Azul Systems

OpenJDK-based Java performance solutions for enterprises

Enterprise Account Executive

Account ExecutiveConfirmed live in the last 24 hours

Full-time$135k - $160k /yr

About the Job

Requirements

At least 15 years of direct software sales experience.
A proven track record of direct sales of on-premise and cloud-based software solutions to large enterprises and SaaS-centric companies.
Demonstrated experience in online retail, e-commerce, ad tech, gaming, and financial services.
Significant experience selling in infrastructure areas such as operating systems, the Java Virtual Machine, and containers rather than application software.
Experience working closely with a Technical Sales Engineer.
Extensive experience selling technical products that require technical proofs of concept.
An undergraduate degree or equivalent experience.
Ability to evangelize a new solution where an existing budget placeholder most likely does not exist.
Demonstrated ability with multilevel selling.
Proficiency in deal qualification methodologies.

Responsibilities

Develop and implement strategies to generate new Platform Prime business opportunities and achieve sales targets within assigned territories and accounts.
Engage with existing Platform Core customers to understand their challenges and business needs and provide Azul solutions.
Manage the sales cycle from lead generation through closing, maintain a robust opportunity pipeline, build a three-times pipeline, and forecast accurately.
Collaborate with Sales Engineers, Marketing, and Customer Success to provide prospects with clear and accurate product demonstrations, proposals, and support.
Drive contract negotiations and close business consistently on a monthly and quarterly basis.
Maintain accurate records of sales activity, progress, and outcomes in Salesforce.

Desired Qualifications

Experience selling enterprise products based on Java-based open source software is highly desired.
Experience with MEDDPICC is preferred.

Salary Range: 135000 to 160000 (Currency: USD) (Pay period: per-year-salary)

We are seeking a motivated and results-driven Cloud Sales Specialist to help grow our Platform Prime customer base and increase revenue. This role will play a pivotal role in driving North America sales through a mix of new Platform Prime customer acquisition and cross-selling into existing Platform Core clients. You will work closely with the sales and technical teams to communicate the value of Azul’s solutions to both technical and business stakeholders.

This is an individual-contributor, quota-carrying role that can be based remotely in the US, preferably in the West region.

What You’ll Do (aka Responsibilities):

Sales Strategy & Execution: Develop and implement strategies to generate new Prime business opportunities and achieve sales targets within assigned territories/accounts.
Client Engagement: Actively engage with existing Platform Core customers to understand their unique challenges and business needs, providing Azul solutions.
Sales Pipeline Management: Manage the entire sales cycle, from lead generation to close. Maintain a robust pipeline of opportunities and forecast accurately. Build a 3X pipeline.
Cross-functional Collaboration: Work closely with Sales Engineers, Marketing, and Customer Success teams to ensure prospects receive comprehensive, clear, and accurate product demonstrations, proposals, and support.
Negotiation & Closing: Drive contract negotiations, while consistently closing business on a monthly and quarterly basis.
Reporting: Maintain accurate records of sales activity, progress, and outcomes in Salesforce.

What You’ll Bring (aka Experience and Education)

15+ years direct software sales experience
Proven track record of direct sales of both on-premise and cloud-based software solutions into large enterprises, as well as SaaS centric companies
Demonstrated experience in key verticals: online retail, e-commerce, ad-tech, gaming and financial services
Significant experience selling into the infrastructure space (OS, JVM, Container) versus the application space
Confident experience working in close partnership with a Technical Sales Engineer
Extensive experience selling technical products that require technical POCs
Experience selling enterprise products based on Java-based Open Source, highly desired
Undergraduate degree, or equivalent experience

What You'll Bring (aka Skills and Competencies)

Exceptional communicator, influencer and presenter
Ability to Evangelize a new solution where there most likely is not an existing budget placeholder
Demonstrated ability with Multi-Level selling
Proficient in deal qualification methodologies, MEDDPICC preferred
Progressive and proactive use of industry sales tools and systems

Location

Remote, ideally someone located in the Pacific Time Zone

About the Company

Azul Systems

OpenJDK-based Java performance solutions for enterprises

Azul Systems provides enterprise OpenJDK-based Java solutions designed to boost performance and security for cloud applications. Its product offerings include a Java platform licensed to customers, 24/7 support, and migration services that help organizations move from Oracle JDK to Azul with minimal downtime. Azul’s platform integrates with existing Java technologies and supports IoT and big data workloads, delivering low-latency, stable applications across millions of installations. The company differentiates itself by focusing on open Java implementation for enterprises, serving many Fortune 100 companies, and employing highly experienced Java engineers to ensure reliable operation and expert guidance. Azul’s goal is to help businesses run faster, more secure Java in the cloud, with easy migration, strong support, and scalable performance across diverse workloads.

Company size: 501-1,000
Company stage: Series F
Total funding: $177.7M
Headquarters: Sunnyvale, CA
Founded: 2002

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