Role Summary:

 

The Strategic Sales Overlay is responsible for driving incremental, high-value revenue growth for the Network Powered Solution by co-selling alongside core account teams, shaping complex deals, and accelerating adoption of NWPS. This role does not replace core sellers; instead, it amplifies sales effectiveness, ensures solution-led selling, and enables repeatable, scalable revenue across priority verticals and strategic customers.

 

The Overlay acts as the commercial quarterback for the NWPS solution working with core account sales lead —bridging product, engineering, GTM, and sales—to ensure the right opportunities are pursued, positioned, and closed.

 

Core Responsibilities:

 

Revenue Growth & Deal Acceleration

• Own a dedicated overlay revenue quota aligned to strategic BU targets.
• Drive incremental pipeline creation, deal progression, and close velocity through joint selling with core sales teams.
• Identify, qualify, and prioritize high-value use cases and lighthouse customers aligned to BU strategy.
• Lead commercial strategy for complex, multi-stakeholder deals, including pricing, packaging, and value articulation.

Co-Sell & Field Enablement

• Partner with core Account Executives, Regional Sales Leaders, and Channel teams to embed BU solutions into active sales motions.
• Act as the subject-matter expert for the NWPS solutions, differentiation, and business outcomes.
• Coach and enable sales teams on use-case selling, ROI narratives, and customer value propositions.
• Ensure consistent positioning and messaging across regions and verticals.

Go-to-Market Execution

• Translate BU strategy into field-executable GTM motions, including vertical plays, bundles, and offers.
• Provide direct feedback to Product and GTM teams on customer requirements, objections, and competitive dynamics.
• Support development of sales assets, playbooks, and reference architectures to drive repeatability.

Pipeline & Forecast Discipline

• Maintain accurate pipeline visibility and forecasting for overlay-owned opportunities.
• Track leading indicators such as pipeline coverage, conversion rates, deal cycle time, and attach rates.
• Ensure deals meet margin, scalability, and strategic fit criteria.

Cross-Functional Leadership

• Serve as the primary commercial interface between Sales, Product, Engineering, Marketing, and Customer Success for BU opportunities.
• Support executive-level customer engagements, workshops, and strategic reviews.
• Champion a culture of collaboration, accountability, and outcome-driven execution.

Qualifications

Required

• 10+ years of experience in B2B2x enterprise or solution sales, including overlay or specialist roles
• Proven track record of co-selling and influencing without direct ownership of accounts
• Experience driving revenue for complex, technology-led solutions (cloud, APIs, platforms, AI, network services, SaaS, etc.)
• Strong executive presence with the ability to engage C-level stakeholders
• Data-driven approach to pipeline, forecasting, and deal management

Preferred

• Experience operating in matrixed, global sales organizations
• Background in launching or scaling new products or strategic business units
• Familiarity with vertical-led GTM motions and partner-driven ecosystems

Behavioral Attributes

• Strategic thinker with a builder’s mindset and customer obsession
• Highly collaborative; thrives in overlay and influence-based roles
• Comfortable with ambiguity and fast-moving, growth-oriented environments
• Outcome-focused, disciplined, and commercially astute

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