Enterprise Sales Specialist

NWN Carousel • Exeter, CA

5d • Hybrid

About The Position

The Enterprise Sales Specialist is responsible for driving the adoption, renewal, and expansion of OEM Enterprise Agreements across our existing customer base. This role operates within the IT Services market and partners closely with an outside field sales team to position enterprise-level agreements that deliver long-term value to Commercial and SLED (State, Local, and Education) customers. The ideal candidate combines strong sales acumen, a deep understanding of OEM licensing and enterprise agreements, and the ability to collaborate effectively across sales, services, and vendor partners.

Requirements

• Bachelor’s degree in Business, Information Technology, or a related field, or equivalent experience
• 7-9 years Experience in IT sales, licensing, or enterprise agreement management, preferably within an IT services or solutions provider
• Demonstrated experience selling or managing OEM Enterprise Agreements (e.g., Microsoft, VMware, Cisco, HPE, Dell, Palo Alto, Juniper or similar)
• Strong understanding of enterprise licensing, subscription models, and contract structures
• Experience selling to Commercial and/or SLED customers, with familiarity of procurement processes and budget cycles
• Proven ability to collaborate with field sales teams and influence outcomes without direct authority
• Excellent communication, presentation, and negotiation skills
• Strong organizational skills with the ability to manage multiple opportunities simultaneously
• Proficiency with CRM tools and sales forecasting methodologies
• Ability to manage multiple projects with competing priorities and deadlines

Responsibilities

• Partner with outside field sales representatives to identify, position, and close OEM Enterprise Agreements within assigned accounts.
• Serve as the subject matter expert on OEM Enterprise Agreements, including licensing models, renewals, true-ups, and compliance.
• Proactively manage the lifecycle of Enterprise Agreements, focusing on renewals, expansions, and co-terming opportunities.
• Develop account-level strategies to grow agreement penetration, increase contract value, and improve customer retention.
• Engage with Commercial and SLED customers to understand business, technical, and budgetary needs, aligning agreements accordingly.
• Coordinate with OEM vendors, internal sales teams, and delivery organizations to ensure accurate proposals, pricing, and contract execution.
• Support forecast accuracy by managing pipeline activity and reporting on enterprise agreement opportunities.
• Educate field sales teams and customers on the benefits, risks, and value of enterprise agreements versus transactional purchasing.
• Ensure compliance with OEM, contractual, and regulatory requirements, especially within SLED environments.
• Maintain current knowledge of OEM program changes, competitive offerings, and industry trends in enterprise licensing.
• Serve as the maintenance subject matter expert, assisting with account and contract research, and ensuring timely closure of maintenance agreements.
• Demonstrate strong problem-solving and dispute resolution skills, and possess knowledge of 3rd party vendor partner programs and processes
• Assist with miscellaneous projects as needed (i.e. customer spreadsheets, contract related project research and analysis, updating and organizing files, etc.).

Benefits

• At NWN, we provide a comprehensive benefits package to support your well-being in and out of work. This includes medical, dental, and vision plans, Health Savings Account (HSA) and Flexible Spending Accounts (FSAs), income protection through disability and life insurance, and a 401(k) with company match. Enjoy unlimited PTO, paid company holidays, hybrid/remote work, paid bonding leave for eligible employees, employee discounts, and access to our Employee Assistance Program (EAP). Additional offerings include accident, critical illness, long-term care, and hospital indemnity coverages, legal and identity theft protection, pet insurance, supplemental life insurances, referral bonuses, charitable donation matching, and allowances for eligible roles. Join a team that values the health and wellbeing of all our employees!

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level