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About the role
- Be responsible for establishing, cultivating, and improving Solace’s relationship with clients.
- Identify new business opportunities to grow with both new clients, and within existing clients – and they lead the sales process from start to finish.
- Develop and execute territory and account plans that address short-term and strategic goals which include pipeline building, revenue attainment, profit margin, client wallet share, and customer satisfaction.
- Be a “hunter” and must be a self-starter who is able to work independently.
- Ultimately, accountable to win new business, and in the process will build strong client relationships (at both the working and executive level), negotiate complex deals, and establish long-lasting client relationships.
Requirements
- Consultative selling
- Ability to build strong executive relationships
- Proven ability to close large, complex deals
- Track record in selling middleware products, solutions, and services
- Exceptional interpersonal skills with a proven ability to connect with clients
- Ability to pull together a team and lead complex negotiations
- Bachelor’s degree or equivalent
- 5+ years of experience managing client relationships in the Enterprise IT space
- Proven track record of sales success in other IT companies
- Familiarity with MEDIC / MEDDPICC sales process
- Willingness to travel as much as 30% of their time (2-3 days a week)
- Ability to work without sponsorship required.
Benefits
- Work with brilliance – Our team is packed with some of the sharpest minds in the industry.
- Balance matters – We believe work should fit into your life, not the other way around.
- Hybrid-first – Flexibility is built into how we work, so everyone feels included and empowered.
- Values-driven – We live and breathe our core values: craftsmanship, trust, courage, freedom, momentum, humility, and human experience.
- Growth mindset – Our training programs are designed to help you level up, fast.
- Customer Obsessed – We’re proud of our world-class customer lineup (we’re not shy about it).
- Keep it fun – We’re social, we keep things simple, and we know how to have a good time.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
consultative sellingselling middleware productsselling solutionsselling servicesMEDIC sales processMEDDPICC sales process
Soft Skills
interpersonal skillsability to build executive relationshipsself-starterability to lead negotiationsability to work independently
Certifications
Bachelor’s degree