Enterprise Account Executive, Azul Prime - (Remote)

Azul Systems, Inc.; San Francisco, Northern (CA, KY); Hybrid; USD 180,000 - 240,000; Full time

Job summary

Azul Systems, Inc. is seeking a Cloud Sales Specialist to grow the Platform Prime base and drive North America revenue. The role is quota-driven, remote in the US, ideally West region, and involves selling both on-premise and cloud solutions to large enterprises.

You will coordinate with Sales Engineers, Marketing, and Customer Success to deliver compelling demonstrations and proposals, while driving a strong 3x pipeline and measurable quarterly results.

Qualifications

• 15+ years direct software sales experience.
• Proven track record of direct sales of both on-premise and cloud-based software into large enterprises and SaaS.
• Experience across verticals: online retail, e-commerce, ad-tech, gaming, financial services.
• Significant experience selling into the infrastructure space (OS, JVM, Container).
• Experience collaborating with a Technical Sales Engineer.
• Extensive experience selling technical products requiring technical POCs.
• Experience selling enterprise products based on Java-based Open Source is highly desired.
• Undergraduate degree or equivalent experience.

Responsibilities

• Develop and implement sales strategies to generate new Prime opportunities.
• Engage with Platform Core customers to address challenges and needs.
• Manage full sales cycle from lead to close; build a robust pipeline.
• Collaborate with Sales Engineers, Marketing, and Customer Success for demos and proposals.
• Lead contract negotiations and close monthly and quarterly targets.
• Maintain accurate activity and forecast in Salesforce.

Skills

Executive-level selling

Multi-level selling

MEDDPICC

Sales tools & CRM

Sales forecasting

Education

Undergraduate degree or equivalent experience

Tools

Salesforce

Job description

We are seeking a motivated and results-driven Cloud Sales Specialist to help grow our Platform Prime customer base and increase revenue. This role will play a pivotal role in driving North America sales through a mix of new Platform Prime customer acquisition and cross-selling into existing Platform Core clients. You will work closely with the sales and technical teams to communicate the value of Azul’s solutions to both technical and business stakeholders.

This is an individual-contributor, quota-carrying role that can be based remotely in the US, preferably in the West region.

What You’ll Do (aka Responsibilities):

• Sales Strategy & Execution: Develop and implement strategies to generate new Prime business opportunities and achieve sales targets within assigned territories/accounts.
• Client Engagement: Actively engage with existing Platform Core customers to understand their unique challenges and business needs, providing Azul solutions.
• Sales Pipeline Management: Manage the entire sales cycle, from lead generation to close. Maintain a robust pipeline of opportunities and forecast accurately. Build a 3X pipeline.
• Cross-functional Collaboration: Work closely with Sales Engineers, Marketing, and Customer Success teams to ensure prospects receive comprehensive, clear, and accurate product demonstrations, proposals, and support.
• Negotiation & Closing: Drive contract negotiations, while consistently closing business on a monthly and quarterly basis.
• Reporting: Maintain accurate records of sales activity, progress, and outcomes in Salesforce.

What You’ll Bring (aka Experience and Education)

• 15+ years direct software sales experience
• Proven track record of direct sales of both on-premise and cloud-based software solutions into large enterprises, as well as SaaS centric companies
• Demonstrated experience in key verticals: online retail, e-commerce, ad-tech, gaming and financial services
• Significant experience selling into the infrastructure space (OS, JVM, Container) versus the application space
• Confident experience working in close partnership with a Technical Sales Engineer
• Extensive experience selling technical products that require technical POCs
• Experience selling enterprise products based on Java-based Open Source, highly desired
• Undergraduate degree, or equivalent experience

What You'll Bring (aka Skills and Competencies)

• Exceptional communicator, influencer and presenter
• Ability to Evangelize a new solution where there most likely is not an existing budget placeholder
• Demonstrated ability with Multi-Level selling
• Proficient in deal qualification methodologies, MEDDPICC preferred
• Progressive and proactive use of industry sales tools and systems

Location

• Remote, ideally someone located in the Pacific Time Zone