Industry Development Specialist

This is a fully remote position, open to applicants in California.

📋 Description

• Attain at least 100% of the designated quota through pipeline development, opportunity advancement, qualified customer interactions, and revenue-generating efforts.

• Oversee and cultivate a designated portfolio of emerging, underserved, whitespace, startup, Inception, and other new accounts.

• Develop account strategies, prioritize prospects, identify stakeholders, and execute targeted outreach initiatives.

• Build and advance the sales pipeline through prospecting, discovery, solution positioning, proposal development, pricing coordination, internal approvals, negotiations, contracting assistance, forecasting, and closing processes.

• Foster cloud-partner opportunities and coordinate collaborative go-to-market strategies.

• Align partner capabilities with customer workload needs.

• Conduct business and technical discovery, which includes workload identification, solution mapping, preliminary sizing, technical validation, demonstrations, and proof-of-concept coordination.

• Collaborate with account managers, solution architects, Developer Relations, product teams, marketing, business development, and various specialists.

• Establish approved partner relationships and recommend suitable channels, cloud solutions, software, services, marketplaces, or partner-assisted routes.

• Coordinate joint plans and finalize deals when appropriate.

• Maintain accurate records in Salesforce and provide forecast updates.

• Utilize approved AI-assisted research and workflow tools effectively.

• Assist in post-sale expansion and enhance accounts that require broader field engagement.

⛳️ Requirements

• A minimum of 4 years of relevant experience in inside sales, account development, business development, customer-facing go-to-market roles, or technology sales.

• At least 2 years of experience working with cloud, AI infrastructure, hosting, data center, or technology partner clients.

• Knowledge of cloud services, accelerated infrastructure, consumption models, and partner-led market routes.

• Proven track record in managing a designated portfolio, generating and qualifying pipeline, prioritizing accounts, and progressing opportunities independently using Salesforce or a similar CRM.

• Experience in supporting commercial activities, including proposals, pricing coordination, internal approvals, negotiations, contracting, forecasting, and closing.

• Capability to lead customer discovery, connect technical capabilities to business outcomes, and coordinate efforts among account managers, technical teams, business development, marketing, channels, and partners for validation and opportunity advancement.

• Excellent written, verbal, organizational, and interpersonal skills, with a strong emphasis on disciplined forecasting and CRM management, and the ability to responsibly utilize approved AI-assisted research and workflow tools.

• Bachelor's degree or equivalent experience.

🏝️ Benefits

• Equity

• Benefits