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Western Region Sales Representative at Univa
Silicon Valley, CA, US / Austin, TX, US / Phoenix, AZ, US

The Position

Univa is currently looking for a passionate individual with a strong software sales background and a solid understanding of positioning, selling and leading enterprise accounts to hybrid cloud computing models. As a sales professional, reporting to the Vice President of Sales, your primary responsibility will be to develop and cultivate prospects and to meet sales objectives through selling Univa’s compelling solutions which enable our customers to maximize compute resources on-premise and in the Cloud.

You will work directly with some of the largest enterprise accounts in the world, progressing the sales process through a structured sales methodology. You exhibit intimate knowledge of and experience managing the entire sales lifecycle.   Experience selling enterprise cloud offerings, open source software or exposure to High Performance Computing are great assets.

Responsibilities

  • Prospecting, Positioning, Pipeline – Identify prospects, develop a unique product positioning plan that differentiates Univa, and execute the plan to close the sale.
  • Acquire New customers – Engage in consultative relationship-building with prospects to develop sales opportunities through a combination of inbound leads and hunting-based activities.
  • Manage and grow existing customers – Maintain existing customer relationships and lead those customers through growth cycles.  Create, present, and sell to customers a comprehensive and actionable plan to extend their resources to the cloud.
  • Ownership of Sales Cycle – Own the sales process from introductory meetings through post-sales interaction with a keen eye on closing new accounts, expansion and upsell.
  • Sales CRM documentation – As a detailed oriented sales professional, document end-user interactions in salesforce.com and use this information to forecast effectively.

 Required Competencies

  • Communication – You are a master communicator and excel in writing. You can break down complex issues or concepts into easily digestible big picture animals, or low-level details, depending on the audience.
  • Collaboration – You are comfortable in a hub and spoke environment and working closely with global cross-functional teams. You excel at developing relationships and rank high in E.I.
  • Project Management – You are a master of details and able to drive multiple sales to successful conclusion at once. You manage prospects, customers and expectations superbly.
  • Flexibility – You must accommodate travel up to 50% of the time, as required.

Education and Experience Qualifications

  • 5+ years of directly related experience in Enterprise Software, of which 3+ years consist of deep exposure to B2B field sales (not inside) and territory management.
  • 5+ years of deep and extensive B2B Cloud Computing and SaaS software experience.
  • Substantial experience selling solutions to both CxOs and technical audiences.
  • You are proficient using popular tools such as Google, email, Office, Slack and Salesforce.
  • Experience in cloud technologies, cloud management, are required and experience with HPC or machine learning is a plus.
  • Experience selling CFD applications, EDA tools or distributed infrastructure is an asset.