Acceldata

• Design, execute, and optimize integrated partner marketing campaigns with strategic alliance partners. • Build and execute account-based marketing (ABM) programs in collaboration with alliance and field sales teams. • Develop repeatable partner marketing motions that drive awareness, engagement and qualified pipeline. • Align partner campaigns with Acceldata's go-to-market priorities and target accounts. • Manage Acceldata's participation in strategic partner events and conferences. • Plan and execute event sponsorships, speaking opportunities, executive meetings, customer engagements, and partner networking activities. • Coordinate Acceldata's presence at events including: Knowledge, AWS re:Invent, VAST Data Forward, Reltio DataDriven. • Measure event effectiveness and optimize investment based on pipeline and revenue outcomes. • Create compelling co-branded assets including: Solution briefs, Joint value propositions, Customer success stories, Executive presentations, Partner sales enablement materials, Thought leadership content. • Analyze campaign effectiveness and provide actionable recommendations for optimization.

• Collaborate with Acceldata Account Teams, Product, and Customer Support teams to help prospects, customers, and partners identify the value and need for Acceldata solutions. • Develop, customise, and conduct technical presentations and product demonstrations to prospective customers, showcasing our solutions and how they address specific customer needs and challenges. • Proficiency in multiple Hadoop components (HDFS, Yarn, Spark, Hive, HBase, Ranger, Kerberos, Kafka, Zookeeper, etc.) & their working architecture, usage & workflow. • Hands-on experience with at least one of the following: Apache Spark, Trino, Jupyter and Airflow. • Partner with the Enterprise and Strategic Accounts teams to identify prospects’ environments and technical requirements to pursue tailored sales strategies, providing technical expertise to help close deals effectively. • Work closely with customers to design and develop solutions tailored to their data environments and technical requirements. • Develop comprehensive technical proposals & assist with crafting statements of work (SOWs). • Lead the implementation of POCs to demonstrate the value & functionality of our products in the customer's environment. Analyze results & present value-oriented results to stakeholders.

• Own Onboarding & Ramp • Directly run onboarding for every new Sales, Sales Engineering, Customer Success, Professional Services, Support and Partner hires through their first two to three months, and own their path to productivity. • Build a ramp curriculum and certification that accelerates the time from new start to close of first new business sale, with clear milestones and a real measure of readiness. • Get new hires fluent fast on our products, our market, our buyers, and how we win. • Track ramp time and time-to-first-deal, and keep tightening the program against those numbers. • Run Ongoing Enablement & Coaching • Build the recurring enablement cadence that keeps reps improving week over week: skills training, call coaching, role-plays, and certification. • Roll out a sales methodology and the playbooks behind it, and make sure the field actually uses them constantly in live deals. • Stand up the enablement tooling and content from scratch, including the platform, certification, and one place reps can find what they need. • Work across the Revenue Operations team to connect enablement to conversion and sales-cycle time, and use what you learn to adjust the programs. • Drive Product & Go-to-Market Readiness • Partner with Product and the Field CTO team so reps understand the value we deliver, can position our products and services, and can demo them well. • Own field readiness for new product launches so the team can sell new offerings on day one and we get to market faster. • Build demo certification and value-based selling skills together with the SE and Field CTO teams. • Turn marketing’s product and positioning content into training reps can actually use in front of customers.

