Senior Mid-Market & Enterprise Sales Professional

Senior Mid-Market & Enterprise Sales Professional

Parallels has an immediate vacancy for this role.

Complexity is your playground, simplicity is your superpower.

Parallels is looking for an experienced Senior Sales Representative. As a Senior Sales Representative, your primary responsibility will be to develop and manage direct relationships with end customers, supporting them in adopting our solutions and significantly contributing to revenue growth. You will be the key point of contact to understand their needs, propose effective solutions, and guide them toward achieving their goals with our products. In this role, collaboration and engagement with channel partners will also be fundamental.

The top creative and technical minds could work anywhere. So why are so many of them choosing Parallels? Here are three reasons:

1. This is the moment. It’s an exciting time at Parallels, with strong leadership, a refreshed brand, and a whole new approach to changing the way the world works. We’re at the forefront of a movement, and we want you to ride this wave with us.

1. We want you to be you. Too often, companies tell you about their culture and then expect you to fit it. Our culture is built from the people who work here. We want you to feel safe to be who you are, take risks, and show us what you’ve got.

1. It’s your world. We know you have a life. We want to be part of it, but not all of it. At Parallels, we’re serious about empowering people to work when, how, and where they  want. Couch? Sweatpants? Cool with us. We believe that happy employees mean happy customers. That’s why we hire amazing people and get out of their way.

Sound good so far? Awesome. Let’s talk more about the role and see if we’re destined to be together.

As a Senior Sales Professional, you will:

• Drive new business across mid-market and upper mid-market (lower enterprise) segments by identifying and engaging new customers through targeted prospecting, partner-led motions, events, and marketing campaigns.
• Execute a strong channel-first approach by actively co-selling with VARs, MSPs, and strategic alliances to generate pipeline, accelerate deal velocity, and expand market reach.
• Build, enable, and maintain trusted relationships with key partners through strong collaboration with channel manager to execute joint account planning, pipeline reviews, partner enablement sessions, and shared go-to-market initiatives.
• Understand customer business needs, technical environments, and operational challenges, and propose tailored solutions aligned to the product portfolio and mid-market buying dynamics.
• Engage business and technical decision-makers, including C-level executives when appropriate, aligning solutions to business outcomes, budget constraints, and growth objectives.
• Clearly articulate and position Parallels’ business value across sensitive customer areas such as IT, Finance, HR, Security, and Operations, with a focus on ROI and operational efficiency.
• Manage the full sales cycle from qualification and discovery through presentations, partner coordination, negotiation, and contract closure, ensuring a smooth and professional customer buying experience.
• Establish effective engagement across multiple levels of customer organizations, balancing direct customer interaction with partner-driven touchpoints.
• Apply structured opportunity qualification methodologies (e.g., MEDDPICC) adapted to mid-market sales cycles to assess deal quality, mitigate risk, and drive predictable outcomes.
• Build, maintain, and accurately forecast a healthy pipeline across direct and partner-sourced opportunities, consistently achieving or exceeding revenue targets.
• Maintain accurate CRM records, track KPIs, and provide reliable forecasts and performance reports to sales management.
• Work closely with Sales Engineers, Channel Account Managers, Marketing, Product Management, BDR and Customer Success teams to advance partner-led opportunities through the pipeline, increase win rates, and ensure successful customer outcome.
• Support partners and customers through pricing, licensing, discount structures, and procurement processes typical of mid-market environments.
• Act as a trusted advisor to both customers and partners, providing structured feedback internally to influence product direction, partner programs, and go-to-market strategy.

 What YOU bring to the team:

• 10+ years of proven success in B2B sales within the IT/Software industry, with strong exposure to mid-market and enterprise customers operating in a two-tier, partner-driven sales model.
• Excel