About the role
Responsibilities:
- Develop and execute a comprehensive account plan: prospecting, multi-threading, qualification, close plans, and expansion.
- Drive workload adoption and usage growth across current and new services, translating customer objectives into concrete cloud adoption plans.
- Run executive-level discovery with CXOs, Heads of Engineering, Platform Leaders, Security, and Procurement; map pain → ROI → adoption path.
- Orchestrate solutioning with internal teams (product, engineering, and solution architects) and partners to deliver pilots/POCs that convert to production.
- Build strong business cases that quantify impact: cost, performance, reliability, security/compliance, and operational simplicity.
- Lead negotiations, procurement cycles, security reviews, and stakeholder alignment to close complex deals.
- Maintain rigorous forecasting, CRM hygiene, win/loss analysis, and playbooks that scale.
Requirements:
- 8-10+ years of B2B solution/technical sales in cloud, infrastructure, platform SaaS, developer tools, or adjacent deep tech.
- Proven track record of closing complex deals and expanding accounts through adoption/usage growth.
- Strong technical depth: can credibly discuss cloud primitives, networking, IAM/security, observability, databases, and modern workloads (incl. AI/ML and agentic systems).
- Strong executive communication, negotiation, and stakeholder management.
- Comfortable operating in ambiguity, building structure from scratch, and executing fast.
- CRM proficiency (Salesforce or equivalent).