Enterprise Sales architect

Enterprise Sales architect

Remote ( Cost Rica CA)

Key Responsibilities

Enterprise Sales & Business Development

• Identify, develop, and close new business opportunities within enterprise and mid-market accounts across the U.S.
• Build and maintain relationships with C-level executives, including CIOs, CTOs, CISOs, Chief Data Officers, and other key stakeholders.
• Develop and execute strategic account plans to drive customer acquisition and revenue growth.
• Own the full sales lifecycle, including prospecting, qualification, solution positioning, proposal development, negotiation, and contract closure.
• Maintain a healthy pipeline and consistently achieve assigned revenue targets.

Data, AI & Cybersecurity Solutions Sales

Data & Analytics

• Data modernization
• Data engineering
• Enterprise analytics
• Business intelligence
• Microsoft Fabric and modern data platforms

Artificial Intelligence

• Generative AI solutions
• Microsoft Copilot
• AI Agents and automation
• Azure AI services
• Enterprise AI transformation initiatives

Cybersecurity

• Security consulting
• Cloud security
• Identity and Access Management (IAM)
• Threat detection and response
• Managed security services

Additional responsibilities include:

• Understanding customer business challenges and translating them into technology-led solutions.
• Developing compelling business cases and value propositions.
• Partnering with solution architects and delivery teams to create tailored proposals and commercial offerings.

Microsoft Ecosystem & Partner-Led Sales

• Leverage existing relationships within the Microsoft ecosystem, including Account Executives, Partner Development Managers, and Solution Specialists.
• Identify and pursue Microsoft co-sell opportunities.
• Build strategic relationships with Microsoft partners and alliance organizations.
• Position ProArc's Data, AI, and Security capabilities within joint customer engagements.
• Stay aligned with Microsoft's product roadmap, incentives, and partner programs.

Revenue Ownership & Account Growth

• Own personal quota and revenue objectives.
• Generate business through direct sales, partner channels, alliances, and referrals.
• Develop opportunities across consulting, implementation, professional services, and recurring managed services.
• Maintain accurate CRM forecasts, pipeline reports, and account plans.
• Negotiate commercial agreements and ensure profitable engagements.
• Expand existing accounts through cross-sell and upsell opportunities.

Required Qualifications

• 8-15+ years of successful enterprise technology sales experience.
• Demonstrated success selling technology services to U.S. enterprise customers.
• Proven experience selling one or more of the following:
• Data & Analytics Services
• Artificial Intelligence Solutions
• Cybersecurity Services
• Strong track record in new logo acquisition and enterprise deal closure.
• Experience selling consulting, implementation, professional services, or managed services.
• Established network of enterprise decision-makers and/or Microsoft ecosystem stakeholders.
• Strong executive presence, negotiation skills, and business acumen.
• Ability to manage complex sales cycles involving multiple stakeholders.

Preferred Qualifications

• Experience with Microsoft Azure, Microsoft Fabric, Power BI, Microsoft Copilot, Azure AI, Microsoft Security, or related technologies.
• Background working for Microsoft or a leading Microsoft partner organization.
• Strong understanding of Microsoft co-sell motions and partner programs.
• History of closing multimillion-dollar services engagements.
• Experience selling into industries such as Healthcare, Financial Services, Manufacturing, Retail, or Technology.
• Knowledge of enterprise procurement, contracting, and technology services delivery models.