Solutions Sales Director
Company: Axis Group
Location: Berkeley Heights
Posted on: January 27, 2023
Job Description:
Solutions Sales Director
The mission of this role is to lead/drive the strategy and
execution of sales growth within the accounts assigned by Axis
Sales Leadership. The main goal of an SD is to sell Axis solutions
and services to the customer. To take the initial contacts at the
client and expand the Axis relationship across the company both IT
& Business. This is accomplished by understanding the customer's
strategy for data & analytics and aligning with Axis' capabilities
and offerings. By supporting the customers strategy to mature their
data & analytics capabilities and communicating throughout the
customer organization Axis' capabilities and offerings as well as
the overall value proposition/ROI that Axis can deliver.
Role Overview (How does SD support the mission):
- Leading the account relationship and growth strategy for a
given set of strategic accounts.
- Collaborate closely with Clients, Axis leadership, Axis
practice leads, Axis business development, and Axis delivery teams
to ensure successful delivery of projects and solutions as well as
creating new and ongoing revenue streams through Axis products and
services.
- Lead with a strong foundation of in-depth business knowledge
and Data & Analytics experience together to effectively design,
sell, deploy, and grow high-value Data & Analytics
solutions
- Become a thought leader to the customer and be able to position
themselves as a high-level billable consultative resource
Necessary Skills:
- Excellent communications skills (verbal, written and
presentation)
- SD must have the ability to help customers solve problems
within the Data Analytics space and understand how customer
challenges relate to the products and services Axis
provides.
- SD must have experience/expertise in design, delivery, change
management of data & analytics technology within a medium to large
organization.
- SD is required to have an in-depth understanding of the
client's business, goals, strategies, organizational structure, and
industry trends.
- SD is responsible for new business development within their
assigned accounts which requires navigating the organization at all
levels
- Ability to manage multiple accounts and account opportunities
including contracts, Statements of Work (SOW), and is ultimately
responsible for successful delivery and adoption of Axis
solutions.
- Combination of entrepreneurial spirit and exceptional
analytical skills
- Ability to understand the Axis practices, products, and
offerings from a technical perspective and then have the ability to
communicate how they work together and their value to the customer
in a way that is understandable and compelling as appropriate by
role and function (from business to IT leader)
- Continuous learning within the Data & Analytics ecosystem and
customer industries through books, podcasts, industry events,
studying of Axis delivery capabilities and methodologies, etc.
Responsibilities:
Sales Strategy
- Creating sales strategies for customers
- SD must navigate customer organizations including communication
and selling to senior executives, procurement, legal, and other IT
and business stakeholders (including evaluation
committees).
- Understanding the business needs of the customer and meeting
those needs by leading and supporting Axis teams with vision,
strategy, and design to deliver the right solution.
- Coordinating sales efforts with marketing programs.
Analytics Thought Leadership
- Creating value add messages, informative meetings, and other
touchpoints to education, support, and inform customers within the
relam of analytics
- Being a trusted advisor to guide customer inquiries around
analytics from team building, technology selection, or questions
around methodology and approach to solving problems
Sales Execution
- Meeting or exceeding annual sales goals (gross margin
goals)
- The SD is also responsible for preparing proposals and
SOWs.
- Must work with Axis architects, practice leaders, and
leadership to define the right need, approach, and solution details
(technical, business, strategic).
- Collect and provide input into client needs including product
and solution positioning, scoping of services for Statements of
Work, and proposal development for all services
- Opportunity & Pipeline Management:
- Actively manage and update leads, contacts, activities, and
opportunities, Own, drive, & lead opportunities through the
pipeline, Responsible for maintaining and reporting on active
opportunities, campaigns, and forecasted sales value
- Generating leads within existing customers
- Giving sales presentations to a range of prospective
clients.
- Supporting and assisting Axis Finance team to optain payment
from clients.
- Maintaining client records to support marketing and sales in
key systems like CRM systems.
- Visiting clients and potential clients to evaluate needs or
promote products and services.
- Understanding and promoting Axis sales initiatives
Innovation
- Taking learnings from customer sales journeys, delivery
engagements, and other feedback and presenting the organized
learnings to Axis to make sales and delivery better.
- Coaching other Axis employees within the bounds of customer
relationship management, customer communication, sales, etc.
Supporting Solution Delivery
- Broad exposure in leading business requirements, system
development and deployment to support business models
- Supporting and/or co-creating high level project strategies for
customers in partnership with Axis delivery leadership and
teams
- The SD assumes ultimate responsibility for ensuring all Client
engagements are successful and serves as a primary point of contact
for the Client including escalation of Operations/Incident
management.
Our Company
Axis Group is the Analytics Enablement company. With more than
twenty years of experience providing data and analytics consulting
services and innovative solutions to enterprises and government
organizations, we unleash analytic potential throughout the data
lifecycle from data management, governance, visual design and
platform migration to digital transformation, predictive analytics,
automation and beyond. Axis Group combines business acumen,
leadership, and industry-specific experience with technical
expertise to tackle tough data problems in order to enable better
business outcomes. In addition, we partner with leading data and
analytics technologies to deliver the right solutions at the right
time. We have experts in: Qlik, ThoughtSpot, Snowflake, Power BI,
Dataiku, VoiceBase and StreamSets, among others. We have regional
offices in Atlanta, GA and Berkeley Heights, New Jersey.
Axis Group is an Equal Opportunity/Affirmative Action employer. All
qualified applicants will receive consideration for employment
without regard to sex, gender identity, sexual orientation, race,
color, religion, national origin, disability, protected veteran
status, age or, any other characteristic protected by applicable
law. All candidates must be legally authorized to work in the
United States.
Keywords: Axis Group, New York , Solutions Sales Director, Sales , Berkeley Heights, New York
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