Principal Account Manager

New

ParallelsEnterprise Software

United StatesFull-TimeSenior

Salary$220,000 - 250,000 / year

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Job Details

8+ years of quota-carrying experience in enterprise software or infrastructure sales.
Meaningful experience in the End User Computing (EUC) space, including VDI, DaaS, application virtualization, or cloud workspace technologies.
Proven track record of overachievement, such as President's Club or consistent 100%+ to quota performance.
Hands-on familiarity with the EUC competitive landscape (e.g., Citrix, VMware Horizon/Omnissa, Parallels RAS, AVD, Windows 365, Nutanix Frame, IGEL).
Exceptional communication, negotiation, and closing skills.
Entrepreneurial, self-directed mindset with the ability to navigate complex sales cycles.
Ability to influence and mentor peers within the team.
Experience working at or alongside VDI/EUC vendors (nice to have).
Partner and channel selling experience, including work with VARs, MSPs, or distributors (nice to have).
Established network of mid-market customers and channel partners (nice to have).

Own a mid-market territory end-to-end — drive new logo acquisition, expansion, and renewals across a named book of accounts.
Run the full sales cycle with confidence — from prospecting and qualification through technical validation, negotiation, and close.
Sell through and with our partner ecosystem — build joint account plans, co-sell, and develop go-to-market motions with channel and alliance partners.
Build trusted relationships with customer and partner stakeholders at every level, from IT practitioner to C-suite.
Partner closely with Sales Engineering, Marketing, and Product to craft and execute a territory plan.
Consistently meet and exceed quota and performance goals.
Stay ahead of the market in VDI, DaaS, application delivery, and cloud workspace technologies.

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