• Serve as the trusted deal partner for the field on complex, high-value enterprise opportunities; from deal structuring and quoting through approvals and signature. • Structure contracts and licensing with the world’s largest companies: leveraging consumption/usage-based models, multi-year & ramped commitments, co-sell and marketplace transactions, and enterprise frameworks. • Own the quote-to-contract path: ensure accuracy, enforce approval workflows, and keep deals moving with urgency, especially at quarter- and year-end. • Be the connective tissue across Sales, Finance, Legal, Product, and Revenue Operations; driving alignment and fast, sound decisions on pricing, terms, and deal optimization. • Design and mature Deal Desk processes, approval matrices (delegation of authority), and playbooks from a maturing baseline into a scalable, referenceable and repeatable system. • Optimize and extend the tooling stack (CRM/CPQ/CLM and approval workflows), partnering with Revenue Operations to automate manual steps, reduce cycle time, drive adoption and improve standardization. • Identify gaps proactively and close them using automation, AI, and clean data to improve deal velocity, quote accuracy, and margin protection. • Translate sales team and customer feedback into process improvements, and codify what 'good' looks like as the team and deal volume grow. • Safeguard pricing integrity and margin while keeping the path to 'yes' fast and predictable for reps. • Partner on pricing strategy and packaging; surfacing insights from the deal pipeline to inform discounting guardrails and commercial policy. • Build sales enablement and self-serve guidance so reps know how to structure deals correctly the first time. • Lay the foundation for a future team: documentation, standards, and scalable processes that a growing Deal Desk can run on.

• Identify and qualify sales opportunities for the North America sales team • Prospect into enterprise-level accounts using various tactics • Research target accounts and identify potential customers • Understand and communicate Acceldata's value proposition • Qualify leads and nurture them through the sales funnel • Schedule appointments and demonstrations for the sales team • Collaborate with marketing and sales teams • Maintain accurate sales activity records in CRM software

• Own the North American new-logo ARR number. • Lead, coach, and develop a team of 4 enterprise AEs today, scaling to 8-10 by EOY through direct recruiting from your network and the market. • Build and enforce a MEDDPICC-driven inspection cadence across the team: deal reviews, pipeline scrubs, forecast calls; ensuring every rep operates with rigor and accountability. • Coach to Challenger/JOLT principles, running film sessions via Gong, diagnosing stuck deals at the champion vs. economic buyer level, and developing each AE’s ability to teach, tailor, and take control. • Own the full talent lifecycle: recruiting, onboarding, ramping, performance managing, and when necessary, upgrading talent. • Manage deal strategy at the executive level: engage directly on strategic and complex opportunities. • Monitor and improve win rates, average selling price (ASP), and sales cycle times as leading indicators of execution quality and team health. • Partner with Product to feed enterprise customer requirements into the product development cycle. • Collaborate with Marketing on account-based programs, ICP refinement, event strategy, and content that fuels enterprise pipeline.

• Develop and execute strategic sales plans to achieve and exceed revenue targets within assigned territory. • Identify target accounts and build strong relationships with key decision-makers throughout the organization. • Maintain strong sales pipeline and forecast to increase visibility of short and long-term prospects through Salesforce • Prospect, qualify, and close new enterprise accounts within the Fortune 500 while expanding relationships within the existing customer base. • Build and maintain relationships with account decision-makers and decision influencers, key business partners, and influencers in the territory • Comprehensively understand client needs and pain points, positioning our software solutions as essential tools for their business success. • Maintain a deep understanding of our software products and effectively communicate their value propositions to potential clients. • Conduct product demonstrations and presentations that highlight the benefits of our solutions in addressing client challenges. • Monitor industry competitors, new products, and market conditions to understand a customer's specific needs • Work closely with marketing, product development, and customer success teams to ensure a cohesive and integrated approach to client engagement. • Provide feedback from the field to help shape product development and marketing strategies. • Manage and grow partner relationships at the field level with ISVs and GSIs to drive revenue and client success • Lead negotiations and contract discussions, addressing client concerns and objections effectively. • Close deals in a timely manner while ensuring customer satisfaction and long-term success.

