AE Neo Cloud - US

Responsibilities

• Pursue named accounts.
• Build a pursuit plan for each account. Map the buying group from infrastructure engineers to the CXO, and build relationships across it.
• Run discovery. Learn how each NeoCloud runs its stack, where storage costs and performance limit it, and how Backblaze fits. Work with the Sales Engineer and Field CTO on technical validation and proof-of-concept testing.
• Choose the route. Your motion is Sell-To. Decide with your manager when an account also calls for Sell-With, which Strategic Partnerships runs with the Head of NeoCloud Sales. When a partner such as NVIDIA, Super Micro, Weka, VAST, or AMD helps win the account, bring in Strategic Partnerships.
• Shape the deal. Work with your manager and legal on multi-year commitments, SLAs, and revenue share when Backblaze runs behind a NeoCloud's storage service.
• Sell inside Backblaze. Pull Cloud Operations and Engineering into the integration early. Their time is as scarce as your buyer's, and you will earn it.
• Line up executive sponsors. Secure a Backblaze executive sponsor and a customer executive sponsor on every priority account.
• Hand off and expand. Bring in the strategic account manager in Customer Success as customers go live, and stay in the account as it grows.
• Keep the forecast honest.
• Maintain accurate pipeline, next steps, and close dates in the CRM.

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