Principal Sales Consultant

Principal Sales Consultant

Ashburn Consulting, a small business based in the Washington, DC metropolitan area, specializes in providing network and network security solutions in complex environments to a select set of government and business clients. The company, an established leader in its field, is composed of an elite team of engineers and business consultants, each of whom is recognizedand highly regardedwithin the network and security communities.

Job Description

Ashburn Consulting is seeking a high-impact, entrepreneurial Principal Sales Consultant Client Strategies to drive strategic revenue growth across State & Local (SLED) and select Commercial markets. This role is designed for senior sales professionals who excel at building markets, breaking into new accounts, and closing complex, high-value opportunities that combine consulting services with strategically aligned technology solutions.

This is not a traditional services sales role. The ideal candidate brings a hybrid backgroundcapable of selling consulting-led engagements while also leveraging strong relationships within key OEM ecosystems (currently seeking those with notable relationships with HPE, Arista Networks, and/or Zscaler) to originate, influence, and close integrated solutions.

The successful candidate will operate with a high degree of autonomy and will be expected to build and scale a multi-million-dollar book of business by aligning Ashburn's consulting capabilities with OEM partner strategies, customer modernization initiatives, and contract vehicle access.

Key Responsibilities

Strategic Business Development & Market Entry

Identify, pursue, and close net-new opportunities across SLED and targeted Commercial accounts.

Break into new accounts by leveraging existing relationships, OEM partner alignment, and consultative engagement strategies.

Develop and execute account strategies that combine services-led value with OEM-backed solution opportunities.

OEM & Channel Alignment

Build and maintain strong, productive relationships with key OEM partners (currently seeking someone with working relationships within HPE, Arista and/or Zscaler), including field sellers, channel managers, and alliance leaders.

Co-develop opportunities with OEM counterparts, aligning Ashburn's consulting and implementation capabilities to partner-driven sales motions.

Identify and pursue joint go-to-market opportunities that accelerate revenue through partner ecosystems.

Consulting-Led Opportunity Shaping

Lead client conversations focused on modernization initiatives including network transformation, cybersecurity, Zero Trust, and hybrid cloud.

Position Ashburn as a trusted advisor in early-stage solution design, architecture discussions, and strategic planning efforts.

Translate technical and business challenges into scoped consulting and implementation opportunities.

Public Sector Capture & Contract Strategy

Navigate SLED procurement environments, leveraging cooperative contracts and contract vehicles to accelerate deal closure.

Identify and recommend strategic contract vehicle pursuits aligned to target accounts and pipeline.

Support capture efforts, teaming strategies, and proposal development where applicable.

Revenue Growth & Account Expansion

Own the full lifecycle of client relationshipsfrom initial engagement through expansion and long-term growth.

Drive both services and solution-based revenue within accounts, increasing wallet share over time.

Maintain a strong, qualified pipeline with clear progression toward revenue targets.

Market Presence & GTM Contribution

Represent Ashburn in industry events, OEM partner engagements, and customer forums.

Provide field intelligence to inform service offerings, OEM alignment strategy, and go-to-market evolution.

Contribute to the development of repeatable sales plays that integrate consulting and OEM-driven opportunities.

Qualifications

710+ years of experience in technology sales, including a mix of consulting/services and OEM or VAR/channel-based selling.

Demonstrated success closing complex, multi-million-dollar deals involving both services and technology solutions.

Strong existing relationships with one or more of the following ecosystems: HPE, Arista Networks, Zscaler (adjacent partner networks may be considered).

Proven ability to break into new accounts and build a book of business from the ground up.

Deep understanding of SLED procurement, cooperative contracts, and public sector sales cycles.

Experience working within or alongside VARs, integrators, or OEM channel organizations.

Strong consultative selling skills with the ability to engage both business and technical stakeholders.

Highly self-sufficient with the ability to operate effectively in a lean, entrepreneurial environment.

Preferred Qualifications

Direct experience selling through or alongside OEM channel programs.

Background in infrastructure modernization, networking, cybersecurity, or cloud ecosystems.

Familiarity with contract vehicles such as TIPS, OMNIA, Sourcewell, etc.

Experience shaping deals that originate from OEM pipelines and converting them into services-led engagements.

Performance Expectations

Revenue Growth: Achieve aggressive revenue targets across both services and OEM-aligned opportunities.

Strategic Deals: Secure and close high-value, multi-dimensional deals that position Ashburn as a long-term partner.

Pipeline Development: Build and maintain a robust, partner-influenced pipeline with strong conversion rates.

OEM Alignment: Demonstrate measurable success in co-selling and sourcing opportunities through OEM relationships.

Client Expansion: Grow footprint within accounts through cross-sell and upsell of services and solutions.

Market Impact: Establish a strong presence within target markets and partner ecosystems.

Additional Information

Equal Opportunity Employer/Veterans/Disabled. An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status.

Ashburn Consulting is an Equal Opportunity Affirmative Action Employer. In compliance with the American with Disabilities Act Amendments Act (ADAAA), if you have a disability and would like to request an accommodation in order to apply for a position with Ashburn Consulting, please e-mail View email address on talent.com.