Industry Sales Director
Predixion Software, Inc. - San Juan Capistrano, CA

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Removing the Barriers to Predictive Intelligence

At Predixion Software our mission is to arm business analysts and information workers with predictive capabilities to drive informed decision making with big data – whether with Hadoop, Microsoft SQL Server and PowerPivot or Greenplum.

Introducing Self-Service Predictive Analytics

Predixion Software, Inc. is the leading provider of collaborative predictive analytics solutions that are fully integrated with the Microsoft stack and capable of scoring massive amounts of data where the data resides. There is no need for modelers to learn a complex new tool – they can simply use Predixion's feature-rich workbench inside the common interface of Microsoft Excel®.

Predixion has created intuitive and easy-to-use Excel-based modeling tools and a deployment framework designed to simplify the process of sharing models across an enterprise, automate predictions directly from source data to SharePoint dashboards or other portals and to squeeze complexity out of the end-user experience resulting in self-service predictive analytics solutions.

Predixion’s culture is casual and sophisticated. We deeply care about our product and the benefits it brings to our customers. We value work/life balance, team spirit, efficiency, simplicity, innovation and making a difference. Predixion offers exceptional professional and financial growth potential.
Predixion Software, founded in 2009, is headquartered in Orange County, California with development offices in Redmond, Washington.

The Industry Sales Director demonstrates the value of innovative new industry solutions developed Predxion’s InSight workbench that builds industry based application that are relevant to key business decision makers, CIO’s, CEO’s and other high level executives within an organization. The Industry Sales Director will work with the Solutions Development team, customers, and partners to evangelize leading edge technology solutions to provide customers more efficient business insight through the use of our applications coupled with industry processes to improve technology adoption success story.

This person’s mission is to secure Predixion Software adoption and revenue growth through evangelism, community engagement, industry offering development, relationship marketing and a vibrant solutions ecosystem. Through evangelism, marketing and sales, the Industry Sales Director will help secure Predixion’s focus on an Industry, now and in the future.

This role will be focused on a given Industry. Working with pre-sales consultants, the Industry Sales Director will be instrumental in developing industrial offerings; market leading demonstrations, industry focused sales content, and will develop keen marketing programs to drive new sales opportunities and industry awareness. This person will also develop a comprehensive understanding of the competitive landscape within their respective industry and share that with Predixion’s Sales & Service organization. The Industry Sales Director must have a strong industry competency and, a broad well defined understanding of predictive analytics solutions.

The Industry Sales Director will partner with Accenture Senior Executives, Accenture Client teams, Microsoft Industry Executives, and various resources in Avanade on sales calls and related business development activities. This person is expected to be closely engaged with various pursuit teams to support the initial customer engagement, articulate the Predixion value proposition, present our industry offerings, applications, and close contracts during the sales process.

The Industry Sales Director will build credible high-level business relationships with senior business & IT executives at potential accounts or work in concert within Accenture accounts with a focus on software licenses sales and provided complete solutions for our customers. The Industry Sales Director will map customer business requirements and industry challenges into predictive based solutions with a focus on competitive positioning for Predixion applications and technologies.

The Industry Sales Director must possess excellent communication skills, both written and oral, and must have the ability to effectively bridge the gap between the business and IT organizations. Industry Sales Director must possess the ability to carefully listen to customer requirements, quickly adapt and shape technical solutions across an industry and have a broad-spectrum of understanding related to business intelligence, big data, and predictive analytics based solutions.

Objectives and Responsibilities

The successful candidates will be entrusted to deliver the following Objectives and Responsibilities:

  • Exemplify the characteristics of an executive in all manners and act as a trusted advisor and partner to clients, Accenture, Avanade and Microsoft.
  • Support the sales pursuit efforts for both direct and indirect sales engagements. Personal targets shall be set and measured annually. Driving Sales will support the majority of this candidates activities but the following shall also be required:

o Drive shared vision and scope for solutions presented to customers
o Assess business value and contribute to development of business cases and the mapping to technical solutions
o Determine highest value-add features and functionality and drive customer toward areas for business process improvement and increased efficiencies
o Technical Solution Shaping as part of the sales process or offering development shall constitute 20% of sales support efforts
o Schedule, execute, and follow up on various sales calls for industry focused targets
o Relate high level business issues to software based solutions
o Manage customer expectations and develop executive level buy-in
o Deliver quality written and oral presentations/proposals
o Provide pre-qualification expertise to evaluate customer business needs and reshape them based on Predixion differentiators
o Drive highly visible wins that lead to compelling evidence and customer references.
o Work with the business development team to develop and execute solution selling strategies

  • Build and maintain a vibrant ecosystem through an integrated approach to evangelism, communities, partnerships, and intelligent audience marketing. This will account for a portion of this candidates activities

o Educate customers and Accenture Client teams on the Predixion offerings relevant to their industry
o Communicate trends in process and technology by industry
o Develop a Predictive Analytics Subject Matter Expertise and continually be aware of related competitive products.
o Develop and present results to various levels within a customer's organization
o Map Predixion based solutions to established business process, business and functional requirements documents, and delivery valuable analytical insights for our customers

  • By working with our clients and by bringing a personal perspective on the industry, this candidate will be expected to create new solutions and offerings that focus on the utilization of blending Predixion Software applications along with partner based services.

