About the role
Develop deep business acumen by aligning cloud strategies with customer transformation goals and success metrics, and by participating in immersive learning experiences. Build future-ready capabilities through certifications, hands-on workshops, and continuous learning in cloud and AI technologies. Lead Customer Engagements: Act as the Cloud & AI sales lead, guiding customers through cloud transformation across infrastructure, data, and AI platforms. Address business and technical needs with demos, whiteboarding, and solution storytelling. Own and Convert Pipeline: Manage forecast and pipeline from early-stage to close. Use tools like Industry Account Plans (IAP), Landing Experience Plans (LXP), and checklists to execute territory planning and strategies and drive revenue. Orchestrate Across Teams: Partner with Account Executives, Solution Engineers, Cloud Solution Architects, and partners to co-sell, validate solutions, and ensure successful deployment through the Cloud & AI Marketplace. Accelerate Decisions: Engage decision-makers with clear business cases using Cloud & AI Pricing Calculator, ROI, and TCO tools. Scope proofs of concept and lead customers from commitment to consumption. Inspire and Influence: Bring technical fluency and inclusive leadership to virtual teams. Solve challenges with expertise in virtualization, cloud-native tech, data modernization, and AI. Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience OR 5+ years of technology-related sales or account management experience. Experience in technology related Sales/Solution Sales in a established software company. Experience engaging with mid-market or corporate customers, including managing multiple stakeholders and navigating moderately complex sales cycles. A track record of meeting and exceeding revenue targets. Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years of technology-related sales or account management experience OR Bachelor's degree in information technology, or related field AND 6+ years of technology-related sales or account management experience OR 7+ years of technology-related sales or account management experience. Experience selling business solutions to global customers with a focus on Cloud Native, AI, or Data platform and analytics. 4+ years of solution or services sales experience.
