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
Similar Jobs
Artificial Intelligence • Fintech • Hardware • Information Technology • Sales • Software • Transportation
The Customer Education Consultant develops and delivers tailored training plans for customers, leading training sessions and collaborating on learning materials to enhance customer product adoption and satisfaction.
Top Skills:
Articulate 360Captivate
Artificial Intelligence • Automotive • Greentech • Information Technology • Machine Learning • Software • Cybersecurity
The Client Integration Specialist II manages client integration processes, ensuring timely setup and support, while maintaining communication and attention to detail throughout the onboarding process.
Top Skills:
APIsFtpLinuxSalesforce CRMSQLWindowsXML
Cloud • Information Technology • Security • Software
The Account Executive will develop a territory plan for large accounts, generate new business, manage the sales cycle, and ensure exceptional customer service.
Top Skills:
Marketing AutomationSalesforce
What you need to know about the Chicago Tech Scene
With vibrant neighborhoods, great food and more affordable housing than either coast, Chicago might be the most liveable major tech hub. It is the birthplace of modern commodities and futures trading, a national hub for logistics and commerce, and home to the American Medical Association and the American Bar Association. This diverse blend of industry influences has helped Chicago emerge as a major player in verticals like fintech, biotechnology, legal tech, e-commerce and logistics technology. It’s also a major hiring center for tech companies on both coasts.
Key Facts About Chicago Tech
- Number of Tech Workers: 245,800; 5.2% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: McDonald’s, John Deere, Boeing, Morningstar
- Key Industries: Artificial intelligence, biotechnology, fintech, software, logistics technology
- Funding Landscape: $2.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Pritzker Group Venture Capital, Arch Venture Partners, MATH Venture Partners, Jump Capital, Hyde Park Venture Partners
- Research Centers and Universities: Northwestern University, University of Chicago, University of Illinois Urbana-Champaign, Illinois Institute of Technology, Argonne National Laboratory, Fermi National Accelerator Laboratory
