We are seeking a motivated and results-driven Prime 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 experienceProven track record of direct sales of both on-premise and cloud-based software solutions into large enterprises, as well as SaaS centric companiesDemonstrated experience in key verticals: online retail, e-commerce, ad-tech, gaming and financial servicesSignificant experience selling into the infrastructure space (OS, JVM, Container) versus the application spaceConfident experience working in close partnership with a Technical Sales EngineerExtensive experience selling technical products that require technical POCsExperience selling enterprise products based on Java-based Open Source, highly desiredUndergraduate degree, or equivalent experience
What You'll Bring (aka Skills and Competencies)
Exceptional communicator, influencer and presenterAbility to Evangelize a new solution where there most likely is not an existing budget placeholderDemonstrated ability with Multi-Level sellingProficient in deal qualification methodologies, MEDDPICC preferredProgressive and proactive use of industry sales tools and systems
Location
Remote, ideally someone located in the Eastern or Central Time Zone