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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.


      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


                • 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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