About This Team:
The InfoScale sales team is a high-performing, enterprise-focused organization dedicated to helping customers ensure continuous availability of their most critical applications and data. Operating at the intersection of infrastructure, resilience, and cyber recovery, the team partners with some of the largest organizations in North America to solve complex challenges around uptime, risk mitigation, and operational continuity.
This team is composed of experienced account executives, sales engineers, and cross-functional specialists who collaborate closely to deliver measurable business outcomes for customers. With a strong culture of accountability, strategic execution, and teamwork, members are empowered to take ownership of their accounts while leveraging deep technical expertise and a robust partner ecosystem.
The environment is fast-paced and results-driven, with a focus on winning large, strategic deals, expanding long-term customer value, and building trusted executive relationships. Success on this team requires a combination of sales discipline, business acumen, and the ability to navigate complex enterprise environments while consistently delivering impact.
Job Description
The Principal Enterprise Account Manager – InfoScale role is a senior sales role responsible for driving new and expansion revenue across a defined portfolio of named accounts in North America. This role focuses on helping organizations ensure continuous operations, cyber resilience, disaster recovery readiness, and infrastructure modernization for mission-critical systems.
You will own the full enterprise sales lifecycle and serve as a trusted advisor to customer and partner stakeholders responsible for availability, business continuity, and cyber recovery. Success in this role requires deep experience selling complex infrastructure software into large-scale enterprise environments and navigating multi-year buying cycles.
The ideal candidate is a seasoned enterprise seller with strong executive presence, a history of closing seven-figure infrastructure or platform deals, and the ability to align technical resilience solutions to measurable business outcomes.
Key Responsibilities
- Own the end-to-end enterprise sales lifecycle for assigned named accounts, from account planning and opportunity identification through negotiation, close, and renewal.
- Develop and execute account-based sales strategies aligned to customer business priorities, IT initiatives, and budget cycles.
- Drive new and recurring ARR by expanding use cases across high availability, disaster recovery, cyber resilience, and application modernization.
- Build and deliver value-based business cases that demonstrate business continuity, risk reduction, improved recovery objectives (RTO/RPO), and cost efficiency.
- Maintain full accountability for pipeline health, forecast accuracy, and revenue outcomes within the assigned accounts.
- Serve as a trusted advisor to senior IT, infrastructure, operations, and cybersecurity leaders.
- Develop a deep understanding of each customer’s application landscape, infrastructure architecture, and resiliency requirements, including digital transformation and modernization initiatives.
- Build and sustain strong relationships with customer stakeholders, systems integrators, and channel partners.
- Navigate and manage complex enterprise procurement processes, including large-scale sourcing events, renewals, and multi-year agreements.
- Orchestrate internal teams (Sales Engineering, Architecture, Product, Support, Legal, and Finance) to support deal strategy and execution.
- Identify and mitigate risks related to deployment success, customer satisfaction, and post-sale outcomes.
- Leverage disciplined account planning, MEDDICC-style qualification, and modern sales tools to accelerate deal velocity.
- Take full ownership of territory execution while fostering a collaborative, team-oriented culture across internal and partner ecosystems.
Required Experience & Skills
- Bachelor’s degree or equivalent experience
- 12+ years of enterprise sales experience in infrastructure software, availability, data protection, or resiliency solutions
- Proven track record of exceeding quota and closing large, complex, multi-year enterprise deals
- Experience selling into large North American enterprises with an understanding of corporate buying processes and stakeholder alignment
- Experience working with and through systems integrators, strategic partners, and channel ecosystems
- Ability to build trusted relationships with senior executives, business leaders, and technical decision-makers
- Strong understanding of business continuity, disaster recovery, cyber resilience, and infrastructure modernization trends
- Demonstrated ability to lead complex, cross-functional account teams
- Strategic mindset with strong account planning, opportunity management, and deal execution skills
- Comfortable navigating internal deal strategy, pricing, legal, and commercial approval processes
- Growth mindset with adaptability in dynamic enterprise environments
- Excellent verbal and written communication skills in English
Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance.
NY generally ranges: $216,306-$324,458
CA generally ranges: $225,710-$338,565
All other locations fall under our General State range: $190,701-$286,052
Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.
About Us:
Cloud Software Group is one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value passion for technology and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap -- a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.
Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.
Cloud Software Group will consider qualified applicants with a criminal history and conduct the recruiting process in accordance with the California Fair Chance Act, Los Angeles County Fair Chance Ordinance for Employers and San Diego Fair Chance Ordinance. For access to the laws see the following links: California FCA and Los Angeles FCO.
If you need a reasonable accommodation due to a disability during any part of the application process, please contact us via the Bridge portal for assistance.
