Principal Account Manager

Principal Account Manager, Mid-Market Push the boundaries of tech. In your sweatpants. We're looking for a seasoned Principal Account Manager to help mid-market customers change the way their people work — with Parallels . Parallels : anytime, anywhere, any-device productivity. Why Parallels , why now The top creative and technical minds could sell anywhere. So why are so many choosing Parallels ? Three reasons: This is the moment. It's an exciting time at Parallels — strong leadership, a refreshed brand, and a whole new approach to how the world works. The EUC market is shifting fast, and we're at the front of that wave. We want you riding it with us. We want you to be you. Too many companies tell you about their culture and then expect you to fit it. Ours is built from the people who work here. We want you to feel safe being who you are, taking risks, and showing us what you've got. It's your world. We know you have a life. We want to be part of it — not all of it. At Parallels , we're serious about empowering people to work when, how, and where they want. Couch? Sweatpants? Cool with us. Happy sellers mean happy customers. That's why we hire amazing people and get out of their way. Sound good so far? Awesome. Let's talk about the role. What you'll do As a Principal Account Manager, focused on mid-market, you will: - Own a mid-market territory end-to-end — drive new logo acquisition, expansion, and renewals across a named book of accounts. - Run the full sales cycle with confidence — from prospecting and qualification through technical validation, negotiation, and close. - Sell through and with our partner ecosystem — build joint account plans, co-sell, and develop go-to-market motions with channel and alliance partners. - Build trusted relationships with customer and partner stakeholders at every level, from IT practitioner to C-suite. - Partner closely with Sales Engineering, Marketing, and Product to craft and execute a territory plan that actually moves the number. - Consistently meet and exceed quota and performance goals — and help raise the bar for what's expected on this team. - Stay ahead of the market in VDI, DaaS, application delivery, and cloud workspace technologies — and translate that into differentiated value for customers. - Bring your experience to bear across the broader team. You don't need to manage anyone, but we expect our senior sellers to share what they know and make the reps around them better. What you bring - 8+ years of quota-carrying experience in enterprise software or infrastructure sales, with meaningful time in the End User Computing (EUC) space — VDI, DaaS, application virtualization, or cloud workspace technologies. - Mid-market sales chops — you know how to win in segments where deal velocity, executive access, and pragmatic problem-solving matter more than 18-month enterprise sales cycles. - Proven track record of overachievement — President's Club, top-performer awards, or consistent 100%+ to quota. - Hands-on familiarity with the EUC competitive landscape — Citrix, VMware Horizon/Omnissa, Parallels RAS, Azure Virtual Desktop (AVD), Windows 365, Nutanix Frame, IGEL, or similar. - Exceptional communication, negotiation, and closing skills — and the commercial instincts to know when to push and when to listen. - Entrepreneurial, self-directed, and comfortable navigating complex sales cycles with multiple stakeholders. - The kind of seller other sellers want to learn from. You don't have to be loud about it — but your presence should raise the game around you. Nice to have - Experience working at or alongside Citrix, VMware, Microsoft, AWS, Parallels , Nutanix, Omnissa, or other VDI/EUC vendors. - Partner and channel selling experience — joint business planning, co-sell motions, and working with VARs, MSPs, or distributors. - Familiarity with cloud computing, application virtualization, and remote desktop architectures. - An established network of