Principal - Sales
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Job Description
Principal - Sales handling cloud services in enterprise and SMB markets. Driving relationships and revenue growth in a West Coast territory.
Responsibilities:
- Develop a strong presence within territory with prospects, customers and partners.
- Drive revenue and market share within the West Coast territory.
- Develop and execute against territory plan to consistently deliver quarterly bookings and revenue targets.
- Develop and manage relationships with enterprise and mid-market customers in Fortune 2000.
- Accelerate customer adoption of managed cloud and professional services (comprising cloud migration and modernization solutions, as well as data/analytics/AI solutions) through education and engagement.
- Position Ollion as a trusted, strategic business partner to customers with differentiated value propositions.
- Effectively qualify opportunities to ensure greatest return on time and resource investment.
- Use consultative/solution selling methodology to understand business problems and define solutions, in collaboration with pre-sales, technical and client services teams within the practices.
- Translate customer’s critical business and technology issues into profitable cloud and services opportunities.
- Leverage internal resources at multiple levels to build and deliver the best solution for the customer.
- Demonstrate strong business acumen by presenting solutions to decision makers (CXO, VP) on an ROI basis.
- Fully understand the customer's decision-making process to create and execute a predictable closing plan.
- Negotiate and close managed services and professional services agreements at the executive-level.
- Engage partners to develop and execute joint selling approach to customers where appropriate.
- Manage numerous accounts concurrently and strategically.
- Provide accurate monthly/quarterly bookings and revenue forecast through disciplined sales and pipeline methodology, including regular use of CRM.
- Prospect on a continual basis to ensure net new business targets are consistently met, through independent initiatives as well as in collaboration with marketing, alliances and other GTM teams.
- Proactively build and expand on existing customer relationships to drive net new revenue opportunities.
- Utilize customer relationships, professional networks and other industry forums to create new opportunities.
Requirements:
- 10+ years of quota carrying cloud services, enterprise software or professional services sales experience across cloud migration, modernization and data strategy / data analytics / AI and GenAI solutions
- Track record of successfully carrying a quota of at least $4M.
- Track record of exceeding quota (top 10%-20% of company) in past positions in enterprise or mid-market.
- Experience managing the sales cycle from business champion to executive-level decision maker (CXO, VP).
- Experience negotiating and closing software and services contracts, including proposal and SOW creation.
- Experience building strong relationships with customers and partners.
- Hunter approach to business development and prospecting
- Strong knowledge and experience in Amazon Web Services, Microsoft Azure, GCP and other service offerings, with a particular focus and knowledge of AWS.
- Experience selling Dev/Sec Ops, Application Modernization/Software Engineering solutions a plus
- Previous consultative selling or solution selling methodology and process training.
- Experience with Hubspot or similar customer relationship management software like Salesforce or Microsoft CRM.
- Be highly adaptable and thrive in an environment where revenue solves all problems.
Benefits:
- Retirement planning (i.e. CPF, EPF, company-matched 401(k))
- Employees have access to a fully comprehensive benefits package to choose the medical, dental, and vision insurance plan that best fits their lives.
- In addition to great healthcare coverage, we also offer all employees mental health resources and additional wellness programs.
- Generous time off and leave allowances
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