Drive North America sales for Platform Prime through new customer acquisition and cross-selling into existing Platform Core accounts. Manage full sales cycle, build a 3x pipeline, collaborate with technical teams for demos/POCs, negotiate contracts, and maintain Salesforce records to meet monthly and quarterly quotas.
We are seeking a motivated and results-driven Cloud 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,Java,Jvm,Container
Similar Jobs
Information Technology • Productivity • Software • Infrastructure as a Service (IaaS)
Owner of top-of-funnel sourcing strategy for global GTM teams, building diverse pipelines across Sales, Customer Success, Sales Engineering, Marketing, Channel, MSP and Partner motions. Conduct competitive mapping and market research, identify passive talent, run LinkedIn Recruiter projects and ATS workflows, report sourcing analytics, conduct initial screening, maintain GDPR-compliant candidate data, and deliver market insights to inform hiring strategy.
Top Skills:
GreenhouseJobviteLinkedin Recruiter
Fintech • Mobile • Software • Financial Services
Senior individual contributor supporting Business Banking: define measurement, metrics, and reporting; partner cross-functionally to translate business problems into data-driven requirements; build dashboards, KRIs/KPIs, and deliver ad hoc analyses to senior leadership to inform strategic decisions and manage risk.
Artificial Intelligence • Machine Learning • Natural Language Processing • Software • Conversational AI
Build and operate hybrid AI/ML infrastructure across AWS and bare metal: design Kubernetes platforms, manage IaC with Terraform, orchestrate GPU workloads with Slurm, provision bare-metal servers, implement networking and storage solutions, create observability and automation, and collaborate with ML teams to accelerate development.
Top Skills:
Kubernetes,Terraform,Aws,Slurm,Pxe,Maas,Python,Go,Bash,Cni,Service Mesh,Csi,S3
What you need to know about the Toronto Tech Scene
Although home to some of the biggest names in tech, including Google, Microsoft and Amazon, Toronto has established itself as one of the largest startup ecosystems in the world. And with over 2,000 startups — more than 30 percent of the country's total startups — Toronto continues to attract new businesses. Be it helping entrepreneurs manage their finances, simplifying business operations by automating payroll or assisting pharmaceutical companies in launching new drugs, the city's tech scene is just getting started.
