Enterprise Sales Director – Southeast Region
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Job Description
Enterprise Sales Director driving Actian’s data platform revenue across the US Southeast. Developing strategic accounts, winning CXO relationships, and exceeding enterprise software sales targets.
Responsibilities:
- Create, expand, and retain revenue for Actian’s multiple product lines
- Achieve revenue goals as a field sales individual contributor
- Support the current customer install base and penetrate new accounts as part of a Regional Team
- Develop and execute strategic sales plans within assigned territories or verticals
- Develop Customer Account Plans covering history, architecture, org chart, requirements, use cases, current and desired states, and customer pains
- Map customer requirements to Actian’s technology and build value propositions and ROI
- Cultivate and maintain executive-level relationships across lines of business
- Meet or exceed sales quota and customer satisfaction metrics
- Prospect directly with target enterprises, follow up on marketing leads, and leverage personal networks
- Build a strong deal pipeline through customer relationships, prospecting, marketing campaigns, customer events, and field activities
- Leverage alliances and OEM/VAR relationships with target companies
- Promote Actian products to end users, SI, BI, and ISV partner communities
- Represent Actian as a company ambassador
- Monitor industry trends, market conditions, and competitive activity to identify growth opportunities
- Collaborate with marketing and product teams to provide market feedback and contribute to product development
Requirements:
- 7+ years of field sales and/or account management experience in data platform management, integration/CDC, analytics, database, and/or cloud
- Experience with large Relational Database Management Systems (RDBMS)
- Experience with Object-Oriented Database Management Systems (OODBMS)
- Experience with Edge Databases
- Demonstrable experience in high-tech enterprise software sales
- History of sales success, including quota achievement, Presidents Club attainment, and OTE overachievement
- Ability to engage, negotiate, and win new CXO-level relationships
- Ability to provide accurate forecasts and deliver “closest to the pin” results
- Knowledge of SaaS, cloud, analytics, database, and ETL technologies
- Proven track record selling and positioning IT solutions
- Proficiency in Microsoft Office and sales automation tools, including Salesforce.com
- Minimum bachelor’s degree from a leading university or equivalent experience
- Very strong written and verbal communication skills
- Ability to speak and present to large business audiences at conferences and industry forums
- Team-player attitude and good customer service skills
- High self-motivation, adaptability, ability to handle multiple responsibilities, and ability to work independently with minimal supervision
- Ability to meet team objectives
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