[Remote] Principal Sales Consultant (Remote)
Note: The job is a remote job and is open to candidates in USA. Apolis is seeking a high-impact, entrepreneurial Principal Sales Consultant to drive strategic revenue growth across State & Local (SLED) and select Commercial markets. This role requires a senior sales professional who excels at building markets, breaking into new accounts, and closing complex, high-value opportunities that combine consulting services with strategically aligned technology solutions.
Responsibilities
- Identify, pursue, and close net-new opportunities across SLED and targeted Commercial accounts
- Break into new accounts by leveraging existing relationships, OEM partner alignment, and consultative engagement strategies
- Develop and execute account strategies that combine services-led value with OEM-backed solution opportunities
- Build and maintain strong, productive relationships with key OEM partners (currently seeking someone with working relationships within HPE, Arista and/or Zscaler), including field sellers, channel managers, and alliance leaders
- Co-develop opportunities with OEM counterparts, aligning Ashburn’s consulting and implementation capabilities to partner-driven sales motions
- Identify and pursue joint go-to-market opportunities that accelerate revenue through partner ecosystems
- Lead client conversations focused on modernization initiatives including network transformation, cybersecurity, Zero Trust, and hybrid cloud
- Position Ashburn as a trusted advisor in early-stage solution design, architecture discussions, and strategic planning efforts
- Translate technical and business challenges into scoped consulting and implementation opportunities
- Navigate SLED procurement environments, leveraging cooperative contracts and contract vehicles to accelerate deal closure
- Identify and recommend strategic contract vehicle pursuits aligned to target accounts and pipeline
- Support capture efforts, teaming strategies, and proposal development where applicable
- Own the full lifecycle of client relationships—from initial engagement through expansion and long-term growth
- Drive both services and solution-based revenue within accounts, increasing wallet share over time
- Maintain a strong, qualified pipeline with clear progression toward revenue targets
- Represent Ashburn in industry events, OEM partner engagements, and customer forums
- Provide field intelligence to inform service offerings, OEM alignment strategy, and go-to-market evolution
- Contribute to the development of repeatable sales plays that integrate consulting and OEM-driven opportunities
Skills
- 7–10+ years of experience in technology sales, including a mix of consulting/services and OEM or VAR/channel-based selling
- Demonstrated success closing complex, multi-million-dollar deals involving both services and technology solutions
- Strong existing relationships with one or more of the following ecosystems: HPE, Arista Networks, Zscaler (adjacent partner networks may be considered)
- Proven ability to break into new accounts and build a book of business from the ground up
- Deep understanding of SLED procurement, cooperative contracts, and public sector sales cycles
- Experience working within or alongside VARs, integrators, or OEM channel organizations
- Strong consultative selling skills with the ability to engage both business and technical stakeholders
- Highly self-sufficient with the ability to operate effectively in a lean, entrepreneurial environment
Company Overview