The Software Sales Specialist will drive sales growth for the Platform Prime customer base by acquiring new clients and cross-selling to existing customers, managing the sales pipeline, and collaborating with cross-functional teams.
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 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
What You'll Bring (aka 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
Location
- Remote, ideally someone located in the Eastern or Central Time Zone
Top Skills
Salesforce
Similar Jobs
Cloud • Security • Software • Cybersecurity • Automation
The Senior Product Manager will own the strategy, roadmap, and adoption of GitLab Dedicated, collaborating with multiple teams to drive enterprise adoption and ensure service quality in regulated environments.
Top Skills:
AIDevsecopsSaaS
Cloud • Security • Software • Cybersecurity • Automation
The Security Manager for PSIRT will lead vulnerability response efforts, improve security processes, and mentor teams while ensuring effective communication across departments.
Top Skills:
AIDevsecops
Artificial Intelligence • Fintech • Machine Learning • Social Impact • Software
The Assistant General Counsel will provide legal guidance for product development, manage a legal team, and advise on compliance related to consumer lending.
Top Skills:
AIConsumer Finance Laws
What you need to know about the Colorado Tech Scene
With a business-friendly climate and research universities like CU Boulder and Colorado State, Colorado has made a name for itself as a startup ecosystem. The state boasts a skilled workforce and high quality of life thanks to its affordable housing, vibrant cultural scene and unparalleled opportunities for outdoor recreation. Colorado is also home to the National Renewable Energy Laboratory, helping cement its status as a hub for renewable energy innovation.
Key Facts About Colorado Tech
- Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
- Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
- Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
- Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute
