Overview
This is a remote-first position, ideal for a senior sales professional with experience navigating complex, consultative sales cycles within large organizations.
In this role, you will be responsible for identifying and securing new enterprise accounts, expanding relationships within existing customers, and positioning Solace as a critical enabler of both traditional event-driven architecture (EDA) and next-generation AI-driven initiatives.
As organizations accelerate their adoption of artificial intelligence, real-time data movement has become a foundational requirement. Solace plays a key role in helping enterprises modernize their integration strategy to support AI workloads-by ensuring that data is delivered securely, efficiently, and in real time across distributed systems.
You will work closely with technical stakeholders and executive decision-makers to demonstrate how Solace's platform can serve as the backbone for modern AI-ready infrastructure.
In This Role, You Will
- Be responsible for establishing, cultivating, and improving Solace's relationship with clients.
- Identify new business opportunities to grow with both new clients, and within existing clients - and they lead the sales process from start to finish.
- Develop and execute territory and account plans that address short-term and strategic goals which include pipeline building, revenue attainment, profit margin, client wallet share, and customer satisfaction.
- Be a "hunter" and must be a self-starter who is able to work independently. At the same time, be a strong team player - capable of collaborating widely and building a deep relationship with their pre-sales engineer(s) and others.
- Ultimately, accountable to win new business, and in the process will build strong client relationships (at both the working and executive level), negotiate complex deals, and establish long-lasting client relationships.
What You'll Bring to the Role
- Consultative selling
- Ability to build strong executive relationships
- Proven ability to close large, complex, deals
- Track record in selling middleware products, solutions, and services
- Exceptional interpersonal skills with a proven ability to connect with clients
- Ability to pull together a team and lead complex negotiations
- Bachelor's degree or equivalent
- 5+ years of experience managing client relationships in the Enterprise IT space
- Proven track record of sales success in other IT companies
- Familiarity with MEDIC / MEDDPICC sales process
- Willingness to travel as much as 30% of their time (2-3 days a week)
- Ability to work without sponsorship required
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