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Actian
Powering the data-driven enterprise
Data Management • Information Management • Database • Data Integration • Cloud Data Warehouse
201 - 500
Enterprise Sales Director
September 11
Actian
Powering the data-driven enterprise
Data Management • Information Management • Database • Data Integration • Cloud Data Warehouse
201 - 500
Description
•Responsible for achieving Software New License, Software Renewals and Software Services Target •Establish and grow deep trusted relationships with C-suite stakeholders who are decision-makers and influencers of buying decisions affecting our software products, at the target accounts. •Understand and anticipate the stakeholders’ business problems and position our software products as solutions to those problems in a way that demonstrates business value to the client. •Identify and construct multi- year and multi-product deals that deliver strategic business value to the client. •Execute to achieve Partner Sales KPIs for revenue and scorecard metrics. •Proactively monitor progress against business objectives; identify, manage, and escalate (when needed) any roadblocks, conflicts, demand spike, gap/need in portfolio or compete threats. •Monitor market landscape and apply intelligence to influence the strategy in business planning decisions. •Effectively engaging and building collaborative cross-functional relationships with HCL SW - Product Sales Specialist team, Technical Advisors, Customer Success Managers, Legal, and HCL Senior Executives as required
Requirements
•Bachelor’s Degree with 7+ years Enterprise Software Sales experience •Proven success in closing complex deals & technical understanding of Enterprise Software opportunities •Proven ability to manage CXO relationships with Top Enterprise Software Customer Accounts •Proven ability to work across culturally diverse teams to solve partner and customer issues •Strong communication and presentation skills & good understanding of HCL Software business models •Deep understanding of Software Licensing business/sales model •Experience driving direct as well as partner led sales engagements •Strong partnering, collaboration, and negotiation skills •Travel: 30-50% travel
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