Market Development Lead (Azure) – Journey to Cloud

About Excelero:

Excelero is the market leader in storage software that powers Database, AI training, Commercial HPC and Analytics workloads at any size and performance scale. With its partners, Excelero enables customers to massively improve ROI across their entire infrastructure, levering standard instances in the Public Clouds as well as standard servers in data center and maximizing GPU and NVMe utilization, minimizing overheads and reducing software license costs.

About the role:

We are looking for an experienced fast-paced business development person to join a dynamic environment and an outstanding team, driving and accelerating customers transition from legacy environments to Public Cloud services. You should speak the language of our customers, map their business, technical and regulatory needs into Public Cloud storage requirements.


  • Drive demand generation and incubate Public Cloud solutions with new/existing customer-base
  • Identify end-customers workloads requirements and guide customers stakeholders (technical, marketing, business) in their Public Cloud transition process
  • Work closely with Microsoft Azure product and field teams to align joint GTM market activities
  • Qualify opportunities and build business pipeline
  • Build and manage relationships with enterprise customers
  • Understand customers problems and work with technical team and partners to build solutions
  • Drive partnering with customers and ecosystem to extend the value of Excelero Cloud Solutions
  • Lead and influence at customers’ and partners’ executive’s levels globally
  • Demonstrated understanding of the Enterprise Applications market and competitive landscape

About you:

The ideal candidate will possess a business development and cloud computing background in the Database, AI/ML/DL, Analytics and Commercial HPC markets. The candidate should have demonstrated experience engaging senior-level executives in past roles, understanding of the markets’ use-cases, with expertise in systems and infrastructure. You will have a demonstrated ability to think strategically about business, product, and technical challenges, with the skill-set to drive tactical execution of sales and market development goals.


  • 10+ years in sales or business development preferably 5 years in Public Cloud solutions
  • 5+ years of experience in the enterprise software industry while leading/partaking in designing and executing programs to migrating existing on-premise customers to Public Clouds
  • Consultative or solution selling experience of 4-5 years
  • Strong knowledge of cloud IaaS solutions
  • Experience and understanding in Database, AI/ML/DL, Analytics and Commercial HPC markets
  • Experience selling Enterprise software, IT solutions, Cloud solutions (IaaS, PaaS, SaaS)
  • Fundamental knowledge of IT architecture preferred
  • Preferably background in storage/cloud/data centers/networking/infrastructure software
  • Track record of successful strategy development, sales execution and business development
  • Proven experience of consistent success with a maintaining and building client relationships within an enterprise account base
  • Evidence of high performance, entrepreneurial spirit and team player
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