About the Role:

Would you like to own driving Cloud Customer Engagement and Solutions for the leader in cloud file data services globally? Do you like helping customers and partners solve tough technical problems and achieve business outcomes? Do you have the technical background, business development and customer relationships to help Qumulo grow their cloud business? Would you like to be part of a rapidly growing team focused on increasing adoption of Qumulo with global cloud providers such as AWS, Azure and Google? Qumulo is looking for technical and business savvy people who thrive in an entrepreneurial environment, where you are faced with new things every day and have the latitude to figure it out and run with it. 

As the leader for this team, you will have the opportunity to build, shape and deliver on a strategy to engage with our customers with Cloud Workshops and architectural design session, grow technical and business mindshare enabling the Qumulo field teams to solution and sell new Cloud offerings, and support customer growth through our partner community through the use of co-designed solutions, reference architecture and solution templates.    You should possess a track record of cloud architecture and customer facing skills that will allow you to facilitate the relationship within the customer’s environment especially with CTO and CDO levels, as well as a technical background that enables them to easily interact and give guidance with software developers and architects.   At Qumulo we work fast and smart, and adapt and iterate quickly.   See more of our Cloud story: https://qumulo.com/product/cloud-products/ 

Primary Responsibilities:

• Develop a short term and long-term strategy for Customer Engagement and Support for Qumulo Cloud services .  Identify specific customer segments, partners, and accounts to approach with a value proposition for using Qumulo’s. 
• Implement a Cloud Sales strategy focused around consistent growth of market share, new logo acquisition, and a predictable stream of Cloud revenue and bookings.
• Build Cloud Customer Care model for new and existing customers including solution activities with partners and the Qumulo field. 
• Work with Qumulo’s field organizations to engage Cloud partners AWS, Azure, GCP, to execute joint go to market programs, owning the day-to-day interactions with existing and greenfield accounts to identify needs met through Qumulo’s Cloud Services.
• Collaborate with Qumulo’s Cloud Business Unit to effectively deliver Industry solutions, reference architecture and Use Cases.
• Engage with C-level relationships, ensure customer satisfaction, accelerate technology adoption.
• Educate and enable the sales teams and Qumulo Consulting Partners to increase visibility of Qumulo cloud solutions.
• Prepare and provide business reviews and executive communication to the senior management team.
• Manage complex contract negotiations as needed and serve as a partner liaison to the legal group.
• Ability to travel up to 30% as necessary to implement new programs, meet with customers, prospects, partners, account teams.
• Responsible for upholding Qumulo Business Code of Ethics and for promptly reporting violations of the Code or other company policies.

Knowledge, Skills and Abilities:

• Demonstrated ability to lead a high-growth business and manage a talented, high performance team.
• Prior experience working in a sales leadership/business development role with one of the leading cloud providers.
• An understanding of Cloud-based workloads, both enterprise and cloud-native workloads such as SAP, Oracle, Windows, and eCommerce applications.
• Demonstrated track record of driving emerging/disruptive Cloud technology, utility pricing models, open source software, Data and Software as a Service (SaaS) delivery.
• Proven ability to drive adoption of technology solutions in complex environments directly to customers and through technology partners, System Integrators, Resellers, and a Cloud Channel ecosystem.
• Experience running teams with multi-million dollar goals, managing a sales pipeline and forecast
• Leading Software & Cloud contract negotiations with enterprise customers.
• Strong organizational skills and attention-to-detail with the ability to multi-task and prioritize well in a fast paced, dynamic work environment.
• Demonstrated the ability to articulate complex concepts to cross functional audiences and influence C-level executives.
• Strong analytical skills and ability to turn detailed data analysis into strategic insight to drive customer adoption and make appropriate recommendations to the business

Qualifications

• 15+ years’ of Industry experience, leading cross functional teams, strategy with technology related sales, technical business development experience, and Cloud solutions. 
• 7+ years of proven executive leadership interaction.
• Significant Cloud & Software business development or field sales experience, with solid understanding of Amazon Web Services, Azure, and Google Cloud computing technology and utility pricing models.
• Experience selling and solutions SaaS and consumption-based software in Cloud provider Marketplaces like AWS Marketplace.
• BA/BS degree required; Computer Science or related technical field required, MBA preferred.
• Strong verbal, written communications, and presentation skills, fluent in English.
• Experience working with AWS and Azure technologies from a dev/ops perspective
• AWS and/or Azure Certification, eg. AWS Solutions Architect Associate

About the Company

Qumulo is the leading provider of cloud file data services, providing real-time visibility, massive scale and API control of your data across on-prem, private and public cloud. Fortune 500 companies, major film studios, and the largest research facilities in the world trust Qumulo to help them create new products, new opportunities, and new business models. Real-time analytics provide visibility into individual user performance, usage trends and performance bottlenecks. Qumulo’s cloud-native file system delivers an identical experience and capabilities across on-prem, hybrid, cloud, and multicloud environments. The Qumulo experience makes storage simple, with continuous new features, a single solution for all workloads, and access to customer success experts on your schedule. www.qumulo.com.

*Employment is contingent upon successful completion of background screening

Qumulo is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law.

For more information on Qumulo's Applicant Privacy policy, please click on the following link:

https://qumulo.com/applicant-employee-privacy-notice