Deal Strategist

VAST Data is looking to hire a Sales Acceleration Strategist!

This is a great opportunity to be part of one of the fastest-growing infrastructure companies in history, an organization that is in the center of the hurricane being created by the revolution in artificial intelligence.

"VAST's data management vision is the future of the market." - Forbes

VAST Data is the data platform company for the AI era. We are building the enterprise software infrastructure to capture, catalog, refine, enrich, and protect massive datasets and make them available for real-time data analysis and AI training and inference. Designed from the ground up to make AI simple to deploy and manage, VAST takes the cost and complexity out of deploying enterprise and AI infrastructure across data center, edge, and cloud.

Our success has been built through intense innovation, a customer-first mentality and a team of fearless VASTronauts who leverage their skills & experiences to make real market impact. This is an opportunity to be a key contributor at a pivotal time in our company’s growth and at a pivotal point in computing history.

THE ROLE:

We are seeking a Sales Strategist who thinks beyond convention. The ideal candidate will have a proven track record in complex and creative deal making, software licensing, transaction creation, and deal structuring for large transactions and strategic partnerships. You will play a crucial role in helping the sales team navigate multi-million dollar opportunities and spearheading high-impact sales strategies, while connecting strategic pursuits across major geographical regions as part of a global team. You will be a builder (The VAST Way), not a box checker. Your mission is to help sales sell more, faster.

This is both an internal-facing role supporting sales (~80%) and a customer-facing role (~20%). 

Key Responsibilities:

• Help the sales team see the expansive potential of an opportunity, and close them faster
• Engage early with sales teams to shape a financial sales strategy around customer constraints and aligned with their business objectives
• Provide guidance and support to both sales teams and customers in effectively understanding the financial value of our solutions and macroeconomic dynamics
• Help the sales team leverage our tools, or create new, to construct TCO / ROI analyses for strategic opportunities
• Work closely with senior business partners to understand our technology and business roadmap and develop sales strategies to harness the financial potential
• Lead deal strategy and negotiations and work collaboratively with our Deal Desk who manages across sales, operations, finance, legal, and product teams to structure, model and document complex deals
• Stay informed about market trends, competitive landscape, and industry developments to inform deal strategies 
• Enable the sales teams to adopt and deploy new tactics and strategies that borrow from, and in some cases create, best practices 
• Act as an executive or financial sponsor for account teams to align with customer personas
• Think big and bold while engaging in deals 
• Be a forcing function for our deal qualification methodology (MedRick)

• Proven experience in deal creation and management, with a focus on complex deal making and software licensing
• Strong financial acumen with experience in financial modeling and analysis, like TCO and ROI
• Excellent negotiation and communication skills
• Ability to influence and persuade stakeholders at all levels
• Ability to thrive in a fast-paced environment and manage multiple priorities effectively
• Knowledge of enterprise software solutions and industry trends is highly desirable