AI Sales Specialist

About the Role
The company is seeking a talented individual to join our new AI Business Unit as a founding member focused on GAIA, our enterprise AI platform. This exciting opportunity will enable you to be part of a groundbreaking approach to data security, helping clients activate their data for AI. With a considerable existing customer base and a supportive partner ecosystem, you will play a vital role in shifting customer perspectives from data protection to proactive data activation for gainful insights and actions.

How You’ll Spend Your Time Here:

• Own GAIA revenue number across product/infrastructure and consulting-advisory bookings for your territory — you generate it, you carry it, you close it.
• Be the AI subject-matter resource in every deal you touch — data architecture, use cases, deployment models, and the business case behind them, credible enough to hold the room with a CAIO, CDO, or VP of AI.
• Build pipeline; partner with marketing, SDRs, and field sales, but don't wait on them — daily and weekly outbound across multiple channels is part of the job, not a fallback.
• Identify, qualify, develop, and close AI opportunities by leveraging existing field relationships and building new ones with your own network.
• Build and deliver executive-quality pitch decks, proposals, and business cases that translate technology into a value story specific to each account — not a template with a logo swapped in.
• Blend product/infrastructure opportunities with consulting and advisory engagements into multi-phase account plans — the first deal should set up the next one.
• Engage the AI partner ecosystem for your region — including NVIDIA, infrastructure OEMs, and emerging AI vendors — to drive joint pipeline, co-sell motion, and deal registration.
• Maintain disciplined pipeline hygiene: ensure CRM accuracy, honest stage progression, and trustworthy forecasts.
• Present valuable insights in cadence calls and pipeline reviews — including market intel, competitive analysis, and learnings from previous actions — rather than just status updates.

We’d Love to Talk to You If You Have Many of the Following:

• 10-12 years of quota-carrying technology sales experience, with at least 2-3 years specifically focused on AI products and engaging VP of AI, CAIO, CDO, or equivalent buyers.
• Infrastructure selling experience, understanding the processes behind platform decision-making rather than just point-tool purchases.
• A proven track record of developing your own pipeline within complex, multi-stakeholder enterprise accounts — you’re a hunter, not an order-taker.
• Familiarity with the AI landscape: including platforms, deployment models, use cases, and value drivers, with an ability to navigate business-value and consultative-selling scenarios.
• Experience in selling both product/infrastructure and consulting-advisory engagements to enterprise, data-driven, or high-growth technology customers.
• Proven ability to create and deliver executive-grade presentations and proposals that withstand scrutiny from buying committees.
• Ability to work effectively in a co-sell/specialist model — driving the AI motion while the field account teams maintain primary relationships.
• Strong CRM and forecasting discipline; your entries must reflect your actual progress and pipeline.
• A Bachelor’s degree is required.

We Are Extra Excited If You Have Any of the Following:

• Existing relationships with CAIOs, CDOs, or VP-of-AI buyers at Fortune 500 or high-growth East Coast enterprises.
• Experience as a specialist overlay at a data infrastructure, cloud, or AI platform vendor.
• Comfort working in a co-sell capacity with field teams from NVIDIA, AWS, Azure, or GCP.
• Language skills matching the assigned territory (e.g., Arabic for Gulf accounts, Mandarin/Cantonese for APJ) are strongly preferred; business-level English is required for all positions.

How You Will Be Measured:

• Success in attaining your assigned AI revenue quota across product, infrastructure, and consulting/advisory bookings.
• Pipeline generation volume, velocity, and conversion aligned with regional targets, along with growth in account engagement.
• Services engagement on AI projects — labs, deployment, consulting/advisory — that develop multi-phase account strategies.
• Collaboration with field teams: joint pipeline development, account planning involvement, and field satisfaction metrics.
• Partner co-sell performance: deal registrations and joint pipeline success with AI partner sales teams impacting win rates.
• Win rates on competitive deals where you've led the pitch.
• Accuracy in CRM reporting and forecasting reliability.

Travel and Location
Field-based; the role requires regular travel across your territory for customer meetings, with occasional trips to Santa Clara HQ and company events.