AI Platforms Sales Specialist

Position Title: AI Platforms Sales Specialist

Job Summary:

The AI Platforms Sales Specialist is an MBO based commercially accountable specialty sales role responsible for executing Pellera’s AI Platforms go-to-market strategy across assigned regions and lighthouse accounts. As part of the AI Platforms Sales team, this person partners with account executives, sales leaders, solution architects, services teams, and strategic technology partners to identify, qualify, develop, and close AI opportunities that create measurable value for customers and scalable growth for Pellera. 

This is a hands-on, customer-facing role for an entrepreneurial seller who can create demand, shape complex pursuits, and translate evolving AI capabilities into practical business outcomes. The specialist meets customers wherever they are in their AI maturity journey and brings together infrastructure, data, software, governance, security, implementation, professional and managed services into coherent solutions that drive AI adoption in Enterprise accounts. Success requires strong enterprise software and solution-selling discipline, comfort operating in first-of-a-kind sales situations, and the ability to orchestrate cross-functional teams without losing accountability for advancement and close. 

Essential Functions:

• Work alongside sales leadership and account executives to sell AI-Platforms capabilities to named lighthouse accounts in an assigned geography, from account planning and early discovery through qualification, solution shaping, proposal, negotiation, and close. 

• Leverage Pellera’s capabilities in governance, security, data readiness, deployment optionality, and production operations as differentiators that de-risk AI adoption without slowing innovation. 

• Act as a trusted advisor through the customers’ journey to operationalize AI as part of their business model. 

• Sell professional and managed services that drive AI readiness and support the successful operations and scaling challenges specific to AI including data, governance and security and infrastructure.  

• Lead consultative solution discovery with customer executives and practitioners to connect AI initiatives to measurable outcomes such as revenue growth, productivity, cost reduction, customer experience, and risk reduction. 

• Position services that support accelerated time to value including staging, integration, and deployment as well as day 2 operational managed services. 

• Work with customers to optimize the deployment of current AI workloads as they scale adoption. 

• Assemble and coordinate pursuit teams spanning AI architecture, AI engineering, applications, data, cybersecurity, identity, infrastructure, integration, and managed services. 

• Support joint planning and co-selling with strategic partners across Pellera’s AI ecosystem, aligning field resources, technical expertise, and executive sponsorship. 

• Create compelling executive presentations that simplify complex technical and business concepts, demonstrate value, and build a clear case for investment. 

• Develop trusted relationships across the buying group, including CIO, CTO, CDAO, CISO, CFO, line-of-business leaders, AI strategy teams, and governance stakeholders. 

• Represent Pellera in executive briefings, industry events, workshops and partner forums. 

• Maintain disciplined pipeline, next-step, and forecast hygiene in Salesforce using a structured sales methodology. 

• Bring field insight back to the AI Platforms team to improve sales plays, vertical blueprints, partner motions, and repeatable offerings. 
• Performance will be evaluated against a defined Management by Objectives scorecard. The weighting and specific targets will be established annually based on territory potential, business priorities, and the maturity of assigned accounts. Achievement reflects both measurable commercial outcomes and the quality of execution required to create and progress AI Platforms opportunities. 

Required Skills/Abilities/Competencies

• Demonstrated ability to create and advance complex opportunities involving multiple stakeholders, solution domains, partners, and commercial models. 

• Strong consultative discovery, executive presentation, business-case, negotiation, and account-planning skills. 

• Working knowledge of enterprise AI adoption, including common use cases, data readiness, model and workload considerations, integration, security, governance, deployment, and operations. 

• Experience in a specific industry vertical is desirable but not essential. 

• Ability to translate technical concepts into clear business value for audiences ranging from practitioners to executive sponsors. 

• Ability to operate effectively within a dynamic technology ecosystem, learn quickly, and proactively coordinate resources in first-of-a-kind sales situations. 

• Familiarity with major AI, cloud, infrastructure, data, security, and software ecosystems, including partners such as NVIDIA, Dell Technologies, HPE, IBM, Cisco, Microsoft, Google Cloud, AWS, Red Hat, and emerging AI ISVs. 

• Proficiency with Salesforce and a structured complex-sales approach such as MEDDPICC, Challenger, or Sandler. 

• Practical fluency using AI tools to research accounts, prepare customer engagements, improve workflows, and create sales assets. 

Education and Experience:

• Bachelor’s degree or equivalent professional experience. 
• 8+ years of successful enterprise sales in professional services, managed services, software, cloud, data, infrastructure or AI - or - solution sales experience at a systems integrator, VAR, OEM, ISV, or consultancy. 

• 2-3 years selling AI services, products or AI-led ISV solutions. 

Physical Requirements:

• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.