About the role
Job Responsibilities:
- Own the end-to-end sales cycle — from qualified meeting to closed-won — for prospects in the US SMB segment
- Partner closely with BAs to convert meetings into qualified opportunities, providing feedback to sharpen targeting and messaging
- Build and manage a healthy pipeline, supplementing SDR-sourced meetings with your own prospecting where needed
- Understand prospect needs deeply — engineering bottlenecks, product roadmap gaps, scaling challenges — and position Clarion's Associate Account Director
- software engineering services and vEmployee™ model as the right-fit solution
- Run compelling discovery calls, demos, and solution walkthroughs tailored to technical and business stakeholders
- Negotiate commercial terms and close deals in line with quota and revenue targets
- Maintain accurate pipeline hygiene and forecasting in the CRM, with clear visibility into deal stages and next steps
- Collaborate with Marketing, SDRs, and Delivery/Solutioning teams to ensure smooth handoffs and a strong client onboarding experience post-sale
- Stay current on ISV market trends, competitor positioning, and Clarion's evolving service offerings (including GenAI, ML, and predictive analytics capabilities)
- Consistently meet or exceed monthly/quarterly sales targets
Job Requirements:
- 5–8 years of overall sales experience, with a significant portion in IT services, software engineering services, or technology sales
- Proven track record of carrying and consistently meeting/exceeding quota as an individual contributor
- Experience selling into the US market, with strong understanding of US business buying cycles and communication norms
- Comfort managing a full sales cycle independently — from prospecting/qualification through to close
- Working knowledge of the ISV ecosystem and software product development lifecycle is highly valued
- Strong consultative selling skills — ability to understand technical requirements and translate them into a compelling business case
- Polished written and verbal communication skills, with the ability to present confidently to senior stakeholders (CTOs, VP Engineering, Product leaders)
- Ability to work independently in a fast-paced, target-driven environment
- Comfort working a US-aligned shift (5 PM – 2 AM IST) from the Pune office (3 days/week)
Preferred Qualifications:
- Prior experience selling to ISVs or software product companies, engaging personas such as CTOs, CIOs, VP Engineering, Heads of Product, and other similar technical/product leadership roles
- Experience working alongside or managing a book of business generated by an SDR/BDR function
- Familiarity with CRM tools (e.g., Salesforce, HubSpot) and forecasting/pipeline management practices
- Exposure to consultative or solution-selling methodologies (e.g., MEDDIC, Sandler, Challenger)
- Understanding of GenAI, machine learning, or predictive analytics use cases is a plus