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Enterprise Account Executive, Azul Prime - (Remote)

Azul

Role overview

Qualifications

  • 15+ years direct software sales experience
  • Proven track record of direct sales of both on-premise and cloud-based software solutions into large enterprises
  • Demonstrated experience in key verticals: online retail, e-commerce, ad-tech, gaming and financial services
  • Undergraduate degree, or equivalent experience

Responsibilities

  • Develop and implement strategies to generate new Prime business opportunities and achieve sales targets
  • Actively engage with existing Platform Core customers to understand their unique challenges and business needs
  • Manage the entire sales cycle, from lead generation to close
  • Drive contract negotiations, while consistently closing business on a monthly and quarterly basis

Key facts

Hard skills

Other skills

  • Communication
  • Presentations

About the company

Azul logo

Azul

Software Development

Azul is the only company 100% focused on Java, delivering the most trusted Java platform to the modern cloud enterprise. We provide the world’s best commercial support for OpenJDK to our customers by prioritizing their success, maintaining our unwavering commitment to innovation and excellence, and advancing Java through community leadership. Millions of Java developers, hundreds of millions of devices, and the world’s most highly regarded businesses - including 27% of the Fortune 100 - trust Azul to power their applications with exceptional capabilities, performance, security, value, and success. https://www.azul.com Twitter: @azulsystems Trademarked - AZUL, Zulu, Azul Zulu, Azul Zulu Prime, Azul Platform Prime, Azul Platform Core, Azul Intelligence Cloud, Azul Analytics Suite, Azul Optimizer Suite are either registered trademarks or trademarks of Azul Systems, registered in the U.S. and elsewhere. All other trademarks belong to their respective owners.

Company details

Company typeSME
IndustrySoftware Development
Company size201 - 500

Links

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Job description

We are seeking a motivated and results-driven Cloud Sales Specialist to help grow our Platform Prime customer base and increase revenue. The Prime Sales Specialist will play a pivotal role in driving North America sales through a mix of new Platform Prime customer acquisition and cross-selling into existing Platform Core clients. You will work closely with the sales and technical teams to communicate the value of Azul’s solutions to both technical and business stakeholders.   This is an individual-contributor, quota-carrying role that can be based remotely in the US.
What You’ll Do (aka Responsibilities):
  • Sales Strategy & Execution: Develop and implement strategies to generate new Prime business opportunities and achieve sales targets within assigned territories/accounts.
  • Client Engagement: Actively engage with existing Platform Core customers to understand their unique challenges and business needs, providing Azul solutions.
  • Sales Pipeline Management: Manage the entire sales cycle, from lead generation to close. Maintain a robust pipeline of opportunities and forecast accurately.  Build a 3X pipeline.
  • Cross-functional Collaboration: Work closely with Sales Engineers, Marketing, and Customer Success teams to ensure prospects receive comprehensive, clear, and accurate product demonstrations, proposals, and support.
  • Negotiation & Closing: Drive contract negotiations, while consistently closing business on a monthly and quarterly basis.
  • Reporting: Maintain accurate records of sales activity, progress, and outcomes in Salesforce.

    • What You’ll Bring (aka Experience and Education)
  • 15+ years direct software sales experience
  • Proven track record of direct sales of both on-premise and cloud-based software solutions into large enterprises, as well as SaaS centric companies
  • Demonstrated experience in key verticals:  online retail, e-commerce, ad-tech, gaming and financial services
  • Significant experience selling into the infrastructure space (OS, JVM, Container) versus the application space
  • Confident experience working in close partnership with a Technical Sales Engineer
  • Extensive experience selling technical products that require technical POCs
  • Experience selling enterprise products based on Java-based Open Source, highly desired
  • Undergraduate degree, or equivalent experience

    • What You'll Bring (aka Skills and Competencies)
  • Exceptional communicator, influencer and presenter
  • Ability to Evangelize a new solution where there most likely is not an existing budget placeholder
  • Demonstrated ability with Multi-Level selling
  • Proficient in deal qualification methodologies, MEDDPICC preferred
  • Progressive and proactive use of industry sales tools and systems

    • Location
  • Remote, ideally someone located in the Eastern or Central Time Zone
    •

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    MR

    Marcus Rivera

    Chief Revenue Officer

    m.rivera@company.com
    linkedin.com/in/marcusrivera
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