What you will be doing: - Develop and execute a territory plan.
- Plan target account expansion strategies and tactics and maintain a robust sales pipeline.
- Develop leads, campaigns, and new go-to market strategies and to uncover opportunities within net new accounts in assigned territory to drive revenue and market share.
- Accelerate customer adoption, develop long-term strategic relationships with key accounts, and ensure customer satisfaction.
- Work with partners to extend reach and drive adoption.
- Build positive and productive internal and external relationships.
- Manage contract negotiations and lead other pre-sale activities which include introductory meetings with qualified prospects to position Pythian's value proposition, proactive identification of the prospect's short term and long term strategic objectives, coordinate with Customer Service Delivery for appropriate parts of the sales cycle, and prepare responses to RFPs issued by clients.
- Keep thorough records of customer interactions and provide sales projections on a weekly basis.
- Document and share success stories and meticulous CRM (salesforce.com) updating. Monitor, evaluate and make recommendations with respect to lost sales opportunities to continually improve on Pythian's sales results.
- Meet or exceed quarterly revenue targets.
- Travel as required to attend in-person meetings with prospects and clients, attend conferences, trade shows, and other industry events, as well as annual sales kickoff meetings.
What we need from you:- Relevant Bachelor's degree or equivalent combination of experience and education will also be considered.
- 10+ years experience in selling professional or managed IT services in the cloud, application, analytics, data management and data infrastructure space.
- Previous experience in a senior sales role with demonstrated ability to meet or exceed targets in the information technology or professional services sector with an emphasis on hunting for new business coupled with a desire to help clients solve difficult business problems with technology.
- Experience in selling cloud technologies and services (AWS, Google Cloud Platform, Microsoft Azure) as well as a deep understanding of the growing purpose and role of various public cloud platforms. Cloud certifications are an asset.
- Strong understanding of the vital role of data in the application and analytics space and the various underlying technologies both in the cloud and on prem.
- Ability to manage influence through persuasion, negotiation, and consensus building.
- Ideally combined background of post-sale and sales experience.
- Deep understanding of value drivers in recurring revenue business models.
- Demonstrated desire for continuous learning and improvement.
- Enthusiastic and creative leader with the ability to inspire others.
- Excellent communication and presentation skills.
- Proficient in the use of Salesforce, and its importance.
What you will receive: - Love your career: Competitive total rewards package. Blog during work hours; take a day off and volunteer for your favorite charity.
- Love your work/life balance: Flexibly work remotely from your home, there's no daily travel requirement to an office! All you need is a stable internet connection.
- Love your coworkers: Collaborate with some of the best and brightest in the industry!
- Love your development: Hone your skills or learn new ones with our substantial training allowance; participate in professional development days, attend training, become certified, whatever you like!
- Love your workspace: We give you all the equipment you need to work from home including a laptop with your choice of OS, and an annual budget to personalize your work environment!
- Love yourself: Pythian cares about the health and well-being of our team. You will have an annual wellness budget to make yourself a priority (use it on gym memberships, massages, fitness and more). Additionally, you will receive a generous amount of paid vacation and sick days, as well as a day off to volunteer for your favorite charity.
The pay range for this role is:
150,000 - 175,000 USD per year (Remote)
