Own a dedicated overlay revenue quota aligned to strategic BU targets.
Drive incremental pipeline creation, deal progression, and close velocity through joint selling with core sales teams.
Identify, qualify, and prioritize high-value use cases and lighthouse customers aligned to BU strategy.
Lead commercial strategy for complex, multi-stakeholder deals, including pricing, packaging, and value articulation.
Partner with core Account Executives, Regional Sales Leaders, and Channel teams to embed BU solutions into active sales motions.
Act as the subject-matter expert for the NWPS solutions, differentiation, and business outcomes.
Coach and enable sales teams on use-case selling, ROI narratives, and customer value propositions.
Ensure consistent positioning and messaging across regions and verticals.
Translate BU strategy into field-executable GTM motions, including vertical plays, bundles, and offers.
Provide direct feedback to Product and GTM teams on customer requirements, objections, and competitive dynamics.
Support development of sales assets, playbooks, and reference architectures to drive repeatability.
Maintain accurate pipeline visibility and forecasting for overlay-owned opportunities.
Track leading indicators such as pipeline coverage, conversion rates, deal cycle time, and attach rates.
Ensure deals meet margin, scalability, and strategic fit criteria.
Serve as the primary commercial interface between Sales, Product, Engineering, Marketing, and Customer Success for BU opportunities.
Support executive-level customer engagements, workshops, and strategic reviews.
Champion a culture of collaboration, accountability, and outcome-driven execution.

Requirements

10+ years of experience in B2B2x enterprise or solution sales, including overlay or specialist roles
Proven track record of co-selling and influencing without direct ownership of accounts
Experience driving revenue for complex, technology-led solutions (cloud, APIs, platforms, AI, network services, SaaS, etc.)
Strong executive presence with the ability to engage C-level stakeholders
Data-driven approach to pipeline, forecasting, and deal management.
Experience operating in matrixed, global sales organizations (preferred)
Background in launching or scaling new products or strategic business units (preferred)
Familiarity with vertical-led GTM motions and partner-driven ecosystems (preferred)

Benefits

Discretionary time off
Medical, Dental & Vision Insurance
401(k)

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B2x salessolution salesrevenue generationpipeline managementdeal progressionpricing strategyvalue articulationuse-case sellingROI narrativescustomer value propositions

Soft Skills

executive presencecollaborationaccountabilityoutcome-driven executioncoachinginfluencingcommunicationstrategic thinkingnegotiationleadership