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Presales Consultant, Middle East

MinIO

MinIO

Sales & Business Development
Riyadh Saudi Arabia
Posted on Thursday, July 4, 2024
Background

Sales Consultants at MinIO collaborate with our field sales teams, including Account Executives (SAs) focused on acquiring new logos and Global Account Managers (GAMs) focused on serving existing customers. MinIO serves 77% of the Fortune 100 companies, and we are determined to further expand our prestigious customer base throughout the Middle East.

Your main responsibility in this role is to work closely with the sales teams to win deals with new logo prospects and also expand our offerings to existing customers. This includes targeting Commercial, Mid-Market, and Enterprise accounts through both Inbound and Outbound teams. The key to successful sales is demonstrating excellent customer empathy, conducting thorough discovery, and defining the value of our open-source-to-commercial license approach. In this role, you will collaborate with internal subject matter experts, sales and value engineers, and the field CTO organization to understand customer business/technical challenges and develop unique MinIO solutions. As an sales consultant, you will work alongside MinIO's Customer Experience team to ensure that proof-of-concepts (POC's) are well-defined, and the results of POC's are clearly understood and actionable.

What You Will Do

We are looking for an experienced, driven, hard-working, methodical Sales Engineer who will be a key field team member to help drive MinIO's overall Customer New Logo, ARR and NDR results. You thrive on "jumping in" and creating repeatable, known best practices. As a founding go to market member, you will help us build scale process and scope to our approach working in the Middle East, across motions and/or segments:

  • MinIO Value Proposition Expert: As an experienced technical sales consutant who understands infrastructure implications including database and storage with modern, AI-centric applications, you will become an expert in translating MinIO's value proposition into the language and metrics of the customer to sell the outcome impact to business buyers as well as technical buyers
  • Customer Engagement: Collaborate with the sales team to identify and qualify leads, understand customer requirements, and provide technical support throughout the sales process. Conduct product demonstrations, presentations, and technical discussions with customers to showcase the value proposition of our solutions. Address customer inquiries, concerns, and objections related to product functionality, performance, and integration
  • Solution Design: Analyze customer needs and propose tailored solutions that align with their business objectives and technical requirements. Work with internal teams (e.g. Customer Experience, Field CTO's and Product) to customize and configure solutions to meet customer specifications. Provide technical guidance and recommendations to help customers optimize the use of our products/services
  • Sales Support: Assist the sales team in preparing proposals, quotations, and technical documentation for customer presentations and contract negotiations. Collaborate with marketing to develop technical content, case studies, and product collateral to support sales efforts. Participate in trade shows, industry events, and customer meetings to promote our products/services and expand our customer base
  • Relationship Management: Build and maintain strong relationships with customers, partners, and stakeholders to foster trust, loyalty, and long-term business partnerships. Act as a trusted advisor to customers, providing ongoing technical support, training, and assistance post-sales

MinIO is seeking an experienced sales consultant to work in conjunction with our field sales teams, both new logo focused AE's and customer focused Global Account Managers. 77% of the Fortune 100 run MinIO today and we are looking to continue to cultivate an enviable customer base.

As a sales consultant, your focus will be to work synergistically with the sales teams to win new logo deals as well as existing customer expansion deals across Commercial, Mid-Market and Enterprise accounts across both Inbound and Outbound teams. The key sales motion is one of high customer empathy, discovery and value definition to lead the open-source-to-commercial license motion. This role will collaborate closely with internal subject matter experts, sales and value engineers and the field CTO organization to translate customer business/technical challenges into business solutions uniquely solved by MinIO. As an sales consultant you will work in conjunction with MinIO's Customer Experience team, who is accountable for conducting POC's, to ensure POC's are well defined and results are well understood and actionable.

Requirements

Experience That Will Help You Be Successful

  • 10+ years of proven experience in sales consulting/sales engineering for global enterprises, having worked with a minimum of 3 firms for at least 2 years each. Experience includes collaborating with Account Executives (AE) and/or Global Account Managers (GAM) to acquire new clients and develop new customer use cases
  • Previous experience in early-stage start-ups within specific regions is a bonus
  • Strong technical skills, with the ability to comprehend and communicate complex technical concepts effectively. Capable of translating new application requirements into MinIO requirements
  • Experience with data-intensive applications is required, including object storage, database, cloud-native, and AI applications
  • Previous time in private and/or public cloud environments is preferred
  • Working with or selling to technical leaders such as CTOs or VPs of Architecture
  • Prior storage experience, especially with S3 object storage, is a plus
  • Excellent communication, presentation, and interpersonal skills. Proven track record of achieving significant successes for previous firm(s)
  • Demonstrated ability to work independently, manage multiple projects, and thrive in a fast-paced, dynamic environment. Flourish when given responsibility and take extreme ownership
  • Willingness to travel as required for customer meetings, events, and sales support
  • Bachelor's degree in Engineering, Computer Science, or a related field (Master's degree preferred)