Job Description
Sonata Software is seeking a senior, hands-on Growth Client Partner to originate and close new business with North American enterprise SaaS and technology companies, while expanding one or two assigned strategic accounts. This is a hunter-first, individual-contributor role with accountability for executive access, qualified pipeline, bookings, profitable growth and client relationships.
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Where you will sell: Target customers are enterprise software and SaaS providers, technology platforms and engineering-intensive technology businesses—including HCM/HRTech, finance/ERP SaaS, vertical SaaS, data/AI platforms, developer tools, DevOps/IT operations and technology infrastructure software. Focus on named Must-Have Accounts (MHAs) across Sonata’s Enterprise Software & SaaS Platforms and Emerging Technology sub-verticals; non-technology enterprise industries are outside the primary hunting mandate.
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What you will own:
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- New-logo acquisition (70%): Build and execute account plans for 8–12 prioritized technology MHAs, identifying business triggers, decision-makers, incumbent positions and compelling reasons to change
- Executive-led selling: Open C-suite and senior technology relationships (CIO, CTO, CPO, SVP Engineering, platform, data and AI leaders); lead discovery, value articulation, commercial negotiation and closure
- Solution-led pursuits: Convert client priorities into multi-year engagements across AI-powered product engineering, application/platform modernization, AI-ready data, cloud modernization, autonomous operations, SRE and managed engineering services
- Strategic account growth (30%): Own 1–2 assigned accounts, build three-year expansion plans, open new buying centers, increase share of wallet and translate delivery performance into qualified commercial opportunities
- Partner-enabled GTM: Co-sell with Microsoft and AWS ecosystems; position Sonata’s Azure, AWS, Platformation™ approach and AI-led engineering capabilities with technical teams.
- Deal ownership and discipline: Maintain opportunity quality, CRM hygiene, competitive strategy, forecast accuracy, deal economics and accountable pursuit plans; coordinate solutions, delivery, alliances and offshore teams
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Candidate profile:
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- 12+ years of enterprise technology-services sales experience, including a strong track record of new-logo hunting and complex, consultative deal closure in North America
- Direct selling experience into enterprise SaaS, software product companies or technology platforms; existing executive network and evidence of personally originated opportunities are essential
- Proven ability to sell multi-tower product engineering, application modernization, AI/data, cloud, platform operations and managed services programs—not only staff augmentation
- Strong discovery, business-case development, account mapping, deal qualification, pricing and commercial negotiation capabilities; comfortable navigating complex procurement and multi-stakeholder buying groups
- Experience collaborating with hyperscaler alliances, solution architects and global delivery teams; understands offshore-enabled engineering delivery and margin-conscious growth
- Self-directed, outcome-oriented and capable of owning the full sales cycle; willing to travel regularly for client, partner and pursuit meetings
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Working model:
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North America–based, client-facing role with the Bay Area / Austin / Seattle / Boston as the preferred base because of its concentration of enterprise software and technology buyers. National pursuit responsibility; collaborate closely with the Technology BU Head, US Client Partners, India GCC team, competency practices and delivery leadership.