Fractal is a strategic AI partner to Fortune 500 companies with a vision to power every human decision in the enterprise. Fractal is building a world where individual choices, freedom, and diversity are the greatest assets. An ecosystem where human imagination is at the heart of every decision. Where no possibility is written off, only challenged to get better. We believe that a true Fractalite is the one who empowers imagination with intelligence. Fractal has been featured as a Great Place to Work by The Economic Times in partnership with the Great Place to Work® Institute and recognized as a ‘Cool Vendor’ and a ‘Vendor to Watch’ by Gartner.

Please visit Fractal | Intelligence for Imagination for more information about Fractal

Ideal Geographic locations: Dallas, Austin, Houston, San Francisco, Seattle, New York, Washington D.C., Atlanta, Toronto.

Overview of the role:

We are seeking a results-driven Partner Sales Executive to join our team in the Microsoft Azure unit (previously Neal Analytics, which was acquired by Fractal in 2022). You are responsible for closing new business opportunities and for driving revenue growth for our company. This is a sales role that uses cloud partners as a “route to market.”

Required activities include (but are not limited to):

Selling-related:

Proactively drive business development and pre-sales initiatives by leveraging both industry and technical background
Understand clients' needs and pain points and develop customized solutions to meet their requirements
Position Fractal solutions to meet client requirements and become a trusted advisor for services by effectively managing multi-threaded client relationships
Represent full Fractal portfolio with broad understanding and expertise in AI, Engineering & Design /Behavioral Sciences
Create (or manage) and deliver presentations and proposals
Build and maintain a strong sales pipeline, managing the sales process from lead generation to closing deals
Continuously monitor and report on sales activities and provide regular updates to the management team via CRM system and other reporting tools
Manage contracts, proposals, and pricing negotiations to achieve profitable sales results.

Partnership-related:

Drive the “sell with” sales motion – which means jointly selling with Microsoft to our common clients
Build relationships with Microsoft’s sellers across your assigned territory, so they can be a source of leads
Understand and participate in various Microsoft programs (e.g., DTA, ECIF, Solution Assessment, DPI30, AAMP, etc.)

Teaming:

Effective Enterprise sales requires collaboration and coordination between various teams. You will work closely with Principal Consultants, Solution Architects, and Sales Operations to deliver your key objectives, as members of a joint sales pursuit team. You are encouraged to constantly engage and suggest improvements where processes are not yet optimized.

Must have:

Track record of selling consulting and technical services (qualifying through to closing deals)
Experience with projects (milestones with deliverables)/managed services via SOW
Fluency in how advanced technology (AI, data, analytics) drives the modern enterprise

Nice to have:

Knowledge of the Microsoft partner ecosystem (Corporate, Field, GPS, etc.)
Previous experience as a management consultant and/or a technical practitioner
Sales success in large enterprise data modernization engagements

Do not apply if:

Your experience is predominantly in software license sales
You have only worked in large companies with expansive pursuit teams
You have experience in/are interested in business development but not the pursuit of deal/client

What we offer:

Well established book of business and access to programs at Microsoft for new leads
Key anchor accounts with MSAs already in place
Support of talented Practice and Capabilities team along with required Sales Ops “machinery”

Desired Skills and Experience:

5+ years of enterprise services sales experience in complex sales cycles
Former Delivery Consultant within consulting services space in any analytics tech stack
In-depth knowledge of cloud services (Azure, AWS, GCP etc.)
Experience in areas such as AI, advanced analytics, cloud data warehousing, and application modernization
Bachelor’s Degree with a technical or business focus is desired
Excellent communication and interpersonal skills, with the ability to build strong relationships with clients and internal teams
Consistent track record of overachievement of sales goals
Confident and creative thinker with an ability to quickly establish trust
Experienced in a partner-selling model with an understanding of Microsoft partner network is a big plus
Ability to work independently and as part of a team, and to manage multiple projects simultaneously

Pay:

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Fractal, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is: $140,000 - $270,000. In addition, for the current performance period, you may be eligible for a discretionary bonus.

Benefits:

As a full-time employee of the company or as an hourly employee working more than 30 hours per week, you will be eligible to participate in the health, dental, vision, life insurance, and disability plans in accordance with the plan documents, which may be amended from time to time. You will be eligible for benefits on the first day of employment with the Company. In addition, you are eligible to participate in the Company 401(k) Plan after 30 days of employment, in accordance with the applicable plan terms. The Company provides for 11 paid holidays and 12 weeks of Parental Leave. We also follow a “free time” PTO policy, allowing you the flexibility to take time needed for either sick time or vacation.

Fractal provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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Partner Sales Executive