o Identify new offerings and work with client teams to construct meaningful demonstrations that can be modified and reused for individual client consumption.
o Complete Business Case justification evidence to Predixion management to secure new offering funding
o Create and maintain industry sales collateral that articulates Predixion’s value proposition, credentials, capabilities, and details on unique industry offering and how they fit into the over-arching solution map for clients consumption.
o Assist in the ‘commercialization’ of new assets

Key Activities

  • Lead Generation: Independently (or with others) identifying potential leads through networking, engaging the Accenture partner channel, working with Microsoft Industry leaders, trade shows, public speaking, or other sources;

o When identifying new leads outside assigned targets, discuss and get approval to pursue from appropriate parties

  • Relationship Development: Developing relationships with Client Executives, Avanade BDE’s, Accenture OU (Industry) Leads, Accenture Client teams, Microsoft Industry executives, and potential buyers through telephone calls, personal emails, personal mailings, business forums, or social outings;
  • Client Demand Stimulation: Engaging in activities focused at generating client awareness of the company and/or its technology (may include developing and sending promotional materials, article writing, maintaining blogs, social networking, teaching, or other similar forums);
  • Opportunity Generation: Identifying specific sales opportunities within clients and engaging the appropriate sales resources along with Accenture client teams;
  • Qualify Opportunities: Determining which opportunities we should pursue (e.g. highest probability of win, strong profit, alignment with strategic growth areas, etc);
  • Determine Requirements & Shape Deal: Working with members of client’s team to determine requirements and/or specifications to effectively shape and win the deal;
  • Proposal Writing: Assist/participate in the development of proposals and response to RFPs, RFI’s, and RFQ’s;

o Participate in “Qualified Opportunity” (RFI, RFP, unsolicited bid, client workshop) process;

  • Proposal Orals: Drive the development of a compelling predictive analytics application, and facilitate the proper resources to effectively present our proposal response and solution to clients;
  • Negotiating and Closing the Sale: Work Predixion management, Accenture Managing Directors, and others to assist in the negotiation and closing sales with buyers;
  • Internal Processes: Other related activities:

o Alert Predixion leadership when additional resource/funding is needed to proceed on an opportunity (e.g. need technical specialists, management, or partner resources to participate in client visit);
o Participate in Sales meetings as effectively review existing pipeline and activity status
o Understand and utilize sales tools and processes as defined by Predixion Sales Management (e.g. Internal CRM application, Deal Approval Processes, Training and Performance Management).

Qualifications

The successful candidates will bring the following experiences:

  • Understand and have a point of view on critical issues facing the named industry and how predictive analytics can help executives make impactful business decisions.
  • 5 + years of real-world experience within the named industry
  • Proven experience working in the executive suite. Is capable of interacting with C-Level and Senior VPs, showing executive level presence and influence.
  • Understanding of big data, BI, and predictive analytics technologies and how to sell software with a Tier 1 consulting organization.
  • Ability to connect BI technologies with meaningful reference to existing government-accepted principles such as architectural frameworks, solution architectures, infrastructure architectures, Cloud Computing, Web 2.0, Service Oriented Architecture and/or the Microsoft Application Platform.
  • Excellent track record of winning business, generating significant sales in the High Tech & outsourcing arena. Proven track record of being able to deliver $5M + targets.
  • Show self-initiative in developing opportunities, leads and engagements.
  • Advance sales and marketing skills. Oriented towards bottom line results; has successfully sold large multi-million dollar contracts.
  • Has developed a meaningful network of decision-makers within large organizations that may have potential outsourcing or technology consulting needs.
  • Be able to discuss complex technology applications and apply them into a business context.
  • Has operated successfully within a large/matrix corporation where there may be numerous relationships.
  • Willingness to travel

Personal Attributes

In addition to the above-noted qualifications, he/she will also exhibit personal attributes including:

  • Exceptional communications skills;
  • Relationship building and influencing skills;
  • Excellent business acumen and industry acumen;
  • Excellent presentation and written communication skills at a senior level.
  • Excellent negotiation, mediation, & conflict management skills;
  • Self-discipline and drive in conducting sales tasks, thorough and organized in sales opportunities pursuit;
  • Ability to apply out-of-box thinking.
  • Passionate "Can Do" and "Will Do" Attitude
  • Demonstrated sales leadership;
  • Ability to have direct and substantive interactions with clients;
  • List of contacts that he/she can leverage to drive sales opportunities;
  • “Networked” in the relevant business communities;
  • High integrity and credibility.
  • Provide ability to be successful in a network based team selling environment

Predixion® Is An Equal Opportunity Employer. Predixion promotes equal employment opportunity to all employees and applicants and does not discriminate on the basis of race, religion, color, creed, national origin, sex, age, sexual orientation, status as a protected disabled or Vietnam Era Veteran, disability, or any other legally protected status.

Minimum Experience

The Industry Sales Director should have a minimum of 5 to 10 years sales experience in the BI, Infrastructure or Application software markets.

Education

A Bachelors degree is required. An MBA is preferred.

Primary Location: United States- Any Major Metropolitan City
Travel: Yes, National Travel 75%
Job Type: Experienced Business Development / Sales


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