Enterprise Sales Director- Southeast Region

Key Responsibilities:

• Field Sales and individual contributor role responsible for achieving revenue goals.
• Work as part of a Regional Team to successfully support and blanket the current customer install base, as well as penetrate new accounts.
• Develop and execute strategic sales plans to meet and exceed sales targets within assigned territories or verticals.
• Develop Customer Account Plans including history, architecture, Org Chart, Requirements, Use Cases, Current State/Desired State, pains, etc.
• Map requirements to Actian’s technology and build value proposition and ROI.
• Cultivate and maintain executive level relationships in various Lines of Business with focus on strategic relationships.
• Meet and/or exceed sales quota and customer satisfaction metrics.
• Undertake direct prospecting activities to target enterprises: follow up on leads generated from marketing campaigns and leverage personal network/relationships.
• Develop a strong pipeline of deals through direct customer relationships, exhaustive prospecting, collaboration, targeted marketing campaigns, attending/hosting customer events and variety of other field activities.
• Assist in leveraging new alliances and OEM and VAR relationships with target companies.
• Promote Actian products with End Users, SI, BI and ISV partner communities and by acting as an ambassador for the company.
• Stay up on industry trends, market conditions, and competitive activities to identify opportunities for growth.
• Collaborate closely with the marketing and product teams to provide market feedback and contribute to product development based on client needs.

Essential Qualifications:

• 7+ years Field sales and/or account management experience in Data Platform Management, Integration/CDC, Analytics, Database and/or Cloud
• Experience with large Relational Database Management System(RDBMS)
• Experience with Object-Oriented Database Management System (OODBMS)
• Experience with Edge Databases.
• Demonstrable experience in high-tech enterprise software sales
• Demonstrated history of prior sales success including but not limited to: Quarterly/Annual Quota Achievement; Presidents Club attainment; OTE Overachievement
• Proven ability to engage, negotiate and win new relationships at CXO level in our targeted markets.
• Ability to provide forecast accuracy and deliver ‘closest to the pin’ results.
• Previous knowledge of SaaS, Cloud, Analytics, Database and ETL technologies
• Proven track record in selling & positioning IT solutions.
• Proficient in Microsoft Office & Sales Automation Tools (Salesforce.com)
• Minimum bachelor’s degree from a leading university or equivalent experience
• Very strong written & verbal communication skills
• Ability to speak and present to large business audiences at conferences & industry forums.
• Team player with a positive attitude and good customer service skills
• High levels of self-motivation, adaptability, ease of handling multiple responsibilities and able to work on own with minimal supervision
• Able to meet team objectives.