Client Director @ Actian

HCL Software is a division of HCL Technologies (HCL) that operates its primary software business. We develop, market, sell, and support over 30 product families in the areas of Customer Experience, Digital Solutions, Secure DevOps, Security & Automation

The HCL Software Client Director is a hunter role, responsible for creating incremental net new license revenue and services growth across the assigned territories.

The Client Director is a key hunter sales role in the US East direct sales channel. It is a sales leadership role focused on selling HCL Software products to drive business growth and pipeline to the Top Enterprise Software Customer Accounts in support of the company’s revenue goals.

Managing the named Enterprise Software Customer Accounts, this role is responsible for the execution of the company’s Business Software Sales strategy, developing plans focused on large deal pipeline generation managing HCL’s matrix organization - Product Sales Specialists, Technical Advisor, Business Partner Manager, Marketing, Sales Development and Customer Success Managers.

Drive Growth by maximizing business value for the Customer & HCL Software

Responsibilities:

Responsible for achieving Software New License, Software Renewals and Software Services Target
Establish and grow deep trusted relationships with C-suite stakeholders who are decision-makers and influencers of buying decisions affecting our software products, at the target accounts.
Understand and anticipate the stakeholders’ business problems and position our software products as solutions to those problems in a way that demonstrates business value to the client.
Identify and construct multi- year and multi-product deals that deliver strategic business value to the client.
Execute to achieve Partner Sales KPIs for revenue and scorecard metrics.
Proactively monitor progress against business objectives; identify, manage, and escalate (when needed) any roadblocks, conflicts, demand spike, gap/need in portfolio or compete threats.
Monitor market landscape and apply intelligence to influence the strategy in business planning decisions.
Effectively engaging and building collaborative cross-functional relationships with HCL SW - Product Sales Specialist team, Technical Advisors, Customer Success Managers, Legal, and HCL Senior Executives as required

Minimum Required Qualifications:

Bachelor’s Degree with 7+ years Enterprise Software Sales experience
Proven success in closing complex deals & technical understanding of Enterprise Software opportunities
Proven ability to manage CXO relationships with Top Enterprise Software Customer Accounts
Proven ability to work across culturally diverse teams to solve partner and customer issues
Strong communication and presentation skills & good understanding of HCL Software business models
Deep understanding of Software Licensing business/sales model
Experience driving direct as well as partner led sales engagements
Strong partnering, collaboration, and negotiation skills

Travel: 30-50% travel

We know the best outcomes for both our people and our clients result from including diverse perspectives at the table. To that end, HCL Software is an Equal Opportunity Employer and treats candidates and employees fairly without regard to race, color, sex, age, disability, pregnancy, religion, genetic information, national origin, marital status, sexual orientation, ancestry, political belief or activity, family care or medical leave status, military or veteran status, and/or any other protected classification in accordance with federal, state, and/or local law.