Enterprise Account Executive - MSP (Managed Service Partner) Focused


About The Position

Migration to the cloud has become the primary driver for digital transformation and a top cost center for all companies. Moving to the cloud brings new challenges to effectively manage, optimize and communicate costs and consumption across, multi-cloud deployments, and the adoption of cloud-native technologies like Kubernetes. These challenges have propelled the adoption Finops. The spend management tools provided by major cloud providers are not adequate, leaving non-technical teams like finance and operations teams struggling to understand their cloud cost.

Anodot has developed a cloud spend management platform, Anodot Cost, that scales with the speed of cloud innovation and integrates Finops best practices. Anodot Cost delivers near real time analytics, anomaly detection, and ML based cost savings recommendations for multi-cloud and Kubernetes. With Anodot Cost customers can manage their cloud investments and understand how they affect the bottom line. Anodot Cost supports both companies and cloud value-added resellers with unique features helping them to better serve their customers and increase margins.

Pileus is looking for an Enterprise Account Executive responsible for growing our Managed Service Provider (MSP) business in North America. The candidate requires a hunter’s mindset to create and close greenfield opportunities and bring on flagship and strategic MSP partners. You will have the flexibility and creative freedom to build and scale the territory to attain goals. You’ll need to feel comfortable managing the full sales cycle and working complex sales agreements with many variables. The position may require travel and can be located anywhere within North America.

 What You Will Do:

  • Focus on net new Managed Service Partner customer/partner acquisition.
  • Comprehension of how Cloud is consumed and billed
  • Understanding of Finops best practices
  • Employs a customer-focused consultative selling process that identifies customer needs and solves them with our solution.
  • Works with consulting and technology partners on opportunities to meet the needs of our customers.
  • Develops leads and opportunities, based on existing relationships, referrals, outbound prospecting, and inbound lead generation, etc.
  • Manages sales cycles from discovery to close with attention to detail, responsiveness, and strong execution in all phases of the prospects’ buying cycle.
  • Delivers results attaining quarterly revenue targets.
  • Provides input to internal teams, based upon Pileus feedback from current and potential customers to drive product roadmap and development.

 What you have:

  •  4+ years experience in selling SaaS-based software to Managed Service Providers (MSP’s).
  •  A clear understanding of how Cloud (AWS, GCP, AZURE) works and is consumed.
  • Experience generating leads, qualifying, and managing the entire sales cycle.
  • History of consistently hitting and/or exceeding sales goals/quota.
  • Start-up inspired team player and consistently reliable individual contributor.
  • Strong negotiation skills.

 Bonus points:

  • Understanding of Finops and Cloud cost optimization
  • Knowledge of formal sales methodologies such as Command of the Message and MEDDPIC
  • Experience in selling SaaS-based solutions specializing in Monitoring, Big Data, Business Intelligence, ML, and AI

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