Enterprise Sales Director- Southeast Region

Coinscapture; Northern (KY); Hybrid; USD 110,000 - 165,000; Full time

Job summary

Actian is seeking an Enterprise Sales Director to drive revenue across Actian’s product lines. You will work with a regional team to cover current customers, penetrate new accounts, and develop strategic plans to meet targets.

You will cultivate executive relationships in various lines of business, map requirements to Actian technology, and build a strong pipeline through direct prospecting, events, and alliances.

Qualifications

• 7+ years in field sales or account management in data/analytics tech.
• Experience with large RDBMS and OODBMS.
• Proven success meeting quotas and Presidents Club.
• CXO-level relationship development.
• Forecasting accuracy and reliable results.
• SaaS, cloud, analytics, ETL tech knowledge.
• Excellent written and verbal communication.

Responsibilities

• Manage revenue goals as part of regional sales team.
• Develop strategic sales plans to exceed targets.
• Build executive relationships across Lines of Business.
• Generate pipeline through direct prospecting and events.
• Collaborate with marketing and product teams for feedback.
• Represent Actian to End Users, SI, BI, ISV partners.

Skills

Field sales experience

CXO level engagement

Forecasting accuracy

Strong communication

Team collaboration

Education

Bachelor's degree

Tools

Salesforce

Microsoft Office

Job description

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.

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.

We are looking for an Enterprise Sales Director to create, expand, and retain revenue for Actian’s multiple product lines.

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.
• Collaborate closely with the marketing and product teams to provide market feedback and contribute to product development based on client needs.
• Stay up on industry trends, market conditions, and competitive activities to identify opportunities for growth.

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.