Principal Sales Consultant (Remote)

Principal Sales Consultant

FTE/Perm Role Candidates sit remote but need to be local to the DMV area for possible monthly meetings onsite in Leesburg, VA. Qualifications include 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 is required. 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.

Detail Job Description: 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.