Principal - Sales

Principal - Sales

We are looking for someone who enjoys variety, thrives on molding ambiguity into meaningful action, brings energy and team-oriented enthusiasm to their work, and has demonstrated experience in building a successful book of business in a greenfield territory. This role will provide the right candidate the opportunity to contribute and grow in an environment surrounded by smart, driven, and fun people, while having a tremendous impact on company-wide execution that brings the right outcomes for our clients and our business.

A successful candidate will be a true hunter and have a proven track record of building and maintaining a large book of business in the enterprise and SMB space, by going direct to prospects and customers as well as collaborating with alliance partner sales teams.

Expertise you bring:

• 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.

Job 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…