{"id":1629411,"url":"https://alion.io/job/ralliant-sales-director-software-and-analytics-services","title":"Sales Director, Software and Analytics Services","company":{"id":2241821,"name":"Ralliant","domain":"ralliant.com","url":"https://alion.io/company/ralliant","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Oracle","truth_index":{"grade":"A","score":91,"open_postings":16,"ghost_share":0,"stale_share":0.375,"repost_share":0,"time_to_fill_p50_days":58,"computed_at":"2026-10-20T05:45:00Z"}},"role":"Analytics","role_family":"Analytics","seniority":"head","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Fairport, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":137000,"max_usd":262000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":267},"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AWS","optional":false},{"name":"Azure","optional":true},{"name":"Digital Twin","optional":true}],"status":"live","first_seen_at":"2026-07-22T19:38:38Z","employer_posted_date":"2026-07-22","last_verified_at":"2026-10-20T14:01:55Z","board_verified":true,"closed_at":null,"days_open":89,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":89},"description":"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.\nThe 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.\nKey Responsibilities\nRevenue Growth\nOwn annual Annual Recurring Revenue (ARR), bookings, pipeline, and software growth objectives\nBuild and manage a qualified global sales pipeline that consistently exceeds revenue targets\nLead complex enterprise sales cycles from initial engagement through contract execution\nConvert pilot projects into long-term subscription and recurring service agreements\nNegotiate commercial agreements, pricing, licensing, and multi-year enterprise contracts\nIdentify expansion opportunities within existing customers through cross-selling, upselling, and broader enterprise adoption\nCollaborate with marketing, product management, customer success, and engineering to accelerate revenue growth and customer retention\nChannel & Partner Development\nDevelop scalable global routes to market through strategic partnerships, including:\nEngineering, Procurement & Construction (EPC) firms\nGlobal consulting and advisory firms\nMicrosoft and AWS partner ecosystems\nCloud marketplaces\nRegional distributors\nOriginal Equipment Manufacturers (OEMs)\nStrategic technology alliance partners\nEstablish partner enablement programs, joint business plans, and co-selling initiatives that expand market reach and accelerate recurring revenue\nStrategic Enterprise Selling\nDevelop executive-level relationships with key decision makers across target industries, including:\nElectric utilities\nIndependent Power Producers (IPPs)\nRenewable energy owners and operators\nHyperscale data center operators\nIndustrial manufacturers\nLarge rotating equipment owners and operators\nTransmission and grid operators\nLead consultative, value-based sales engagements centered on measurable operational outcomes, business performance improvements, and return on investment rather than product features\nCommercial Excellence\nBuild scalable commercial processes that improve sales execution and forecasting, including:\nOpportunity qualification methodology\nSales pipeline management\nForecast accuracy\nPilot-to-subscription conversion\nCustomer reference development\nCompetitive intelligence\nSales metrics and performance dashboards\nCRM discipline and data quality\nProposal development and contract management\nChampion a culture of accountability, continuous improvement, and data-driven decision making across the commercial organization\nRequired Qualifications\nBachelor's degree in Business, Engineering, Computer Science, or a related field (MBA preferred)\n10+ years of enterprise solution sales experience with a proven record of exceeding revenue targets\nMinimum 5 years selling Software-as-a-Service (SaaS), Analytics-as-a-Service (AaaS), Data-as-a-Service (DaaS), or other subscription-based software solutions\nDemonstrated success selling into electric utilities, industrial automation, industrial software, energy, manufacturing, or closely related markets\nExperience building new markets and launching commercial growth initiatives\nProven success developing and managing global channel partnerships\nExperience negotiating complex enterprise software and cloud subscription agreements\nTrack record scaling businesses from early commercial adoption through sustained growth\nPreferred Qualifications\nExperience with solutions involving one or more of the following:\nMicrosoft Azure\nAmazon Web Services (AWS)\nIndustrial Artificial Intelligence (AI)\nPredictive Analytics\nAsset Performance Management (APM)\nIndustrial Internet of Things (IIoT)\nDigital Twins\nCondition Monitoring\nReliability Engineering\nEnergy Management Systems\nDigital & AI Competencies\nThe successful candidate embraces modern digital selling practices and effectively leverages AI to improve commercial performance\nExperience should include practical use of:\nCRM platforms (Salesforce, Microsoft Dynamics, HubSpot, or similar)\nAI-enabled sales productivity tools\nProposal and content generation tools\nCustomer and market research platforms\nPipeline analytics and forecasting tools\nAccount intelligence and opportunity prioritization solutions\nSuccess Measures\nWithin the first 12 months, the Sales Director is expected to:\nEstablish a repeatable, scalable global sales process for software and analytics services\nBuild a qualified pipeline that consistently exceeds annual ARR objectives\nDevelop a digital demand-generation funnel that produces qualified enterprise opportunities\nAchieve pilot-to-subscription conversion rates that meet or exceed established targets\nLaunch strategic global channel partnerships that generate measurable revenue\nImprove forecast accuracy and establish predictable quarterly software revenue growth\nTravel\nApproximately 30-40% domestic and international travel is expected to support customer engagement, partner development, and industry 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