Senior Sales Consultant

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

📋 Description

• Take ownership of the commercial relationship and growth strategy for a specified portfolio of strategic enterprise accounts.

• Identify opportunities for expansion by aligning client business priorities, technology roadmaps, and execution challenges with qualified consulting pursuits.

• Establish and nurture multi-threaded relationships with C-level executives, VP-level personnel, and line-of-business stakeholders.

• Continuously research accounts and leverage business signals to facilitate proactive outreach and proposal development.

• Engage in client Quarterly Business Reviews and modify account and delivery plans accordingly.

• Oversee the complete pursuit process of consulting Statements of Work (SOWs) and outcome-based engagements from initial discovery to signed agreements.

• Conduct discovery conversations to convert business challenges and technology gaps into milestone-based proposals.

• Create and present proposals that outline scope, team structure, timelines, deliverables, and success metrics.

• Negotiate commercial terms, project scope, and acceptance criteria effectively.

• Coordinate cross-functional pursuit teams, collaborating with Delivery, Legal, Finance, and executive stakeholders.

• Act as the internal advocate for the client, providing market intelligence and feedback to delivery and leadership teams.

• Work alongside Delivery leads to ensure delivery approaches are realistic, scalable, and minimize risks.

• Maintain the client relationship throughout and beyond the delivery phase, aligning work with measurable outcomes.

• Keep accurate records of pipeline and opportunity data in CRM; report on forecasts, wins/losses, and engagement metrics.

• Monitor KPIs such as pipeline velocity, win rate, average deal size, and outcome attainment in accordance with client Service Level Agreements (SLAs).

⛳️ Requirements

• 7+ years of experience in technology consulting sales, solutions engineering, or enterprise account management, with a proven emphasis on SOW or outcome-based engagements.

• Demonstrated success in increasing revenue within existing enterprise accounts through consulting or professional services.

• Strong technical proficiency in software development, data & AI, cloud platforms, IT infrastructure, and cybersecurity.

• Proven ability to engage and build trust with C-suite executives and senior business stakeholders.

• Exceptional communication abilities, executive presence, and negotiation skills.

• A disciplined approach to account research, pipeline management, and maintaining CRM integrity.

• Capacity to operate independently in a remote setting while effectively leading distributed pursuit and delivery teams.

• Willingness to travel for client meetings, Quarterly Business Reviews, and industry events as required.

• Bachelor’s degree preferred; an advanced degree or equivalent experience is a plus.

• Experience in selling digital transformation or managed IT consulting services to enterprises with revenues exceeding $500M.

• Existing senior-level relationships within targeted verticals, such as financial services and technology.

• Exposure to AI, cloud migration, or large-scale system implementation programs, either from the client or consulting perspective.

• Proficient with LinkedIn Sales Navigator, demonstrating a successful outbound engagement strategy.

🏝️ Benefits

• Uncapped performance-based commission linked to Gross Profit earnings.

• Comprehensive health, dental, and vision insurance benefits.

• 401(k) retirement savings plan.

• Generous paid time off (PTO) and paid holidays.

• Opportunities for career development, mentorship, and leadership advancement.