Acceldata

• 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

• Collaborate with Acceldata sales, product, finance, and support teams to help prospects and partners identify the value and need for Acceldata Products to drive sales. • Customize and conduct technical presentations and product demonstrations to prospective customers, showcasing our solutions and how they address specific customer needs and challenges. • Partner with sales 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 and assist with crafting SOWs. • Lead the implementation of proof of concepts to demonstrate the value and functionality of our products in the customer's environment. Analyze results and present findings to key stakeholders. • Support from professional services and engineering will be provided as needed for technical expertise, closing gaps, or handling large or long-term engagements and pilots. • Provide internal support to sales, presales, marketing, partner and product teams. This includes marketing content development, demo asset creation, field intelligence, training, subject matter expertise, etc. to drive company success. • Educate the sales team on the technical aspects of data observability solutions, enabling them to effectively communicate product value to customers and prospects. • Develop and maintain technical documentation, including product guides, technical specifications, and knowledge base articles, to aid customers and internal stakeholders in understanding and utilizing the data observability solutions.

• 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.

• 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, customize, and conduct technical presentations and product demonstrations to prospective customers, showcasing our solutions and how they address specific customer needs and challenges. • 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. • Support from professional services and engineering will be provided as needed for technical expertise, closing gaps, or handling large or long-term engagements and pilots. • Provide internal support to sales, presales, marketing, partner and product teams. This includes marketing content development, demo asset creation, field intelligence, training, subject matter expertise, etc. to drive company success. • Educate the sales team on the technical aspects of data observability solutions, enabling them to effectively communicate product value to customers and prospects. • Assist in the development and maintenance of technical documentation, including product guides, technical specifications, and knowledge base articles, to aid customers and internal stakeholders in understanding and utilizing the data observability solutions. • Partner with AE’s and sales managers to ensure deal qualification - making sure a strong solution and technical fit before significant technical investment.

• 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.

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. *We are looking for candidates on the West Coast* Position Summary We are seeking a dynamic and results-driven Account Executive to join our growing team. As an Account Executive, you will be a crucial member of our sales force, responsible for cultivating and managing relationships with our valued clients. Your primary focus will be on driving revenue growth, expanding our customer base, and delivering exceptional customer experiences. We’re looking for someone who can: Sales Strategy and Planning: 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 Client Acquisition and Expansion: 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. Product and Industry Expertise and Demonstration: 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 Collaboration with Cross-Functional Teams: 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 Contract Negotiation and Closing: 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. What makes you the right fit for this position? 7+ years of quota-carrying, enterprise software sales into the Fortune 500 with a proven track record of exceeding quota. Strong Experience prospecting, driving, orchestrating, and closing complex sales cycles within the Data Quality, Governance, Orchestration, Catalog, Management, or Reliability industries. Experience using Salesforce and other sales tools (Clari, LinkedIn Sales Navigator, Outreach, ZoomInfo, etc) to automate tactical elements of the sales process and accelerate deal velocity and increase productivity. Excellent verbal and written communication skills with the ability to articulate complex, value oriented and architecture concepts clearly and concisely. Willingness to develop territory via outbound prospecting, the SDR team, marketing, and partner organization. Excellent technical skills and understanding of databases, data warehousing, Cloud, ETL, and related eco system technologies. Comfortable speaking with data engineers, Chief Data Officers, and others with deep domain expertise in enterprise data management. Ability and willingness to work in a fast-paced and dynamic team environment. Ability to travel up to 50% meeting with prospects, visiting customers, trade shows, and other customer facing events. Willingness to work outside of work hours when necessary to meet client facing customer requirements (meeting presentation, contract negotiations, and other critical “move the needle” events. 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.