Job Description

Ashburn Consulting

Ashburn Consulting is seeking a high-impact, entrepreneurial Principal Sales Consultant - Client Strategies to drive strategic revenue growth across State & Local (SLED) and select Commercial markets. This role is designed for senior sales professionals who excel at building markets, breaking into new accounts, and closing complex, high-value opportunities that combine consulting services with strategically aligned technology solutions.

This is not a traditional services sales role. The ideal candidate brings a hybrid background-capable of selling consulting-led engagements while also leveraging strong relationships within key OEM ecosystems (currently seeking those with notable relationships with HPE, Arista Networks, and/or Zscaler) to originate, influence, and close integrated solutions.

The successful candidate will operate with a high degree of autonomy and will be expected to build and scale a multi-million-dollar book of business by aligning Ashburn's consulting capabilities with OEM partner strategies, customer modernization initiatives, and contract vehicle access.

Key Responsibilities

Strategic Business Development & Market Entry
• Identify, pursue, and close net-new opportunities across SLED and targeted Commercial accounts.
• Break into new accounts by leveraging existing relationships, OEM partner alignment, and consultative engagement strategies.
• Develop and execute account strategies that combine services-led value with OEM-backed solution opportunities.

OEM & Channel Alignment
• Build and maintain strong, productive relationships with key OEM partners (currently seeking someone with working relationships within HPE, Arista and/or Zscaler), including field sellers, channel managers, and alliance leaders.
• Co-develop opportunities with OEM counterparts, aligning Ashburn's consulting and implementation capabilities to partner-driven sales motions.
• Identify and pursue joint go-to-market opportunities that accelerate revenue through partner ecosystems.

Consulting-Led Opportunity Shaping
• Lead client conversations focused on modernization initiatives including network transformation, cybersecurity, Zero Trust, and hybrid cloud.
• Position Ashburn as a trusted advisor in early-stage solution design, architecture discussions, and strategic planning efforts.
• Translate technical and business challenges into scoped consulting and implementation opportunities.

Public Sector Capture & Contract Strategy
• Navigate SLED procurement environments, leveraging cooperative contracts and contract vehicles to accelerate deal closure.
• Identify and recommend strategic contract vehicle pursuits aligned to target accounts and pipeline.
• Support capture efforts, teaming strategies, and proposal development where applicable.

Revenue Growth & Account Expansion
• Own the full lifecycle of client relationships-from initial engagement through expansion and long-term growth.
• Drive both services and solution-based revenue within accounts, increasing wallet share over time.
• Maintain a strong, qualified pipeline with clear progression toward revenue targets.

Market Presence & GTM Contribution
• Represent Ashburn in industry events, OEM partner engagements, and customer forums.
• Provide field intelligence to inform service offerings, OEM alignment strategy, and go-to-market evolution.
• Contribute to the development of repeatable sales plays that integrate consulting and OEM-driven opportunities.

Qualifications
• 7-10+ years of experience in technology sales, including a mix of consulting/services and OEM or VAR/channel-based selling.
• Demonstrated success closing complex, multi-million-dollar deals involving both services and technology solutions.
• Strong existing relationships with one or more of the following ecosystems: HPE, Arista Networks, Zscaler (adjacent partner networks may be considered).
• Proven ability to break into new accounts and build a book of business from the ground up.
• Deep understanding of SLED procurement, cooperative contracts, and public sector sales cycles.
• Experience working within or alongside VARs, integrators, or OEM channel organizations.
• Strong consultative selling skills with the ability to engage both business and technical stakeholders.
• Highly self-sufficient with the ability to operate effectively in a lean, entrepreneurial environment.

Preferred Qualifications
• Direct experience selling through or alongside OEM channel programs.
• Background in infrastructure modernization, networking, cybersecurity, or cloud ecosystems.
• Familiarity with contract vehicles such as TIPS, OMNIA, Sourcewell, etc,
• Experience shaping deals that originate from OEM pipelines and converting them into services-led engagements.

Performance Expectations
• Revenue Growth: Achieve aggressive revenue targets across both services and OEM-aligned opportunities.
• Strategic Deals: Secure and close high-value, multi-dimensional deals that position Ashburn as a long-term partner.
• Pipeline Development: Build and maintain a robust, partner-influenced pipeline with strong conversion rates.
• OEM Alignment: Demonstrate measurable success in co-selling and sourcing opportunities through OEM relationships.
• Client Expansion: Grow footprint within accounts through cross-sell and upsell of services and solutions.
• Market Impact: Establish a strong presence within target markets and partner ecosystems.

Additional Information