Backblaze External Website - AE Neo Cloud - UK
Requirements
• Infrastructure sales expertise, with a record of closing complex, multi-year deals in storage, cloud, compute, networking, or data center infrastructure • Infrastructure sales expertise • Technical fluency. You run most technical conversations with infrastructure engineers and architects about GPU clusters, networking, and storage yourself, and earn their trust. The Sales Engineer owns deeper validation and proofs of concept • Technical fluency. • Executive presence. You have built VP, SVP, and CTO relationships and can lead those meetings • Executive presence. • Hunter drive. You open doors in accounts that do not know you yet, and you stay with a long pursuit • Hunter drive. • Seller of record. You have carried a quota and closed deals with your name on them • Seller of record. • Deal structure experience. You have negotiated SLA, IP, and revenue-share terms on deals you closed, not just understood them • Team play. You work well with sales engineers, partner teams, and operations teams to land one account • Team play. • Also True of the Right Person • Existing relationships with NeoCloud technical or executive leaders • Experience with OEM, ISV, or co-sell motions • Familiarity with S3-compatible object storage, data egress economics, and AI/ML data pipelines
Responsibilities
• Pursue named accounts. Build a pursuit plan for each account. Map the buying group from infrastructure engineers to the CXO, and build relationships across it. • Pursue named accounts. • Run discovery. Learn how each NeoCloud runs its stack, where storage costs and performance limit it, and how Backblaze fits. Work with the Sales Engineer and Field CTO on technical validation and proof-of-concept testing. • Run discovery. • Choose the route. Your motion is Sell-To. Decide with your manager when an account also calls for Sell-With, which Strategic Partnerships runs with the Head of NeoCloud Sales. When a partner such as NVIDIA, Super Micro, Weka, VAST, or AMD helps win the account, bring in Strategic Partnerships. • Choose the route. • Shape the deal. Work with your manager and legal on multi-year commitments, SLAs, and revenue share when Backblaze runs behind a NeoCloud's storage service. • Shape the deal. • Sell inside Backblaze. Pull Cloud Operations and Engineering into the integration early. Their time is as scarce as your buyer's, and you will earn it. • Sell inside Backblaze. • Line up executive sponsors. Secure a Backblaze executive sponsor and a customer executive sponsor on every priority account. • Line up executive sponsors. • Hand off and expand. Bring in the strategic account manager in Customer Success as customers go live, and stay in the account as it grows. • Hand off and expand. • Keep the forecast honest. Maintain accurate pipeline, next steps, and close dates in the CRM. • Keep the forecast honest.
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