Principal - Sales
Position Description
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
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Develop a strong presence within territory with prospects, customers and partners.
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Drive revenue and market share within the West Coast territory.
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Develop and execute against territory plan to consistently deliver quarterly bookings and revenue targets.
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Develop and manage relationships with enterprise and mid-market customers in Fortune 2000.
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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.
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Position Ollion as a trusted, strategic business partner to customers with differentiated value propositions.
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Effectively qualify opportunities to ensure greatest return on time and resource investment.
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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.
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Translate customer’s critical business and technology issues into profitable cloud and services opportunities.
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Leverage internal resources at multiple levels to build and deliver the best solution for the customer.
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Demonstrate strong business acumen by presenting solutions to decision makers (CXO, VP) on an ROI basis.
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Fully understand the customer's decision-making process to create and execute a predictable closing plan.
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Negotiate and close managed services and professional services agreements at the executive-level.
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Engage partners to develop and execute joint selling approach to customers where appropriate.
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Manage numerous accounts concurrently and strategically.
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Provide accurate monthly/quarterly bookings and revenue forecast through disciplined sales and pipeline methodology, including regular use of CRM.
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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.
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Proactively build and expand on existing customer relationships to drive net new revenue opportunities.
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Utilize customer relationships, professional networks and other industry forums to create new opportunities.
Job Requirements
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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
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Track record of successfully carrying a quota of at least $4M.
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Track record of exceeding quota (top 10%-20% of company) in past positions in enterprise or mid-market.
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Experience managing the sales cycle from business champion to executive-level decision maker (CXO, VP).
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Experience negotiating and closing software and services contracts, including proposal and SOW creation.
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Experience building strong relationships with customers and partners.
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Hunter approach to business development and prospecting
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Strong knowledge and experience in Amazon Web Services, Microsoft Azure, GCP and other service offerings, with a particular focus and knowledge of AWS.
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