needs.

In addition to quickly establishing strong customer relationships and understanding our customer's business, we expect the RSM will also build effective relationships internally with engineering, service, marketing, operations, etc. so our customer's expectations are routinely exceeded.

Job Duties:

  • Actively pursue net-new business opportunities with aggressive prospecting into existing accounts and new business prospects; working closely with the Pre-Sales Engineers, Sales Management and Inside Sales Representative to ensure geography based objectives are being met.
  • Build strong relationships with existing and new Quantum Channel Partners and Technology Partners to help identify and close business.
  • The ability to speak with customers and partners at both a business-level and technical-level
  • Understanding of AI/ML fundamentals and use cases for onprem storage, from high performance NVMe flash to long-term archive.
  • With your extended team, prepare and present customer business reviews, workshops and other customer satisfaction sessions with your strategic customers
  • Working knowledge of Block, File and Object Storage, as well as Data Archive.
  • Utilize consultative, solution based selling techniques to identify opportunities for Quantum's portfolio including Enterprise NAS, object storage, backup appliances, LTO archives, as well as archive management software.
  • Deal management skills and attention to detail, in order to accurately forecast deals through SalesForce.com and participate in weekly funnel calls with management.
  • Manage all RFI, RFQ, and RFP processes.
  • Represent both the voice of the customer to Quantum and the voice of Quantum to the customer as required to resolve issues and attain revenue goals.
  • Act as a customer advocate to assist with escalating customer concerns and supply chain/technical issues until resolved.
  • Participate as required in business improvement initiatives.
Job Requirements:
  • Consistent track record of exceeding quota and managing long-term business with large enterprise customers
  • A minimum of 8 years of enterprise sales experience directly with end users, in the data storage, software or technology industry, is required.
  • A minimum of 5 years' experience working in the data storage industry focused on selling storage solutions for high performance primary storage and nearline/archive use cases.
  • Consultative or solutions selling experience is a must.
  • Exceptional organization skills and time management techniques, with consistent attention to detail and follow-up.
  • Must have a dedicated home office space to conduct video-based meetings and expect to be on road/travel 25-50% every week.
  • Ability to motivate and inspire others.
  • Exemplary interpersonal and verbal communication skills, as well as presentation skills.
  • Individual must exhibit a positive, "can-do" attitude with excellent customer serviced skills.
  • Strong problem solving abilities.
  • A high degree of honesty, integrity and sound judgment.
  • Bachelor's degree is preferred.


Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)