Enterprise Sales Director- Canada Remote

Canada - Remote
Sales – Field Sales /
Full-Time /
Our Vision is to be the Most Trusted, Flexible, and Easy to Use Hybrid Cloud Data Platform.  Actian is transforming industries by empowering companies to accelerate application modernization and simplify the Cloud journey.  Our customers use the Actian Data Platform to unify their siloed data explore, and securely exchange data to run various analytic workloads that provide real-time business insights at a fraction of the cost.  We have 24 of the Fortune 100 companies using Actian technology in some of the most mission-critical applications that impact your daily life.

The database market is growing at 10% CAGR by IDC and is estimated to be $121B USD by 2025. 
Gartner estimates that the Cloud data warehouse market is growing by 19% and will be $50B by 2028, representing 40% of the overall database market.
Actian is at the head of this market disruption with the fastest data warehouse in the market with a proven performance advantage of being 9x faster than the competitor.  Actian is the market leader in providing a Hybrid Cloud Data Platform that includes data Integration, data management, and analytics in a single easy-to-use solution deployed on AWS, MS Azure, or Google. 
We are seeking an Enterprise Sales Director in the Toronto area to pioneer, broaden, and sustain revenue growth across Actian’s diverse product lines with a collaborative mindset. Our commitment to diversity and inclusion welcomes professionals with a variety of perspectives and talents to contribute to our innovative team, fostering collaboration, and excellence.

Key Responsibilities:

    • Field Sales and individual contributor role responsible for achieving revenue goals.
    • Work as part of a (POD) 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
    • 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 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.
    • Frequent business travel
We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.