Note: The job is a remote job and is open to candidates in USA. Ollion is a global technology partner focused on solving complex business challenges through innovative solutions. They are seeking a Principal - Sales who will drive revenue and market share within the West Coast territory by building relationships with enterprise and mid-market customers and executing against a territory plan.
Responsibilities
- 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
Skills
- 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 with Hubspot or similar customer relationship management software like Salesforce or Microsoft CRM
- Be highly adaptable and thrive in an environment where revenue solves all problems
- Travel to and within the West Coast territory as needed
- Experience selling Dev/Sec Ops, Application Modernization/Software Engineering solutions a plus
- Previous consultative selling or solution selling methodology and process training
Benefits
- Benchmarked, competitive, in-market total rewards package including (but not limited to): base salary & short-term incentive for all employees
- We are a remote-first, globally distributed organization where our people are empowered to learn, grow, and perform at their best. While most roles can be done from anywhere within your home country, some client-facing work may require onsite presence.
- Retirement planning (i.e. CPF, EPF, company-matched 401(k))
- Globally, we build benefit plans that offer choices for whatever stage in life our employees are in and allow for flexibility as life happens. Employees have access to a fully comprehensive benefits package to choose the medical, dental, and vision insurance plan that best fits their lives. In addition to great healthcare coverage, we also offer all employees mental health resources and additional wellness programs.
- Generous time off and leave allowances
Company Overview