Job description

The Director, Industrial Cloud and AI Sales supports the VP in driving revenue growth by translating the industrial cloud growth strategy into executable sales initiatives and operational plans. Acting as deputy to the VP, this role drives the day-to-day execution of sales plays, pipeline discipline, and cross-functional delivery across sales, presales, marketing, and product teams. The role is responsible for operationalizing target-market priorities, strengthening sales pipelines, and ensuring customer value propositions are consistently delivered in the field. The ideal candidate combines strong execution and program-management skills with a commercial mindset and a proven record of improving sales performance and customer satisfaction. Key Responsibilities Customer-Facing & Sales Enablement • Equip sales teams to articulate the benefits and value of the IFS offering to potential and existing customers. • Ensure both Installed Base (IB) and New Name (NN) sellers fully understand and effectively execute the agreed sales play(s). • Develop tailored sales pitches, demos, and proposals that address client pain points and highlight product value. Pipeline & Forecast Management • Drive pipeline progression by ensuring opportunities advance through stages and deals are closed. • Manage and track CQ and CQ+1 forecasts, ensuring alignment with revenue targets set by the VP. • Monitor and analyze sales metrics to measure success and identify areas for improvement. • Prepare regular performance reports and forecasts for the VP and senior management. Strategic Market Engagement • Work with regional teams to apply target-market priorities and align sales execution accordingly. • Partner with global and regional marketing teams to execute impactful campaigns. • Channel customer needs and preferences into product development discussions. Collaboration & Alignment • Partner with product and marketing teams to ensure sales efforts align with product roadmaps and go-to-market strategies. • Maintain a working understanding of competitive positioning to identify growth opportunities and differentiate the offering. Account Management & Retention • Manage and expand relationships with key accounts, supporting long-term customer satisfaction and retention. • Advocate for Industrial Cloud–centric customer solutions that align with client goals and organizational values What We’re Offering • Salary Range: $190,000 to $200,000 annually + 60% Variable • Flexible paid time off, including sick and holiday • Medical, dental, & vision insurance • 401K with Company contribution • Flexible spending accounts • Life insurance and disability benefits • Tuition assistance • Community involvement and volunteering events • Strong understanding of Microsoft Azure cloud services and AI. • Knowledge of enterprise applications — ERP, EAM, and FSM solutions preferred. • Demonstrated success in sales or presales management roles, preferably within the Microsoft cloud services ecosystem. • Solid understanding of sales pipeline management and forecasting. • Strong analytical, communication, and collaboration skills. • Ability to influence and align cross-functional teams without direct authority. • Experience working across global or regional markets, with a focus on customer satisfaction and value delivery. We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer

Requirements

Must-haves

The Director, Industrial Cloud and AI Sales supports the VP in driving revenue growth by translating the industrial cloud growth strategy into executable sales initiatives and operational plans.
Customer-Facing & Sales Enablement
Equip sales teams to articulate the benefits and value of the IFS offering to potential and existing customers.
Ensure both Installed Base (IB) and New Name (NN) sellers fully understand and effectively execute the agreed sales play(s).
Develop tailored sales pitches, demos, and proposals that address client pain points and highlight product value.
Pipeline & Forecast Management
Drive pipeline progression by ensuring opportunities advance through stages and deals are closed.
Manage and track CQ and CQ+1 forecasts, ensuring alignment with revenue targets set by the VP.
Monitor and analyze sales metrics to measure success and identify areas for improvement.
Prepare regular performance reports and forecasts for the VP and senior management.
Strategic Market Engagement
Work with regional teams to apply target-market priorities and align sales execution accordingly.
Partner with global and regional marketing teams to execute impactful campaigns.
Channel customer needs and preferences into product development discussions.
Collaboration & Alignment
Partner with product and marketing teams to ensure sales efforts align with product roadmaps and go-to-market strategies.
Maintain a working understanding of competitive positioning to identify growth opportunities and differentiate the offering.
Account Management & Retention
Manage and expand relationships with key accounts, supporting long-term customer satisfaction and retention.
Advocate for Industrial Cloud–centric customer solutions that align with client goals and organizational values
What We’re Offering
Flexible spending accounts
Tuition assistance

Nice-to-haves

Knowledge of enterprise applications — ERP, EAM, and FSM solutions preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigoazure

Platform: smartrecruiters
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Paid Time Off