Solution Sales Specialist

## About the role Lead strategic discussions with customer stakeholders and executive decision makers to identify, qualify, and accelerate high-value sales opportunities. Conduct whitespace analysis within the assigned market domain to uncover new business opportunities and address market gaps in collaboration with cross-functional teams and partners. Utilize AI-driven market intelligence tools to assess emerging trends and translate insights into actionable sales strategies aligned with customer business priorities. Evaluate solution areas and market dynamics to design customer-centric sales plays, incorporating predictive analytics to anticipate future market demands. Partner cross-organizationally to support the development and delivery of solutions that enable AI- and cloud-driven transformations for both existing and new customers across the region. Engage in regular sales pipeline reviews with internal stakeholders to enhance forecasting accuracy and drive performance against assigned targets using AI-powered analytics tools. Translate customer and partner feedback into actionable recovery or optimization plans to improve customer satisfaction and long-term outcomes. Activate partner ecosystems and co-selling strategies throughout the sales lifecycle to accelerate deal progression and maximize customer value realization at scale. Maintain pipeline hygiene by leveraging consumption, renewal, and usage data to monitor adoption trends, enable timely intervention, and support predictable renewals. ## Responsibilities - Lead strategic discussions with customer stakeholders and executive decision makers to identify, qualify, and accelerate high-value sales opportunities. - Conduct whitespace analysis within the assigned market domain to uncover new business opportunities and address market gaps in collaboration with cross-functional teams and partners. - Utilize AI-driven market intelligence tools to assess emerging trends and translate insights into actionable sales strategies aligned with customer business priorities. - Evaluate solution areas and market dynamics to design customer-centric sales plays, incorporating predictive analytics to anticipate future market demands. - Partner cross-organizationally to support the development and delivery of solutions that enable AI- and cloud-driven transformations for both existing and new customers across the region. - Engage in regular sales pipeline reviews with internal stakeholders to enhance forecasting accuracy and drive performance against assigned targets using AI-powered analytics tools. - Translate customer and partner feedback into actionable recovery or optimization plans to improve customer satisfaction and long-term outcomes. - Activate partner ecosystems and co-selling strategies throughout the sales lifecycle to accelerate deal progression and maximize customer value realization at scale. - Maintain pipeline hygiene by leveraging consumption, renewal, and usage data to monitor adoption trends, enable timely intervention, and support predictable renewals. ## Requirements - Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field, AND 4+ years of experience in technology-related sales or account management (or equivalent experience). - 4+ years of solution or services sales experience in customer-facing roles. - Demonstrated ability to manage sales opportunities, orchestrate complex deals, and maintain effective pipeline management practices. - Proven experience in developing customer-aligned sales strategies with an understanding of enterprise security priorities. - Strong communication skills, including the ability to effectively present complex technical and business concepts to diverse stakeholders. - Ability to build trusted advisor relationships with both technical and business decision makers. - Proficiency in English for professional business communication. ## Nice to Have - Master's Degree (e.g., MBA, Information Technology, Information Security, or related discipline) AND 6+ years of experience in technology-related sales or account management; OR Bachelor's Degree AND 8+ years of relevant experience. - Experience leveraging AI-enabled sales methodologies, automation tools, or data-driven insights to drive business outcomes. - Foundational understanding of AI ethics principles, including fairness, transparency, and accountability. - Experience working within partner ecosystems and executing co-selling strategies. ## Benefits - Competitive compensation and performance-based incentives. - Opportunities for professional growth and development. - Collaborative and innovative work environment.