Senior Director Sales - Industrial

A Career at HARMAN

As a technology leader that is rapidly on the move, HARMAN is filled with people who are focused on making life better. Innovation, inclusivity and teamwork are a part of our DNA. When you add that to the challenges we take on and solve together, you’ll discover that at HARMAN you can grow, make a difference and be proud of the work you do every day.

About the Role

This is a sales management position to maximize the new phase of growth focused on the industrial, manufacturing and Oil & gas sectors in North America. The role will be reporting to the Chief Commercial Head of Digital Transformation Solutions (DTS) and entails leading vertical sales, driving booking and revenue growth, profitability, customer & employee satisfaction. This will include collaboration with vertical leads and the CTO team to support solution development and delivery excellence.

Your Team

This role has 3-4 direct and indirect sales team members to hunt and farm and drive growth.

What You Will Do

As a sales leader, the primary responsibility will be to build a high performing team and to grow the sales/revenue from North America market/region. You will be responsible for building a meaningful and quantifiable pipeline, opening high-level conversations, qualifying opportunities, identifying the decision makers, and closing the deal in a timely manner. 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 right out the gate.

What You Need

• 15+ years selling IT services with predominant experience in sales role to large enterprise clients in industrial, manufacturing, and related sectors.

• Strong understanding and experience in working in a global/offshore outsourcing business model, leading regional Sales team.

• Experience in Sales by working with “C” level/Sr Executive level contacts in these accounts.

• 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 Industrial and manufacturing vertical industry including the technologies and standards in use specially around IOT, manufacturing automation, robotics, leveraging AI and AR/VR in the manufacturing industry.

• Emphasis on shop floor automation, robotics, smart cities, building automation, digital twins.

• Co-Develop new solutions and GTM with partners to create new opportunities.

• Engagement with client senior leadership focused on account mining and relationship building.

What Makes You Eligible

•  In-depth experience of opening new logos, new business development activities through direct sales in North America.

• Prior experience of building and leading sales teams.

• Proven ability to identify and close large multi-year opportunities.

• Well versed with P&L and General management experience.

• Strong network and contact in the manufacturing, building automation and related industries. 

• Ability to lead/execute an aggressive prospecting strategy (targeted cold calls, tele-prospecting, email, and social media) for hunting accounts.

• Run a disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process.

• 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 travel.

What We Offer

• The standard base salary for this position is $204,000 - $249,000.

• Certain HARMAN Employees (and their families) are eligible to elect medical, dental, vision, FSA, and life insurance. Employees are able to enroll in our company’s 401k plan. Employees will also accrue up to three weeks of vacation annually, eleven paid holidays, two floating holidays, and one volunteer day throughout the calendar year.

• Flexibl