Software Sales Specialist

Summary

Join Azul as a Prime Sales Specialist to drive North America sales growth by acquiring new Platform Prime customers and cross-selling to existing Platform Core clients. This individual-contributor, quota-carrying role involves developing and implementing sales strategies, engaging with clients, managing the sales pipeline, collaborating with cross-functional teams, negotiating contracts, and maintaining accurate sales records in Salesforce. The position requires extensive experience in direct software sales, particularly in selling on-premise and cloud-based software solutions to large enterprises and SaaS companies. A remote work option is available within the US, ideally in the Eastern or Central Time Zone.

Requirements

• 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
• Undergraduate degree, or equivalent experience
• 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

Responsibilities

• Develop and implement strategies to generate new Prime business opportunities and achieve sales targets within assigned territories/accounts
• Actively engage with existing Platform Core customers to understand their unique challenges and business needs, providing Azul solutions
• Manage the entire sales cycle, from lead generation to close. Maintain a robust pipeline of opportunities and forecast accurately.  Build a 3X pipeline
• Work closely with Sales Engineers, Marketing, and Customer Success teams to ensure prospects receive comprehensive, clear, and accurate product demonstrations, proposals, and support
• Drive contract negotiations, while consistently closing business on a monthly and quarterly basis
• Maintain accurate records of sales activity, progress, and outcomes in Salesforce

Preferred Qualifications

Experience selling enterprise products based on Java-based Open Source

Benefits

Remote work option in the US, ideally in the Eastern or Central Time Zone