Sales Director, Software and Analytics Services
About The Position
This role is for a Sales Director focused on Software and Analytics Services. The primary responsibilities include driving revenue growth by owning annual ARR, bookings, and pipeline objectives, building a qualified global sales funnel, leading enterprise SaaS sales cycles, converting pilots into recurring subscriptions, negotiating commercial agreements, and identifying expansion opportunities. The role also involves channel development, creating scalable global routes to market through various channels such as EPC firms, consulting firms, Microsoft/AWS ecosystem and marketplaces, regional distributors, and OEM relationships. Strategic selling is a key component, requiring the development of executive relationships with utilities, independent power producers, renewable operators, hyperscalers, industrial manufacturers, large rotating machinery operators, and transmission operators. The focus will be on value-based selling centered on operational outcomes rather than software features. Commercial excellence is also crucial, involving the establishment of repeatable processes for opportunity qualification, forecast accuracy, pilot conversion, customer references, and competitive intelligence. The position requires practical experience using CRM tools and familiarity with AI for sales productivity, proposal development, and customer research. Success measures within 12 months include establishing a repeatable global sales process, exceeding ARR targets with qualified pipeline, generating qualified opportunities through the digital funnel, and exceeding pilot conversion rates. The role requires approximately 30-40% domestic and international travel.
Requirements
- 10+ years enterprise solution sales
- 5+ years selling SaaS, Analytics-as-a-Service or Data-as-a-Service
- Experience selling into electric utilities, industrial automation, industrial software or adjacent markets
- Demonstrated success building new markets
- Experience establishing global channel partnerships
- Experience selling cloud subscriptions
- Experience scaling businesses from early commercial stage
- Must demonstrate practical experience using CRM tools and familiarity with AI for sales productivity, proposal development, customer research
Nice To Haves
- Experience with business that includes deployment or interaction with: Microsoft Azure, AWS, Industrial AI, Predictive analytics, Asset Performance Management, Industrial IoT
Responsibilities
- Own annual ARR, bookings and pipeline objectives
- Build qualified global sales funnel
- Lead enterprise SaaS sales cycles
- Convert pilots into recurring subscriptions
- Negotiate commercial agreements
- Identify expansion opportunities
- Create scalable global routes to market through various channels including EPC firms, consulting firms, Microsoft / AWS ecosystem and marketplaces, regional distributors and OEM relationships.
- Develop executive relationships with: Utilities, Independent Power Producers, Renewable operators, Hyperscalers, Industrial manufacturers, Large rotating machinery operators, Transmission operators
- Lead value-based selling focused on operational outcomes rather than software features.
- Build repeatable processes for: opportunity qualification, forecast accuracy, pilot conversion, customer references, competitive intelligence
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
