Enterprise Account Executive, Azul Prime - (Remote)
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.
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
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