Sales Director, Software and Analytics Services

The Sales Director - Software & Analytics Services is responsible for driving global commercial growth for the company's software, analytics, and digital service portfolio. This executive sales leader will build and execute a scalable go-to-market strategy focused on recurring software revenue, enterprise customer acquisition, and strategic channel partnerships.

The successful candidate combines enterprise SaaS sales expertise with experience selling into industrial and energy markets. They are equally comfortable developing executive relationships, leading complex solution sales, creating global channel ecosystems, and building disciplined commercial processes that support rapid growth. The ideal candidate will reside in the east coast.

Key Responsibilities

Revenue Growth

• Own annual Annual Recurring Revenue (ARR), bookings, pipeline, and software growth objectives
• Build and manage a qualified global sales pipeline that consistently exceeds revenue targets
• Lead complex enterprise sales cycles from initial engagement through contract execution
• Convert pilot projects into long-term subscription and recurring service agreements
• Negotiate commercial agreements, pricing, licensing, and multi-year enterprise contracts
• Identify expansion opportunities within existing customers through cross-selling, upselling, and broader enterprise adoption
• Collaborate with marketing, product management, customer success, and engineering to accelerate revenue growth and customer retention

Channel & Partner Development

Develop scalable global routes to market through strategic partnerships, including:

• Engineering, Procurement & Construction (EPC) firms
• Global consulting and advisory firms
• Microsoft and AWS partner ecosystems
• Cloud marketplaces
• Regional distributors
• Original Equipment Manufacturers (OEMs)
• Strategic technology alliance partners
• Establish partner enablement programs, joint business plans, and co-selling initiatives that expand market reach and accelerate recurring revenue

Strategic Enterprise Selling

Develop executive-level relationships with key decision makers across target industries, including:

• Electric utilities
• Independent Power Producers (IPPs)
• Renewable energy owners and operators
• Hyperscale data center operators
• Industrial manufacturers
• Large rotating equipment owners and operators
• Transmission and grid operators
• Lead consultative, value-based sales engagements centered on measurable operational outcomes, business performance improvements, and return on investment rather than product features

Commercial Excellence

Build scalable commercial processes that improve sales execution and forecasting, including:

• Opportunity qualification methodology
• Sales pipeline management
• Forecast accuracy
• Pilot-to-subscription conversion
• Customer reference development
• Competitive intelligence
• Sales metrics and performance dashboards
• CRM discipline and data quality
• Proposal development and contract management
• Champion a culture of accountability, continuous improvement, and data-driven decision making across the commercial organization

Required Qualifications

• Bachelor's degree in Business, Engineering, Computer Science, or a related field (MBA preferred)
• 10+ years of enterprise solution sales experience with a proven record of exceeding revenue targets
• Minimum 5 years selling Software-as-a-Service (SaaS), Analytics-as-a-Service (AaaS), Data-as-a-Service (DaaS), or other subscription-based software solutions
• Demonstrated success selling into electric utilities, industrial automation, industrial software, energy, manufacturing, or closely related markets
• Experience building new markets and launching commercial growth initiatives
• Proven success developing and managing global channel partnerships
• Experience negotiating complex enterprise software and cloud subscription agreements
• Track record scaling businesses from early commercial adoption through sustained growth

Preferred Qualifications

Experience with solutions involving one or more of the following:

• Microsoft Azure
• Amazon Web Services (AWS)
• Industrial Artificial Intelligence (AI)
• Predictive Analytics
• Asset Performance Management (APM)
• Industrial Internet of Things (IIoT)
• Digital Twins
• Condition Monitoring
• Reliability Engineering
• Energy Management Systems

Digital & AI Competencies

The successful candidate embraces modern digital selling practices and effectively leverages AI to improve commercial performance

Experience should include practical use of:

• CRM platforms (Salesforce, Microsoft Dynamics, HubSpot, or similar)
• AI-enabled sales productivity tools
• Proposal and content generation tools
• Customer and market research platforms
• Pipeline analytics and forecasting tools
• Account intelligence and opportunity prioritization solutions

Success Measures

Within the first 12 months, the Sales Director is expected to:

• Establish a repeatable, scalable global sales process for software and analytics services
• Build a qualified pipeline that consistently exceeds annual ARR objectives
• Develop a digital demand-generation funnel that produces qualified enterprise opportunities
• Achieve pilot-to-subscription conversion rates that meet or exceed established targets
• Launch strategic global channel partnerships that generate measurable revenue
• Improve forecast accuracy and establish predictable quarterly software revenue growth

Travel

Approximately 30-40% domestic and international travel is expected to support customer engagement, partner development, and industry events