Associate Product Support Engineer Bengaluru / India Customer Success – Support / Full-Time / Hybrid About Us  Acceldata is the market leader in Enterprise Data Observability. Founded in 2018, Silicon Valley-based Acceldata has developed the world's first Enterprise Data Observability Platform to help build and operate great data products.   Enterprise Data Observability is at the intersection of today’s hottest and most crucial technologies such as AI, LLMs, Analytics, and DataOps. Acceldata provides mission-critical capabilities that deliver highly trusted and reliable data to power enterprise data products. Delivered as a SaaS product, Acceldata's solutions have been embraced by global customers, such as HPE, HSBC, Visa, Freddie Mac, Manulife, Workday, Oracle, PubMatic, PhonePe (Walmart), Hersheys, Dun & Bradstreet, and many more. Acceldata is a Series-C funded company and its investors include Insight Partners, March Capital, Lightspeed, Sorenson Ventures, Industry Ventures, and Emergent Ventures. About the Role Acceldata is seeking a high-energy Associate Product Support Engineer to join our elite team of Hadoop and Data Operations specialists. This role is designed for a junior professional looking to master the complexities of large-scale distributed systems. You will be responsible for ensuring the health of vendor-agnostic data lake environments, assisting with complex migrations, and providing expert-level troubleshooting for our global customers. This role offers a steep learning curve and the opportunity to work alongside senior engineers to stabilize and optimize high-throughput data pipelines. Key Responsibilities - Cluster Operations: Support the implementation, stabilization, and tuning of Hadoop data lake clusters (HDFS, YARN, Hive/Impala) under the guidance of senior engineers. - Troubleshooting: Assist in diagnosing issues across the entire stack, including hardware, software, applications (Spark, NiFi), and networks. - Performance Tuning: Participate in deep-dive analysis to optimize data processing jobs, aiming for low-latency and high-throughput performance. - Migration Support: Provide dedicated support during and after migrations to ensure system reliability and prompt resolution of evolving technical challenges. - Customer Advocacy: Listen actively to customer concerns, demonstrating empathy while providing technical solutions in a 24/7 global support environment. - Deployment: Assist with onboarding deployments of Acceldata products. Technical Requirements - Foundation: 1–3 years of experience in distributed systems, cloud environments, or data management services. - Hadoop Stack: Good understanding of HDFS, YARN, and Hive/Impala. Working knowledge of Kafka, NiFi, and Cloudera Manager is a plus. - Linux Proficiency: Strong command-line skills; ability to configure and troubleshoot RedHat and Debian-based distributions. - Scripting: Experience with scripting languages such as Python, Bash, or Scala for automation and debugging. - Education: A Bachelor’s or Master’s degree in Computer Science or a related technical field. Operational Expectations - Shift Work: This role requires flexibility to work in rotational shifts to support our global 24/7 operations. - Collaboration: A proactive team player who can communicate complex technical issues clearly to both internal engineering teams and external customers. Acceldata is an equal opportunity employer At Acceldata, we are committed to providing equal employment opportunities regardless of job history, disability, gender identity, religion, race, color, caste, marital/parental status, veteran status or any other special status. We stand against the discrimination of employees and individuals and are proud to be an equitable workplace that welcomes individuals from all walks of life if they fit the designated roles and responsibilities. Life @ Acceldata #LifeAtAcceldata is all about working with some of the best minds in the industry and experiencing a culture that values an ‘out-of-the-box’ mindset. If you want to push boundaries, learn continuously and grow to be the best version of yourself, Acceldata is the place to be!  We also believe in providing our employees with the right tools and resources to help them excel at their job. What should you know about joining Acceldata?   At Acceldata, each job and role serves a purpose towards our business goals. You’ll have opportunities to make an immediate impact on mission-critical projects as you work with highly capable and ambitious peer groups. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

• Take ownership of complex customer environments • Mentor junior team members • Drive the reliability of Hadoop and Spark-based data processing systems • Collaborate closely with customer engineering teams • Deliver high-throughput Hadoop and Spark applications • Solve complex data challenges during migration and upgrades • Ensure reliability and optimise post-migration system performance

• Take ownership of complex customer environments • Mentor junior team members • Drive the reliability of Hadoop and Spark-based data processing systems • Collaborate closely with customer engineering teams to deliver high-throughput Hadoop and Spark applications • Solve complex data challenges during migration and upgrades • Ensure reliability and optimise post-migration system performance