Sales Director

Henderson Drake Ltd; Atlanta (GA); On-site; USD 170,000 - 230,000; Full time

Job summary

Henderson Drake Ltd. seeks a Sales Director to drive professional services opportunities across systems integrators, ISVs and partner-led enterprise programmes. You will build and close services engagements, shape commercial terms, and lead consultative sales with C-level stakeholders.

You will manage the full services sales cycle, partner with software sales and delivery teams, and develop a relationship-led pipeline across the Americas while protecting margins and delivering forecast accuracy.

Qualifications

• Proven experience selling professional services in enterprise software, SaaS, integration or tech.
• Experience carrying and achieving a significant services order target.
• Track record building services pipeline through relationships and partnerships.
• Experience with GSIs, SIs, ISVs or partner-led programmes.
• Strong commercial discipline and ability to structure engagements around margin expectations.
• Confident in engaging C-level, business and technical stakeholders.
• Ability to explain quota, attainment and mix of new services vs attached services.
• Experience working with sales, delivery, alliances and leadership teams.
• Clear communication across customers, partners and internal teams.

Responsibilities

• Build and close professional services opportunities with partners and major technology vendors.
• Manage the full services sales cycle from opportunity creation to close.
• Engage with global/regional SIs and partner-led programmes.
• Structure engagements around customer value, scope and margin expectations.
• Lead consultative sales conversations with business, technical and C-level stakeholders.
• Collaborate with software sales, services delivery, alliances and leadership on account strategy.
• Develop relationship-led pipeline instead of relying on attach-only opportunities.
• Adjust scope, pricing or delivery approach to protect commercial quality.
• Support forecasting, account planning and partner engagement across the Americas.

Skills

Services sales

C-level engagement

Enterprise software

Partner-led sales

Consultative selling

Tools

SAP

MuleSoft

Informatica

Job description

We are supporting a growing enterprise software business that is looking to appoint a Sales Director to join its team.

This is a senior commercial role focused on building and closing independent professional services opportunities across systems integrators, major ISVs and partner-led enterprise programmes. The role would suit someone who has carried a services order target, built their own pipeline through strong relationships, and closed services work with clear commercial discipline.

This is not a traditional order-taking or services-attach position. You will be expected to create new professional services opportunities, shape commercially viable engagements, and work closely with partners, internal sales teams, services delivery and senior leadership to drive growth.

What you’ll be doing

• Building and closing professional services opportunities with systems integrators, ISVs and strategic technology partners
• Managing the full services sales cycle, from opportunity creation through to close
• Working with global systems integrators, regional SIs, boutique consultancies and partner-led programmes
• Structuring services engagements around customer value, delivery scope and margin expectations
• Leading consultative sales conversations with business, technical and C-level stakeholders
• Partnering with software sales, services delivery, alliances and leadership teams on account strategy and close plans
• Developing relationship-led pipeline rather than relying solely on software-led services attach opportunities
• Adjusting scope, pricing or delivery approach where needed to protect commercial quality
• Supporting forecasting, account planning and partner engagement across the Americas market

What we’re looking for

• Proven experience selling professional services in an enterprise software, SaaS, integration or technology environment
• Experience carrying and achieving a significant services order target
• A track record of building services pipeline through relationships, partnerships and consultative selling
• Experience working with GSIs, SIs, ISVs or partner-led enterprise programmes
• Strong commercial discipline, including the ability to structure engagements around margin expectations
• Confidence engaging C-level, business and technical stakeholders
• Ability to clearly explain quota, attainment and mix of new services business versus attached services
• Experience working closely with sales, delivery, alliances and leadership teams
• Clear communication skills across customers, partners and internal teams
• Experience across quote-to-cash, billing, monetisation, usage-based business models, SAP, MuleSoft, Informatica or related ecosystems would be beneficial