Principal - Sales

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

📋 Description

• Establish a formidable presence within the territory through engagement with prospects, customers, and partners.

• Propel revenue growth and market share within the West Coast region.

• Formulate and execute a territory plan to consistently achieve quarterly booking and revenue objectives.

• Cultivate and maintain relationships with enterprise and mid-market clients within the Fortune 2000.

• Foster customer adoption of managed cloud and professional services, including cloud migration, modernization solutions, and data/analytics/AI services, through educational initiatives and engagement.

• Position Ollion as a reliable and strategic business partner to clients, offering unique value propositions.

• Efficiently qualify opportunities to maximize returns on time and resource investments.

• Employ a consultative/solution selling approach to identify business challenges and define solutions in collaboration with pre-sales, technical, and client services teams.

• Convert critical business and technology challenges faced by customers into lucrative cloud and service opportunities.

• Utilize internal resources at various levels to create and provide optimal solutions for the customer.

• Exhibit strong business insight by presenting solutions to decision-makers (CXO, VP) based on ROI.

• Gain a comprehensive understanding of the customer's decision-making process to devise and implement a reliable closing strategy.

• Negotiate and finalize managed services and professional services agreements at the executive level.

• Collaborate with partners to develop and implement a joint selling strategy for customers when suitable.

• Strategically manage multiple accounts concurrently.

• Deliver precise monthly and quarterly bookings and revenue forecasts through disciplined sales methodologies and regular CRM usage.

• Continuously prospect to ensure that new business targets are consistently met, both through independent efforts and in partnership with marketing, alliances, and other go-to-market teams.

• Actively build and enhance existing customer relationships to generate new revenue opportunities.

• Leverage customer connections, professional networks, and industry forums to identify and create new opportunities.

⛳️ Requirements

• Over 10 years of experience in quota-carrying roles within cloud services, enterprise software, or professional services sales, focusing on cloud migration, modernization, and data strategy/analytics/AI and GenAI solutions.

• Proven track record of successfully carrying a quota of at least $4M.

• History of exceeding quotas (being in the top 10%-20% of the organization) in previous roles within enterprise or mid-market sectors.

• Proficient in managing the sales cycle from business champion to executive-level decision-makers (CXO, VP).

• Experience in negotiating and closing software and services contracts, including proposal and SOW development.

• Ability to build robust relationships with customers and partners.

• A proactive hunter approach to business development and prospecting.

• Strong knowledge and experience with Amazon Web Services, Microsoft Azure, GCP, and similar offerings, particularly with AWS.

• Experience in selling Dev/Sec Ops and Application Modernization/Software Engineering solutions is a plus.

• Previous training in consultative selling or solution selling methodologies and processes.

• Familiarity with Hubspot or comparable customer relationship management software such as Salesforce or Microsoft CRM.

• Highly adaptable and able to thrive in an environment where revenue addresses all challenges.

🏝️ Benefits

• Retirement planning options (i.e., CPF, EPF, company-matched 401(k)).

• Employees have access to a comprehensive benefits package that allows them to select the medical, dental, and vision insurance plan that best suits their needs.

• In addition to excellent healthcare coverage, we provide all employees with mental health resources and additional wellness programs.

• Generous vacation and leave allowances.