Senior Associate Software Sales Specialist

Accountabilities: • Generate demand and identify new software opportunities across assigned existing accounts and territories.

• Partner with Client Managers to develop, progress, and close software opportunities, contributing to account and sales strategies.

• Develop sales and account plans positioning software, subscriptions, Enterprise Agreements (EAs), and Enterprise License Agreements (ELAs).

• Participate in win strategies and challenge suboptimal RFP requirements by introducing alternative approaches focused on business value and client outcomes.

• Support and progressively lead software sales engagements, including solution positioning, pricing, commercial structures, negotiations, and contractual discussions.

• Build pipeline and contribute to Annual Recurring Revenue (ARR), software bookings, gross profit, and other assigned performance objectives.

• Identify opportunities to expand Enterprise Agreements through renewals, upselling, cross-selling, and increased software adoption.

• Collaborate with Software/GTM leadership, Client Managers, OEM partners, and solution architects to develop and execute effective sales strategies.

• Build expertise in software licensing models and advise clients and internal stakeholders on licensing and consumption options.

• Develop knowledge of strategic software partners and licensing programs, including Cisco, Microsoft, VMware/Broadcom, Palo Alto Networks, and other priority OEMs.

• Articulate the financial and operational value of software purchasing programs, subscription models, and Enterprise Agreements.

• Prepare client presentations, proposals, business cases, pricing models, and executive-level value propositions.

• Maintain accurate opportunity data, sales forecasts, pipeline progression, and close plans.

• Develop competitive knowledge covering market pricing, licensing strategies, partner programs, and competitive positioning.

• Complete required internal and OEM sales, licensing, and technical accreditations.

• Maintain current knowledge of relevant services and identify opportunities to connect software transactions with lifecycle, adoption, professional, and managed services.

• Perform other related responsibilities as required.

Requirements

• Bachelor’s degree or equivalent combination of education and relevant experience in Business, Sales, Information Technology, or a related field.

• Early-career experience in sales, business development, technology, customer-facing roles, or a related area is preferred.

• Exposure to technology sales, software, SaaS, IT services, licensing, or subscription-based business models is desirable but not required.

• Previous experience working with technology vendors or channel partners is beneficial.

• Vendor sales or licensing accreditations are desirable and may also be obtained after joining.

• Strong interest in technology, software, and developing a career in complex enterprise solution selling.

• Commercial curiosity and a strong desire to understand how clients purchase, consume, and manage technology.

• Excellent verbal and written communication, questioning, listening, discovery, and relationship-building skills.

• Confidence engaging with clients, partners, and internal stakeholders across multiple teams.

• Analytical ability to understand pricing, licensing, financial models, and commercial structures.

• Ability to articulate business value rather than relying solely on product features.

• Strong organizational skills, attention to detail, accountability, and follow-through.

• Discipline around pipeline management, forecasting, opportunity progression, and meeting deadlines.

• Ability to learn complex technologies and licensing programs quickly and apply coaching effectively.

• Ability to operate successfully in a collaborative, team-selling environment while adapting to changing priorities.

• Strong ownership mindset and willingness to be accountable for business outcomes.

• Deep software licensing expertise is not required on day one; aptitude, motivation, and a commercial mindset are key.

Benefits

• Starting U.S. compensation range of $57,000–$105,000 , with actual compensation based on work location, experience, technical skills, qualifications, and other relevant factors.

• Potential eligibility for incentive compensation based on individual and/or company performance.

• Medical, dental, and vision insurance with an employer contribution.

• Flexible Spending Account (FSA) or Health Savings Account (HSA).

• Life and AD&D insurance.

• Short-term and long-term disability coverage.

• Paid time off.

• Employee assistance program.

• 401(k) program with company match.

• Additional voluntary and legally required benefits.

• Fully remote working arrangement.

• Structured mentoring and opportunities to develop expertise in enterprise software sales and licensing.

• Access to OEM training and opportunities to obtain relevant sales, licensing, and technical accreditations.

• Exposure to leading technology partners, enterprise clients, complex commercial models, and strategic software solutions.

• Career development opportunities within a global technology environment.

• Inclusive workplace committed to diversity, belonging, and equal opportunity.

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