Principal - Sales

Company DescriptionOUR STORYWe are a global technology partner built for problems that lack playbooks. We show up with clarity, confidence, and accountability where AI ambitions outpace execution, data is complex, and cloud environments are fractured. We exist because organizations are drowning in tools, vendors, and buzzwords, while struggling to turn technology into results. Our purpose is to help our clients win by making their toughest business challenges solvable, scalable, and sustainable.WORKING AT OLLIONInnovation demands bold steps and big questions, and that’s the price of making change. We’ve got our head in the cloud and two feet on the ground, channeling tech’s endless potential towards a single goal: making a world of difference. And we’re building a global team to do just that. We are a team capable of making game-changing breakthroughs without ever losing sight of the people it will impact. This is more than consulting. This is the change you can be.THE OLLION DIFFERENCEAt Ollion, we’re all in on your independence. Our teams are seasoned. Our solutions are straightforward, sometimes even groundbreaking. And our engagements are exactly as long as you need them to be. We deliver fresh thinking and hard-earned insight in a way that works for you and your customers, arming our clients’ organization with everything they need to make their transformation truly mean something.WORKING WITH OLLION (our clients’ experiences)Progress matters more than process. Our global team of cloud-native pros is all about creating new and better ways to work, not just by solving your tech challenges, but by using technology to solve your business challenges. We keep the formulas, frameworks, and ten-point plans to a minimum, tackling your most pressing problems with a proprietary mix of good-old-fashioned ingenuity and refreshing humanity.Job DescriptionPosition DescriptionWe are looking for someone who enjoys variety, thrives on molding ambiguity into meaningful action, brings energy and team-oriented enthusiasm to their work, and has demonstrated experience in building a successful book of business in a greenfield territory. This role will provide the right candidate the opportunity to contribute and grow in an environment surrounded by smart, driven, and fun people, while having a tremendous impact on company-wide execution that brings the right outcomes for our clients and our business. A successful candidate will be a true hunter and have a proven track record of building and maintaining a large book of business in the enterprise and SMB space, by going direct to prospects and customers as well as collaborating with alliance partner sales teams. Expertise you bring Develop a strong presence within territory with prospects, customers and partners.Drive revenue and market share within the West Coast territory.Develop and execute against territory plan to consistently deliver quarterly bookings and revenue targets.Develop and manage relationships with enterprise and mid-market customers in Fortune 2000.Accelerate customer adoption of managed cloud and professional services (comprising cloud migration and modernization solutions, as well as data/analytics/AI solutions) through education and engagement.Position Ollion as a trusted, strategic business partner to customers with differentiated value propositions.Effectively qualify opportunities to ensure greatest return on time and resource investment.Use consultative/solution selling methodology to understand business problems and define solutions, in collaboration with pre-sales, technical and client services teams within the practices.Translate customer’s critical business and technology issues into profitable cloud and services opportunities.Leverage internal resources at multiple levels to build and deliver the best solution for the customer.Demonstrate strong business acumen by presenting solutions to decision makers (CXO, VP) on an ROI basis.Fully understand the customer's decision-making process to create and execute a predictable closing plan.Negotiate and close managed services and professional services agreements at the executive-level.Engage partners to develop and execute joint selling approach to customers where appropriate.Manage numerous accounts concurrently and strategically.Provide accurate monthly/quarterly bookings and revenue forecast through disciplined sales and pipeline methodology, including regular use of CRM.Prospect on a continual basis to ensure net new business targets are consistently met, through independent initiatives as well as in collaboration with marketing, alliances and other GTM teams. Proactively build and expand on existing customer relationships to drive net new revenue opportunities.Utilize customer relationships, professional networks and other industry forums to create new opportunities.QualificationsJob Requirements 10+ years of quota carrying cloud services, enterprise software or professional services sales experience across cloud migration, modernization and data strategy / data analytics / AI and GenAI solutionsTrack record of successfully carrying a quota of at least $4M.Track record of exceeding quota (top 10%-20% of company) in past positions in enterprise or mid-market.Experience managing the sales cycle from business champion to executive-level decision maker (CXO, VP).Experience negotiating and closing software and services contracts, including proposal and SOW creation.Experience building strong relationships with customers and partners.Hunter approach to business development and prospectingStrong knowledge and experience in Amazon Web Services, Microsoft Azure, GCP and other service offerings, with a particular focus and knowledge of AWS.Experience selling Dev/Sec Ops, Application Modernization/Software Engineering solutions a plusPrevious consultative selling or solution selling methodology and process training.Experience with Hubspot or similar customer relationship management software like Salesforce or Microsoft CRM.Be highly adaptable and thrive in an environment where revenue solves all problems.Travel to and within the West Coast territory as needed.Additional InformationBENEFITS & PERKS FOR WORKING AT OLLIONOur employees multiply their potential because they have opportunities to: Create a lasting Impact, Learn and Grow professionally & personally, Experience great Culture, and Be your Whole Self!Beyond an amazing, collaborative work environment, great people, and inspiring, innovative work, we have some great benefits and perks:Benchmarked, competitive, in-market total rewards package including (but not limited to): base salary & short-term incentive for all employeesWe are a remote-first, globally distributed organization where our people are empowered to learn, grow, and perform at their best. While most roles can be done from anywhere within your home country, some client-facing work may require onsite presence.Retirement planning (i.e. CPF, EPF, company-matched 401(k))Globally, we build benefit plans that offer choices for whatever stage in life our employees are in and allow for flexibility as life happens. Employees have access to a fully comprehensive benefits package to choose the medical, dental, and vision insurance plan that best fits their lives. In addition to great healthcare coverage, we also offer all employees mental health resources and additional wellness programs.Generous time off and leave allowancesAnd more!All your information will be kept confidential according to EEO guidelines.Ollion is an equal opportunity employer. We celebrate diversity and we are committed to creating an inclusive environment for all employees. Ollion does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, parental status, military service, or other non-merit factor.SummaryType: Full-timeFunction: SalesExperience level: Mid-Senior LevelIndustry: Information Technology And Services