Proven experience selling on-premise and cloud-based solutions to large enterprises
Background in key verticals like e-commerce, ad-tech, and financial services
Strong history of selling into infrastructure rather than application space
Experience collaborating with Technical Sales Engineers
Responsibilities
Develop and implement sales strategies to generate new business opportunities
Engage with existing customers to identify challenges and provide solutions
Manage the entire sales cycle from lead generation to closure
Collaborate with Sales Engineers and Customer Success teams for product demos and proposals
Drive contract negotiations and consistently close deals
Maintain accurate sales activity records in Salesforce
Benefits
Remote work flexibility with a preference for Eastern or Central Time Zone candidates
Opportunity to work in a pivotal individual-contributor role
Chance to engage with and sell to technically sophisticated enterprise clients
Exposure to cross-functional teamwork with technical and marketing teams
Potential for substantial earnings aligned with achieving sales targets
Full Job Description
We are seeking a motivated and results-driven Cloud 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
