Ashburn ConsultingAshburn Consulting is seeking a high-impact, entrepreneurial Principal Sales Consultant – Client Strategies to drive strategic revenue growth across State & Local (SLED) and select Commercial markets. This role is designed for senior sales professionals who excel at building markets, breaking into new accounts, and closing complex, high-value opportunities that combine consulting services with strategically aligned technology solutions.This is not a traditional services sales role. The ideal candidate brings a hybrid background—capable of selling consulting-led engagements while also leveraging strong relationships within key OEM ecosystems (currently seeking those with notable relationships with HPE, Arista Networks, and/or Zscaler) to originate, influence, and close integrated solutions.The successful candidate will operate with a high degree of autonomy and will be expected to build and scale a multi-million-dollar book of business by aligning Ashburn’s consulting capabilities with OEM partner strategies, customer modernization initiatives, and contract vehicle access.Key ResponsibilitiesStrategic Business Development & Market Entry· Identify, pursue, and close net-new opportunities across SLED and targeted Commercial accounts.· Break into new accounts by leveraging existing relationships, OEM partner alignment, and consultative engagement strategies.· Develop and execute account strategies that combine services-led value with OEM-backed solution opportunities.OEM & Channel Alignment· Build and maintain strong, productive relationships with key OEM partners (currently seeking someone with working relationships within HPE, Arista and/or Zscaler), including field sellers, channel managers, and alliance leaders.· Co-develop opportunities with OEM counterparts, aligning Ashburn’s consulting and implementation capabilities to partner-driven sales motions.· Identify and pursue joint go-to-market opportunities that accelerate revenue through partner ecosystems.Consulting-Led Opportunity Shaping· Lead client conversations focused on modernization initiatives including network transformation, cybersecurity, Zero Trust, and hybrid cloud.· Position Ashburn as a trusted advisor in early-stage solution design, architecture discussions, and strategic planning efforts.· Translate technical and business challenges into scoped consulting and implementation opportunities.Public Sector Capture & Contract Strategy· Navigate SLED procurement environments, leveraging cooperative contracts and contract vehicles to accelerate deal closure.· Identify and recommend strategic contract vehicle pursuits aligned to target accounts and pipeline.· Support capture efforts, teaming strategies, and proposal development where applicable.Revenue Growth & Account Expansion· Own the full lifecycle of client relationships—from initial engagement through expansion and long-term growth.· Drive both services and solution-based revenue within accounts, increasing wallet share over time.· Maintain a strong, qualified pipeline with clear progression toward revenue targets.Market Presence & GTM Contribution· Represent Ashburn in industry events, OEM partner engagements, and customer forums.· Provide field intelligence to inform service offerings, OEM alignment strategy, and go-to-market evolution.· Contribute to the development of repeatable sales plays that integrate consulting and OEM-driven opportunities.
