Azul is hiring a Prime Solution Sales Director responsible for the product . About You The ideal candidate will have experience selling cloud services for Java workloads and applications (e.g., AWS Elastic Beanstalk, Azure App Service, or Google App Engine) and can evangelize customers to help IT & Cloud Management decision makers reduce cloud operating costs. This person will also need strong experience and understanding of performance optimization of application architectures, cloud native platforms, and public cloud providers. Experience with proof-of-concepts (POCs), creating and presenting ROI and TCO analysis and can articulate how optimization of application architecture and infrastructure helps companies reduce costs while improving their Java platform and applications' performance. This role is responsible for creating, driving, and assisting sales teams to close seven-figure deals. Initially the focus will be on driving meetings where s/he aligns the product to business value. S/He then works closely with Account Executives and Sales Engineers to push and progress opportunities through the established sales stages to a close. Preference given to those already and with a history of selling Cloud platform deals to enterprise-sized organizations. What You'll Do (aka Key Responsibilities) Engage with all AEs on accounts identified as requiring offering solution. Cultivate relationships and engage with new and existing clients to sell and evangelize Azul Platform Prime. Prospect and work closely with Business Development Reps to foster new opportunities. Build and maintain a pipeline 3X the quota. Consistently close business monthly and quarterly. Win competitive deals working closely with our local Sales Engineer & Account Executive team. Follow-up calls and meetings with customers already engaged to determine interest and next steps. Direct outreach to all accounts not yet contacted. Pitch customers, handle objections, work with AEs on all open opportunities and drive activities designed to progress to the next stage. Understand key cloud workloads and use cases and guide AEs to qualify deals correctly to increase pilot success. Collect and report customer feedback, sales objections, and suggestions to the product team. Report to the Executive Staff monthly a round-up of all activities, information gathered, opportunities created and progress made. Work with product team to plan and strategize how to create, develop and grow opportunities. Work with Product and Product marketing teams to contribute to AE enablement for increased Platform Prime success. What You'll Bring (Experience, Skills, Education) Undergraduate degree, or equivalent experience. 10+years of proven experience selling Enterprise Applications or Cloud Solutions. Experience selling and navigating 6 and 7 figure deals. Consistently overachieving, top of your class, and proven performance. Experience with Opensource and the Java community a plus. Experience with Cloud computing, middleware, big data (Cassandra, Hadoop) and search (SOLR,Elastic)a plus. What we Offer ·Comprehensive compensation and healthcare packages
·Equity Program – be part of our success
·Referral Program
·Work-life balance, remote-first, paid time off, company shutdown, holidays
·Work with top experts worldwide whom contribute to the Java ecosystem
Our Culture & Values ·Maniacal Customer Focus
·Innovation & Excellence
·Initiative & Courage
·Impact & Influence
·Integrity & Transparency
· Diversity, Inclusion & Teamwork
