Software Sales Specialist, Azul Prime - North America (Remote)

Azul; Boston (MA); Remote; USD 120,000 - 160,000; Full time

Job summary

A leading tech company is seeking a motivated Prime Sales Specialist to enhance its customer base and revenue. The specialist will engage existing clients while strategizing to acquire new ones, managing the full sales cycle. Ideal candidates are expected to have over 15 years of software sales experience, particularly in operating systems and infrastructure solutions. This role allows for remote work from the Eastern or Central Time Zone and includes significant collaboration with various teams.

Qualifications

• 15+ years direct software sales experience.
• Proven track record in direct sales of both on-premise and cloud-based software solutions.
• Experience selling into the infrastructure space.

Responsibilities

• Develop and implement strategies to generate Prime business opportunities.
• Engage with existing Platform Core customers to understand their needs.
• Manage the entire sales cycle from lead generation to close.

Skills

Exceptional communicator

Influencer and presenter

Deal qualification methodologies

Multi-Level selling

Proficient in industry sales tools

Education

Undergraduate degree or equivalent experience

Job description

We are seeking a motivated and results-driven Prime Sales Specialist to help grow our Platform Prime customer base and increase revenue. The Prime Sales Specialist 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.

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 Eastern or Central Time Zone