Enterprise Sales Director- Southeast Region

<p>The Actian Data Platform unifies siloed data sources, delivers powerful data governance and catalog capabilities, and supports a wide range of real-time analytics workloads—all at a fraction of the cost of traditional platforms. Whether customers are managing data across on-prem, cloud, or hybrid environments, we empower them to securely discover, catalog, govern, and operationalize data at scale.</p> <p>With a commitment to trust, performance, and agility, Actian serves 24 of the Fortune 100 companies and supports some of the world’s most mission-critical systems—from financial transactions to healthcare services. Our platform enables data to become a strategic advantage, helping businesses across the US and beyond make faster, smarter, and more confident decisions.</p> <p>We are looking for an Enterprise Sales Director to create, expand, and retain revenue for Actian’s multiple product lines. </p> <h3>Key Responsibilities:</h3> <ul> <li>Field Sales and individual contributor role responsible for achieving revenue goals.</li> <li>Work as part of a Regional Team to successfully support and blanket the current customer install base, as well as penetrate new accounts.</li> <li>Develop and execute strategic sales plans to meet and exceed sales targets within assigned territories or verticals.</li> <li>Develop Customer Account Plans including history, architecture, Org Chart, Requirements, Use Cases, Current State/Desired State, pains, etc.</li> <li>Map requirements to Actian’s technology and build value proposition and ROI.</li> <li>Cultivate and maintain executive level relationships in various Lines of Business with focus on strategic relationships.</li> <li>Meet and/or exceed sales quota and customer satisfaction metrics.</li> <li>Undertake direct prospecting activities to target enterprises: follow up on leads generated from marketing campaigns and leverage personal network/relationships.</li> <li>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.</li> <li>Assist in leveraging new alliances and OEM and VAR relationships with target companies.</li> <li>Promote Actian products with End Users, SI, BI and ISV partner communities and by acting as an ambassador for the company.</li> <li>Stay up on industry trends, market conditions, and competitive activities to identify opportunities for growth.<br />Collaborate closely with the marketing and product teams to provide market feedback and contribute to product development based on client needs.</li> </ul> <h3>Essential Qualifications:</h3> <ul> <li>7+ years Field sales and/or account management experience in Data Platform Management, Integration/CDC, Analytics, Database and/or Cloud</li> <li>Experience with large Relational Database Management System(RDBMS)</li> <li>Experience with Object-Oriented Database Management System (OODBMS)</li> <li>Experience with Edge Databases. </li> <li>Demonstrable experience in high-tech enterprise software sales</li> <li>Demonstrated history of prior sales success including but not limited to: Quarterly/Annual Quota Achievement; Presidents Club attainment; OTE Overachievement</li> <li>Proven ability to engage, negotiate and win new relationships at CXO level in our targeted markets.</li> <li>Ability to provide forecast accuracy and deliver ‘closest to the pin’ results.</li> <li>Previous knowledge of SaaS, Cloud, Analytics, Database and ETL technologies</li> <li>Proven track record in selling &amp; positioning IT solutions.</li> <li>Proficient in Microsoft Office &amp; Sales Automation Tools (Salesforce.com)</li> <li>Minimum bachelor’s degree from a leading university or equivalent experience</li> <li>Very strong written &amp; verbal communication skills</li> <li>Ability to speak and present to large business audiences at conferences &amp; industry forums.</li> <li>Team player with a positive attitude and good customer service skills</li> <li>High levels of self-motivation, adaptability, ease of handling multiple responsibilities and able to work on own with minimal supervision</li> <li>Able to meet team objectives. </li> </ul> <h3>Compensation</h3> <h3>Additional Information</h3>