Principal, Offering Sales (Enterprise) - Positive Work Culture

Job Description

At Acuative, we foster a dynamic work environment that attracts and retains top talent. With a strategic focus on both our people and our customers, we're dedicated to facilitating growth and success for all. We're committed to creating a workplace where employees embrace change as an opportunity for career advancement and customer satisfaction.

As a diverse and creative team, we're singularly focused on delivering exceptional results for our customers. We're driven by a collective desire to learn, grow, and succeed together, shaping our future and achieving our goals.

Join us at Acuative and embrace the ethos of Being Ready to achieve. Bring your skills, curiosity, creativity, and authentic self to your work as we seek the right sales professional to join our expanding team. Acuative Principals play a pivotal role in driving the sales process and outcomes within specific industries. They cultivate a profitable pipeline and backlog of sales through deal origination, negotiation, and closure. We are growing talent in the four geographic areas of Cleveland, Ohio, Dallas, TX, Atlanta GA, and Phoenix AZ. Candidates must live in or around one of these geographic areas.

Responsibilities:

Entrepreneurial Leadership: Utilize regional experience and credibility to enhance market positioning. Leverage industry knowledge and technical expertise to understand Enterprise client needs in Networking, Managed Services, Intelligent Automation, and Full Stack Observability. Invest in developing deep relationships within target organizations and effectively communicate Acuative's value proposition.

Client Education: Educate clients on Acuative's capabilities and articulate our offerings within relevant industries. Share success stories that highlight our differentiation and value proposition to partners and Enterprise clients.

Subject Matter Expertise: Become proficient in Acuative's capabilities, including Site Assurance, Networking and WAN expertise, IT Managed Services, Full Stack Observability, Consulting, and Site Reliability Engineering.

Sales Target Achievement: Meet new and existing business sales targets by maximizing sales effectiveness and driving performance across regionally focused accounts.

Sales Leadership: Lead both simple and complex selling efforts, from identifying and qualifying prospects to cultivating and closing new business opportunities.

Value Proposition Development: Create and refine Acuative's differentiated value proposition for Site Assurance. Develop strategic win themes for proposals.

Strategic Planning: Develop strategic and tactical plans to grow a book of business and assist in closing opportunities across regional accounts.

Relationship Building: Build strong, trusting relationships with senior leaders at client organizations to position Acuative as the preferred partner in realizing their long-term vision.

Partnership Development: Drive joint opportunities and partner pipeline with key strategic partners, including Cisco, Ericsson, Broadcom, Fortinet, Cradlepoint, Elastic, AT&T, Lumen, and Appneta, and Dynatrace.

Internal and External Collaboration: Foster relationships both with clients and internally with account teams to ensure alignment and successful outcomes.

Data Management: Maintain accurate and timely customer, pipeline, and forecast data in collaboration with Sales Operations.

Preferred Qualifications:

• Bachelor's Degree, Advanced Degree a plus
• Core management consulting skills including: Executive & Digital Leadership Workshop facilitation
• Experience conducting client interviews/focus groups to support the end-to-end digital sales cycle (origination -> solution -> close)
• Experience working with and jointly going to market with strategic vendors.
• Designing client business cases
• Must be legally authorized to work in the US without the need for employer sponsorship, now or at any time in the future.

Work Environment:

• Remote position
• Ability to travel to support strategic sales initiatives
• Must thrive in a hybrid work environment