Enterprise Account Executive, (UNCAPPED and Remote)

Job description

We are seeking a motivated and results-driven *Cloud Sales Specialist* to help grow our **Platform Prime** customer base and increase revenue. This role 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, preferably in the West region.* ### 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 Pacific Time Zone