Job Responsibilities: Own the end-to-end sales cycle from qualified meeting to closed-won for prospects in the US SMB segment. Partner closely with SDRs to convert meetings into qualified opportunities, providing feedback to sharpen targeting and messaging. Build and manage a healthy pipeline, supplementing SDR-sourced meetings with your own prospecting where needed. Understand prospect needs deeply engineering bottlenecks, product roadmap gaps, scaling challenges and position Clarions Associate Account Director software engineering services and vEmployee model as the right-fit solution. Run compelling discovery calls, demos, and solution walkthroughs tailored to technical and business stakeholders. Negotiate commercial terms and close deals in line with quota and revenue targets. Maintain accurate pipeline hygiene and forecasting in the CRM, with clear visibility into deal stages and next steps. Collaborate with Marketing, SDRs, and Delivery/Solutioning teams to ensure smooth handoffs and a strong client onboarding experience post-sale. Stay current on ISV market trends, competitor positioning, and Clarions evolving service offerings (including GenAI, ML, and predictive analytics capabilities). Consistently meet or exceed monthly/quarterly sales targets

5 8 years of overall sales experience, with a significant portion in IT services, software engineering services, or technology sales
Proven track record of carrying and consistently meeting/exceeding quota as an individual contributor
Experience selling into the US market, with strong understanding of US business buying cycles and communication norms
Comfort managing a full sales cycle independently from prospecting/qualification through to close
Working knowledge of the ISV ecosystem and software product development lifecycle is highly valued
Strong consultative selling skills ability to understand technical requirements and translate them into a compelling business case
Polished written and verbal communication skills, with the ability to present confidently to senior stakeholders (CTOs, VP Engineering, Product leaders)
Ability to work independently in a fast-paced, target-driven environment
Comfort working a US-aligned shift (5 PM - 2 AM IST) from the Pune office (3 days/week)

Prior experience selling to ISVs or software product companies, engaging personas such as CTOs, CIOs, VP Engineering, Heads of Product, and other similar technical/product leadership roles
Experience working alongside or managing a book of business generated by an SDR/BDR function
Familiarity with CRM tools (e.g., Salesforce, HubSpot) and forecasting/pipeline management practices
Exposure to consultative or solution-selling methodologies (e.g., MEDDIC, Sandler, Challenger)
Understanding of GenAI, machine learning, or predictive analytics use cases is a plus

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Sales Specialist

Job Description

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