The Role
Field sales role responsible for achieving revenue targets across the Southeast. Build strategic account plans, cultivate C‑level relationships, prospect and expand pipeline, map customer needs to Actian solutions, collaborate with partners and product/marketing teams, and meet quota and customer satisfaction goals.
Summary Generated by Built In
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.
- 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.
Skills Required
- 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 Systems (RDBMS)
- Experience with Object-Oriented Database Management Systems (OODBMS)
- Experience with Edge Databases
- Demonstrable experience in high‑tech enterprise software sales
- Proven history of sales success (quota achievement, Presidents Club, OTE overachievement)
- Proven ability to engage, negotiate and win relationships at CXO level
- Ability to provide forecast accuracy and deliver close results
- Previous knowledge of SaaS, Cloud, Analytics, Database and ETL technologies
- Proficient in Microsoft Office and Sales Automation Tools (Salesforce.com)
- Minimum bachelor's degree or equivalent experience
- Very strong written and verbal communication skills
- Ability to speak and present to large business audiences
- Team player with positive attitude and good customer service skills
- High self-motivation, adaptability, ability to handle multiple responsibilities independently
- Able to meet team objectives
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
Actian enables some of the most data-Intensive enterprises on earth to run their most mission-critical analytics and data management workloads. Thousands of forward-thinking organizations around the globe like Bloomberg, Intuit, Lufthansa, and Citibank trust Actian to help them solve the toughest data challenges and transform how they run their businesses... with data. Actian is majority owned by HCL Technologies (HCL), a next-generation global technology company that helps enterprises reimagine their businesses for the digital age. HCL serves leading enterprises across key industries, including 250 of the Fortune 500 and 650 of the Global 2000.
