Regional Territory Manager - OpenDrives

About Us:

Join the team at OpenDrives, a rapidly growing data services company that is dedicated to solving complex technology problems with innovative yet practical solutions. Our customers range from Hollywood blockbusters, to medical imaging specialists, to academia, and everything in between. Our company's core values are summed up in the word OPEN, which stands for open-mindedness, persistence, effectiveness, and nimbleness. We are looking for empathetic, self-starting professionals who are passionate about exceeding customer expectations and who thrive in a collaborative, supportive environment. If you're a curious listener, with a commitment to excellence, and want to be part of an organization that is dedicated to solving real-world data management challenges, we invite you to apply to join our team today.

About the Role:

We are looking for a  Regional Territory Manager (preferably on the West Coast) with a familiarity, focus, and understanding of Media and Entertainment workflows to join our Sales Team. The Sales team at OpenDrives is responsible for sales activities ranging from: prospecting targeted accounts/verticals, sourcing leads, qualifying opportunities, working with channel partners, and presenting initial virtual and live presentations to prospective clients and partners. As a Regional Territory Manager, you will have a direct impact on the success of the company through your ability to effectively cultivate our current relationships and drive new opportunities  within the Media and Entertainment market.

Essential Duties and Responsibilities: 

To perform this job successfully, an individual must be able to perform the following satisfactorily; other duties may be assigned. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Prospect to identify net new opportunities in the Media & Entertainment segment
• Manage an established book of accounts
• Meet/exceed assigned goal on a quarterly basis
• Identify, qualify and set appointments
• Deep understanding and research on key target accounts in Media & Entertainment
• Work closely with Field Marketing to develop outbound call campaigns 
• Help progress opportunities as needed and directed with field Account Executives
• Handle project upsells and renewals as needed
• Qualify and respond to marketing generated leads
• Help drive attendance to company events via email and/or calls
• Work with Channel on outbound prospecting campaigns with partners
• Communicate with Marketing on strategy, lead generation, lead programs
• Continually keep up with current storage trends, companies, news releases, and competitor news
• Daily use of sales enablement tools including but not limited to Salesforce.com, Discover.org, Gmail, LinkedIn
• Travel required as needed for client and partner visits

Competencies and Skills:

To perform the job successfully, an individual should demonstrate the following.

• Consistent track record of exceeding quota and penetrating net-new accounts 
• Ability to effectively manage and prioritize various sales-related activities and fluently adapt to shifting priorities
• Leverage your existing established relationships within your assigned territory
• Excellent verbal, written and presentation skills
• Create and deliver an ROI/TCO detailed proposal 
• Ability to clearly communicate OpenDrives business value to varying roles in an IT organization including the “C” suite
• Strong organizational skills and effective time management
• Demonstrated ability to optimize performance and drive results in a fast-paced environment

Education and Experience:

• Minimum 3 years of experience in high tech storage/software sales
• BA/BS Degree required- prior work experience will be considered as a suitable alternative
• Workflow knowledge of Media and Entertainment a requirement, but some or all of the following verticals:
  • HPC/Research/Scientific Computing
  • Corporate Video
  • Ideally have successfully worked in early-stage companies 

Physical Demands:  

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and use hands to finger, handle, or feel.  The employee is frequently required to talk or hear; stand and walk. The employee must be able to occasionally lift and/or move up to 10 pounds.  This job operates partially in a clerical, office setting, but also includes on-site visits to customer locations and conferences depending on the territory.

Work Environment:  

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.

The above job description is not intended to be an all-inclusive list of duties and standards of the position.  Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.

Benefits:

We have some awesome perks if you want to work with us.

• Incredible vacation policy and flexible schedule
• 15 paid holidays
• Great health, dental, and vision insurance
• Employer and Employee Paid Life Insurance & AD&D Options
• Voluntary Short & Long Term Disability Options
• Flexible Spending Account/Health Savings Account Options
• Employee Assistance Program
• 401(k)
• Options for hybrid remote/office work, or full remote
• Cell Phone and Internet Allowance
• A culture of empathy and empowerment

Pay Scale Disclaimer:

The hiring base salary range for this role is $120,000.00-130,000.00 USD annually plus variable compensation.

Please note that the compensation information provided is a good faith estimate for this position only and is provided pursuant to the California Salary Transparency in Job Advertisements Law. OpenDrives takes into consideration a candidate's education, training, and experience, external market and internal value, including seniority and merit systems, and internal pay alignment when determining the salary level for potential new employees. In compliance with the California Law, a potential new employee's salary history will not be used in compensation decisions.