Executivo de Vendas Sr – Hunter
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Job Description
Executivo(a) de Vendas Sênior com foco na prospecção de novos clientes de tecnologia. SGA redefine a eficiência digital para empresas com soluções em Cloud e Inteligência Artificial.
Responsibilities:
- Mapear de forma estratégica o mercado corporativo, identificando e qualificando empresas-alvo de médio e grande porte com potencial de consumo das soluções SGA.
- Executar de ponta a ponta o ciclo de hunting: desde a abordagem inicial, agendamento de reuniões e apresentações institucionais até o fechamento do contrato.
- Desenvolver e sustentar relacionamentos com decisores técnicos e executivos (C-Level: CIOs, CTOs, CISOs, CFOs), gerando confiança desde o primeiro contato.
- Conduzir diagnósticos detalhados para entender as dores de negócio e os desafios tecnológicos dos potenciais clientes.
- Desenhar e defender propostas consultivas de alto valor agregado, conectando as necessidades do cliente às nossas soluções de Infraestrutura em Nuvem, Cyber e IA.
- Liderar negociações comerciais complexas e de ciclos longos, articulando especialistas técnicos e engenheiros internos sempre que necessário para apoiar o desenho da solução.
- Gerenciar com rigor o seu pipeline de vendas e forecast (previsão de fechamento), garantindo previsibilidade e o atingimento das metas de novas receitas (*New Logo ARR / One-shot*).
- Monitorar os movimentos da concorrência e tendências de mercado para identificar novas brechas e oportunidades de atuação.
- Atuar como embaixador(a) da marca SGA em eventos, fóruns estratégicos e rodadas de negócios com autoridade técnica e comercial.
Requirements:
- Sólida experiência comprovada em vendas B2B complexas e de ciclo longo no setor de tecnologia, fabricantes ou consultorias de TI.
- *Track record* (histórico comprovado) de sucesso em posições focadas em *Hunting* (abertura de novos clientes corporativos).
- Perfil *Tech Seller*: conhecimento comercial e de negócios em soluções de **Computação em Nuvem (Azure/AWS), Segurança Cibernética (Cybersecurity) e Inteligência Artificial/Dados**.
- Habilidade refinada de Comunicação Executiva: forte capacidade de argumentação, visão sistêmica de negócios e facilidade para traduzir desafios técnicos em retorno financeiro/estratégico (ROI) para o cliente.
- Perfil altamente autônomo, resiliente, movido a desafios e orientado a metas de alta performance.
- **Diferenciais que valorizamos**
- Passagem consolidada por grandes consultorias de tecnologia ou parceiros de nuvem (MSP).
- Forte rede de relacionamentos (networking) ativa com C-levels e decisores de TI em empresas de médio e grande porte.
- Conhecimento em metodologias de vendas complexas (ex: *Spit Selling, Challenger Sale, Sandler*, etc).
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