Strategic Account Executive Frankfurt | Germany - Remote

Stellenbeschreibung:

Cohesity is the leader in AI-powered data security, serving over 13,600 enterprise customers, including more than 85 of the Fortune 100 and nearly 70% of the Global 500. Its solutions secure and protect data on‑premises, in the cloud and at the edge. Backed by NVIDIA, IBM, HPE, Cisco, AWS, Google Cloud, and others, Cohesity is headquartered in Santa Clara, CA, with offices around the globe.

We are looking for an Account Executive to join our Strategic Sales team. In this role, you will expand and acquire our footprint in 3–5 strategic DAX customers within enterprise technology, data security, and AI‑powered resilience. You will secure data under required governance and compliance regulations.

HOW YOU'LL SPEND YOUR TIME HERE

Build, manage, and progress a qualified sales pipeline, sourcing opportunities directly and through OEM, channel, or GSI partners.
Execute a clear, structured 3‑year account plan focused on growth across defined strategic accounts.
Work within complex customer organizations by identifying key stakeholders, building relationships, and engaging senior decision‑makers.
Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment, with guidance from Sales Engineers and leadership.
Develop and deliver value‑based proposals that connect Cohesity’s platform to customer security, resilience, and data insights.
Maintain accurate opportunity tracking and forecasting, and contribute to consistent quarterly performance.
Share customer insights and competitive feedback with the wider sales and product teams to support continuous improvement.
Prepare and navigate complex RFPs and manage a complex purchase process.

WE'LL LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING

Experience selling into strategic accounts.
Experience selling into and partnering with Information Security / Cybersecurity and Data Management teams, with a strong understanding of enterprise security frameworks and compliance standards.
A customer‑focused mindset with a strong interest in cybersecurity and data protection, especially ransomware and recovery.
Proven experience selling enterprise technology solutions, ideally within infrastructure, SaaS, or adjacent markets.
Evidence of success contributing to net‑new customer acquisition and growing existing accounts.
Foundational understanding of data security and backup technologies, with a willingness to deepen technical knowledge. Familiarity with Cohesity solutions (DataProtect, DataHawk, SmartFiles) and exposure to NetBackup, Dataprotect, or InfoScale is helpful but not required.
Comfort working with channel partners and an interest in developing co‑selling skills.
Strong communication skills, with the ability to present clearly to customers and internal stakeholders.
Experience using AI tools to improve productivity, organization, and sales effectiveness.
Master’s degree in Business or a related field, or equivalent experience.
Professional English and German language proficiency for customer and internal communication.
Willingness to travel as required.
Knowledge of financial industry regulations and frameworks, including DORA, NIS2, GDPR, and operational resilience requirements.
Experience managing complex procurement processes, RFPs, and multi‑stakeholder sales engagements.
Strong consultative and value‑based selling capabilities.
Hunter mentality with a strong focus on new business acquisition and revenue growth.
Consistent track record of exceeding sales targets and closing complex enterprise deals.
Strategic mindset combined with strong execution skills.
Excellent negotiation, presentation, and relationship‑building capabilities.
Entrepreneurial attitude, self‑motivation, and accountability.

Equal Employment Opportunity Employer (EEOE)
Cohesity is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

We work hard, move fast, and push boundaries to deliver exceptional work. We value integrity and respect, and promise to provide the tools for success and a culture that celebrates individual contributions and collective success. We empower growth through continuous learning opportunities and support ambitious, collaborative colleagues.

We strive to have a parity of benefits across regions. Benefits include healthcare coverage for you and your family, paid parental leave, flexible paid time off, additional company‑wide days off throughout the year, a robust wellness program, continuous learning opportunities, and a competitive salary and additional benefits package.