Director of Sales (AI and Cloud)

About the role

The Director of Sales will lead growth initiatives across the Western United States, focusing on developing new business, expanding enterprise relationships, and driving adoption of AI, cloud, and digital transformation solutions.

Responsibilities

• Develop and execute a sales strategy focused on expanding our client's presence across the West Coast.
• Identify, prioritize, and pursue enterprise opportunities within key industries including healthcare, financial services, life sciences, and technology.
• Position our client as a trusted strategic partner for AI, cloud, and digital transformation initiatives.
• Build strong market visibility and create new avenues for business development.
• Own and achieve annual sales targets through new customer acquisition.
• Manage the complete sales cycle, from prospecting and qualification through solution development, proposal creation, negotiation, and contract execution.
• Build and maintain a healthy pipeline capable of supporting long-term revenue growth.
• Develop strategic account plans that create opportunities for expansion and repeat business.
• Establish and cultivate relationships with senior business and technology leaders.
• Navigate complex enterprise buying environments involving multiple stakeholders and business units.
• Become a trusted advisor by understanding client priorities and aligning solutions to measurable business outcomes.
• Lead conversations around innovative technologies and transformation initiatives, including:
• Generative AI and intelligent automation solutions
• AI-enabled modernization efforts
• Data platforms, analytics, governance, and machine learning initiatives
• Application modernization and digital product development
• Managed services and long-term strategic partnerships
• Partner & Alliance Development
• Collaborate with cloud providers and technology partners to create and accelerate opportunities.
• Build relationships with strategic ecosystem partners and leverage co-selling programs.
• Identify ways to expand market reach through alliance-driven business development efforts.
• Represent the organization at industry conferences, technology events, and executive forums.
• Partner with marketing to develop thought leadership content, executive briefings, and market insights.
• Participate in customer roundtables and executive discussions that reinforce our client's expertise and market position.
• Work closely with solution architects, delivery leaders, and pre-sales teams to craft compelling proposals and engagement strategies.
• Support pricing, contract negotiations, and deal structuring activities.
• Leverage internal subject matter experts throughout the sales process to ensure successful client outcomes.
• Maintain accurate sales forecasts and pipeline visibility within CRM platforms.
• Provide leadership with regular updates on opportunities, risks, and revenue projections.
• Monitor sales performance and adjust strategies as market conditions evolve.

Requirements

• 10+ years of enterprise sales experience within technology consulting, professional services, cloud services, or digital transformation organizations.
• Demonstrated success selling complex, outcome-focused solutions rather than traditional staff augmentation engagements.
• Proven ability to close large enterprise deals, ideally ranging from $1M to $5M+ in annual contract value.
• Experience managing sophisticated sales cycles involving executive stakeholders and multiple decision-makers.
• Strong understanding of Generative AI, intelligent automation, cloud platforms, modern data ecosystems, and digital transformation initiatives.
• Ability to confidently engage senior technology executives in strategic conversations without relying heavily on technical pre-sales support.
• Familiarity with cloud providers, data platforms, and emerging AI technologies.
• Existing network of technology and business executives across the West Coast.
• Experience selling into healthcare, financial services, life sciences, or technology-focused organizations.
• Background working alongside cloud providers, technology alliances, or strategic partner ecosystems.
• Exceptional communication, presentation, and executive-level relationship-building abilities.
• Strong consultative and solution-selling approach.
• Entrepreneurial mindset with the ability to build a territory, create opportunities, and operate independently.
• Comfortable working in a fast-paced, growth-oriented environment with direct visibility to executive leadership.