We are seeking a highly motivated and strategic Senior Enterprise Account Executive to drive significant net-new business acquisition and rapid expansion in the IBERIA region (Spain and Portugal).
The ideal candidate must possess an established C-level network and a deep understanding of the local Enterprise ecosystem,
enabling immediate access to strategic opportunities.
Requirements
- Minimum of 8+ years of verifiable Enterprise technology sales experience (quota-carrying), with a consistent track record of exceeding targets in complex, team-selling environments.
- Mandatory: Proven success in new business acquisition and closing net-new logos within major Enterprise accounts.
- Deep understanding of IT infrastructure, Enterprise Storage, Hybrid Cloud architecture, and as-a-Service (SaaS, IaaS, PaaS) solutions.
- Expertise in consultative and value-based selling, capable of articulating complex technical solutions into quantifiable business value for C-level executives.
- Languages: Professional working fluency (written and spoken) in Spanish and English is mandatory. Proficiency in Portuguese is a significant strategic advantage.
- Self-motivated, results-oriented, and capable of working independently while providing highly accurate sales forecasting.
Responsibilities
The Senior AE is responsible for the full sales cycle, from aggressive opportunity creation to negotiation and close, with a primary focus on securing new logos across target verticals.
1. New Business Acquisition and Revenue Growth
Aggressively generate new leads and sales opportunities within a defined portfolio of Enterprise accounts in IBERIA.
Own the entire sales cycle (lead to close) and consistently exceed assigned annual and quarterly revenue quotas.
Manage and negotiate high-value, complex Enterprise deals (typically six figures and above).
2. C-Level Access and Strategic Account Development
Crucial Network Requirement: Leverage an existing, highly established network to gain immediate access to C-level decision-makers (CIO, CSO, CFO) within major Enterprise organizations across the territory.
Develop deep, multi-threaded relationships with executive stakeholders to understand business roadmaps and position CTERA as a strategic solution for data management, sovereignty, and cyber-resilience.
Focus acquisition efforts on strategic verticals, particularly Financial Services, Public Sector, and large-scale Manufacturing, where data compliance and hybrid cloud architecture are critical imperatives.
3. Channel Orchestration and Ecosystem Leverage
Develop and execute the sales strategy through the indirect channel, actively collaborating and enabling strategic System Integrators (SIs) and Value-Added Resellers (VARs) to generate and co-sell new business opportunities.
Orchestrate and lead a virtual account team (including Sales Engineers and specialists) to ensure the technical and strategic success of complex engagements.
Maintain high-level relationships with key partners to ensure CTERA's inclusion in their cloud transformation and data center modernization projects.
4. Operational Excellence
Provide timely and accurate sales forecasts and maintain meticulous account and opportunity documentation using the CRM platform (required expertise with Salesforce.com).
Develop and execute detailed Strategic Account Plans for named accounts, including specific strategies to acquire new customers and displace competitors.
