Practice Director, Software

Company: HARMAN International
Location: Mountain View
Posted on: August 4, 2022

Job Description:

About The RoleThe position is accountable for working closely with the sales and delivery teams in growing existing business and hunting new business development and revenue from clients across the globe. Focus is to grow the business above market rates of growth with the combination of new account acquisition and existing account management.Your TeamThis is an individual contributor role reporting to the Chief Commercial OfficerWhat You Will DoPrimary responsibility will be to provide pre-sales support, solutioning and thought leadership to the sales team for the software vertical globally. You will be responsible working closely with the sales team, delivery teams and technology teams in defining the go-to-market strategy, developing value propositions, supporting the teams in customer meetings, responding to proposals and helping shape and close deals. You will also be working with the technology organization in assisting in defining our IP roadmap. This position requires meeting annual sales revenue targets and an understanding of how to execute on long-term growth goals. The ideal candidate will know the competitive landscape of the industry as well as bring experience and contacts into potential clients.What You Need

• 15+ years experience in working in the software sector with IT services companies or product companies in a technical/sales support role.
• Strong understanding and experience in working in a global/offshore outsourcing business model
• Experience in supporting sales teams through the sales process and working with "C" level/Sr Executive level contacts in these accounts to articulate the value proposition's
• Creation of large proactive deals, creating strategy, planning and roadmap. Proven track record in consulting, advising and solution selling. Lead range of RFP/RFI initiatives.
• Excellent customer interface skills - communication & ability to deliver presentation, drive meetings. Develop long term valued relationships with the client. Building and maintaining strong client relationships.
• Ability to adapt in a rapidly changing environment, work effectively under high pressure, growth mode.
• In depth understanding of the software industry including the technologies and standards in use
• Good understanding of AI/ML, cloud technologies, hyper scaler offerings and relationships with ISV's
• Co-Develop new solutions with partners, GTM with partner to create new opportunities
• Engagement with client senior leadership focused on account mining and relationship buildingWhat Makes You Eligible
  • Deep understanding of software and technology trends
  • Ability to architect solutions and articulate the appropriate value propositions
  • Strong network and contact in the industry
  • Ability to lead/execute an aggressive pre-sales strategy by defining a clear value proposition to potential and existing clients
  • Build relationships with internal sales, delivery and support teams
  • Develop overview materials to support initial meetings/conversations
  • Customer Satisfaction / Customer Management- orchestrate internal resources in sales and delivery to give the customer an enhanced experience across touch-points. Build a trusted group of reference-able customers.
  • Be willing to travel 35-50%, domestic travelWhat We Offer
    • Access to employee discounts on world class HARMAN/Samsung products (JBL, Harman Kardon, AKG etc.)
    • Professional development opportunities through HARMAN University's business and leadership academies
    • Flexible work schedule with a culture encouraging work life integration and collaboration in a global environment
    • An inclusive and diverse work environment that fosters professional and personal development
    • Tuition Reimbursement
    • "Be Brilliant" employee recognition and rewards program
    • Competitive and challenging environment
    • Growth prospects Independence coupled with accountability for the region's growth Innovative and collaborative culture
    • Work on best in class emerging technologies and an atmosphere that pushes you to give your best.

Keywords: HARMAN International, Mountain View , Practice Director, Software, Executive , Mountain View, California