Strategic Account Executive, Cleveland

About the role

The Strategic Account Executive in Cleveland will own the end-to-end sales lifecycle for a designated portfolio of strategic enterprise customers within the region. This role requires the individual to act as a trusted advisor, translating Rubrik's value proposition into tangible business outcomes for high-profile clients. The successful candidate will leverage their expertise to identify, qualify, and convert complex sales opportunities while maintaining rigorous forecasting accuracy. Ownership of key relationships will involve navigating multi-level organizational structures to influence stakeholders and secure executive sponsorship. The position is accountable for driving both new revenue and expansion within existing accounts to ensure robust growth metrics are met. Collaboration with internal stakeholders will be essential to architect solutions that align with client business objectives and reinforce long-term partnerships. Ultimately, this role will directly contribute to the strategic goals of the enterprise sales team by establishing Cleveland as a stronghold of customer success and retention.

Key facts

What you'll do

• Architect and execute comprehensive account plans that map customer business goals to Rubrik's solution roadmap.
• Lead complex, multi-threaded sales engagements that involve identifying economic buyers and technical influencers within target organizations.
• Conduct discovery sessions to uncover critical business pain points and position data management and protection strategies as strategic imperatives.
• Partner with Customer Success and Professional Services teams to ensure seamless onboarding and adoption for new strategic accounts.
• Analyze competitive landscapes and market trends to refine sales approaches and counter competitive threats effectively.
• Utilize advanced negotiation techniques to secure favorable contract terms while maximizing lifetime value across the portfolio.
• Develop and present executive-level business cases that demonstrate clear return on investment and total cost of ownership advantages.
• Leverage CRM platforms to maintain meticulous records of all customer interactions, ensuring transparency and continuity in account management.
• Collaborate with Product Management to relay frontline customer feedback for informing future product development and enhancements.
• Drive the adoption of Rubrik's ecosystem by identifying adjacent use cases and expansion opportunities within existing customer environments.
• Monitor key performance indicators to evaluate the health of strategic accounts and implement corrective actions when necessary.
• Represent Rubrik at industry conferences and key client events to strengthen brand visibility and reinforce thought leadership.
• Build and maintain a robust network of internal advocates to facilitate smoother sales cycles and access to opportunity.
• Proactively identify risks within account portfolios and work with leadership to develop mitigation strategies that preserve revenue streams.

Requirements

• Hold a Bachelor's degree in Business, Marketing, or a related field from an accredited institution.
• Possess a minimum of five years of experience in technology sales, with a focus on complex enterprise solutions.
• Demonstrate a strong understanding of cloud solutions, data security technologies, and data management principles.
• Provide a proven history of meeting or exceeding sales quotas and performance targets consistently over multiple quarters.
• Exhibit excellent communication skills, including the ability to convey technical concepts to non-technical stakeholders.
• Show strong interpersonal skills that foster trust and collaboration with clients at all organizational levels.
• Maintain the flexibility to travel as needed to conduct client meetings, site visits, and industry events across the region.
• Display a commitment to ethical sales practices and compliance with all company policies and regulatory requirements.
• Thrive in a fast-paced environment where adaptability and resilience are essential for managing competing priorities.
• Demonstrate ownership and accountability for the full sales cycle, from initial contact through to contract execution and renewal.

Nice to have

• Hands-on experience with Software-as-a-Service (SaaS) products and cloud-native solution architectures.
• Familiarity with Customer Relationship Management (CRM) software and sales analytics platforms for tracking pipeline progression.
• Prior experience selling to enterprise-level decision-makers in the technology or data protection sectors.
• Knowledge of data backup, recovery, and compliance frameworks relevant to regulated industries.
• Exposure to consultative selling methodologies and solution-based selling approaches.

Practical notes

This role is eligible for visa sponsorship, ensuring that qualified international candidates can pursue opportunities without restriction. The position operates on a full-time schedule, requiring availability during standard business hours with potential adjustments to accommodate client needs. Travel requirements are moderate, involving periodic visits within the Cleveland region and occasional attendance at national industry events. Applications will be accepted until the position is filled, encouraging early submission of comprehensive materials for consideration.