Careers | DDN | DataDirect Networks | Senior Director, HPC AI
Sales in Santa Clara, California | Careers at US, Santa Clara Skip
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page Returning Candidate? Log back in! Senior Director, HPC AI
Sales Job Locations US-CA-Santa Clara Job Posted Date 1 week ago
(9/3/2020 8:23 PM) Job ID 2020-2719 Overview DataDirect Networks
(DDN.com ) is a world leader in massively scalable storage.
We are the leading provider of data storage and processing
solutions and professional services that enable content-rich and
high-growth IT environments to achieve the highest levels of
systems scalability, efficiency and simplicity. DDN enables
enterprises to extract value and deliver results from their
information. Our customers include the world's leading online
content and social networking providers, high performance cloud and
grid computing, life sciences, media production organizations and
security & intelligence organizations.
Job Description The Director/Sr. Director, Sales of DDN’s AI
Business is responsible for the company’s goal of achieving market
leadership for DDN’s vertically integrated solution and services
helping companies harvest and monetize unstructured data with
specific industry focus on in AI related verticals.
This role provides an excellent opportunity for hands-on
leadership and direction to the AI line-of-business sales team by
providing mentoring, performance and career direction. This
individual will apply understanding of industry trends and business
models, develop solutions and strategies, and drive sustained
growth through a focus on current and new customer orders, top line
revenue generation and predictable margins derived from the sale of
a suite of hardware, software and services.
This Director/Sr. Director Sales role requires an accomplished
sales executive with a broad set of skills in leading sales teams
and a demonstrated ability to analyze, interpret, and consult with
C-level executives at prospective and active clients using
quantitative data, an extreme focus on results and a high service
The Director/Sr. Director will extend DDN’s current momentum in
driving value beyond the enterprise storage stack into advanced
analytics of big data, unstructured data across the Artificial
Intelligence industry. The successful individual will bring to this
hands on management position the skills that will which
enable him or her to develop the strategies and team necessary to
consistently exceed customer expectations and drive strategic
long-term growth. It is critical that candidates for this position
have a track record in building, leading and developing an
experienced sales organization and a background in software and
services environment with a deep history selling into Fortune 500
The Director/Sr. Director, Sales will be a key member of the DDN
sales leadership team and will manage a team of approximately eight
to ten comprised of managers and individual contributors as the
business grows in revenue.
Qualified candidates for the role should have a minimum of ten
years of progressive experience in sales leadership and account
management, with preference for an individual who has displayed
recent leadership within progressive, results oriented growth
Further desirable experience would include:
Must have previous experience in enterprise hardware, preferably
storage, networking, services or other industry verticals that have
a particular focus on selling hardware and services to the AI
Experience managing a commission-based, quota driven sales team,
and track record of growing revenues and profits, and achieving
Experience creating and managing processes used by the sales
team to achieve superior results
Strong systems and solutions focus, experience and understanding
across the AI vertical markets
Deep understanding of partnerships, ecosystem, channel and
business development are required
Superior communication, presentation, and client management
Demonstrated ability using quantitative analysis and
consultative selling in the sales process
7+ years sales management experience
Proven management and organizational skills working in a
fast-paced and high growth environment where the individual has
been involved in scaling a company through fast growth to greater
maturity in a dynamic environment.
A strong leader that balances empathy with determination.
Staunchly defending his or her position/strategic direction while
considering the position of others.
An open, action-oriented personality.
Able to make tough decisions – not always be nice, but direct
An “in-the-trenches”, tactile executive who is willing to
immerse him or herself in the business.
A demonstrated ability to lead and motivate people and get
results through others.
An ability to organize and manage multiple priorities.
Problem analysis and problem resolution at both a strategic and
DUTIES AND RESPONSIBILITIES
Drive DDN’s long term revenue strategy - mapping revenue
strategy to a business strategy/operating plan/strategic plan that
extends beyond its core business and into the high growth revenue
opportunities in AI.
Manage DDN’s revenue profitability and gross margin contribution
assuring that the company focuses not only on winning business that
contributes to the top line, but also have metrics and controls in
place that assure the highest margin and profitability.
Continuously develop and manage an organization structure that
maps the company’s overarching business strategy to field
execution, account management.
Refinement, testing, and execution of the company’s go to market
Extensive experience building, coaching, motivating developing
and managing high performance sales teams. The Director/Sr.
Director will scale the sales organization to address the growth
and margin contribution commitments of the organization.
Develop and implement a plan to create demand and achieve
revenue growth. This may involve one or more potential streams of
Create, install, and manage a revenue generation process from
demand creation to closed sales for each revenue stream. Strong
knowledge of sales and services in advanced technology
Set individual and organization-wide goals, objectives, budgets,
sales targets and quotas support the organization’s long-range
Cultivate and close key accounts and strategic partners through
prospecting and relationship management.
Create and implement marketing initiatives that support the
Work with other members of the executive team so that their
functional groups are supporting the company’s go-to-market
Develop and manage sales compensation plans and targets for the
Manage sales operations, training, pricing strategies, etc...
for the sales and account management team.
Proven ability to develop and maintain senior level client
Establish and maintain close relationships with strategic
Develop a very detailed understanding of the quantitative
processes used by DDN’s clients to evaluate the effectiveness of
our business; use this knowledge in crafting sales strategy.
Work with DDN executives to establish sales goals and incentives
for each sales team member.
Regular travel for onsite visits and conventions to meet with
Support direct reports by participating in client and prospect
Anticipated travel within US is 40%
DDN Core Characteristics DDN has a very strong orientation
towards these 4 characteristics and any successful employee will
demonstrate these capabilities:
Self-Starter - Takes independent action to identify and solve
problems. Seeks out relevant information needed to make decisions.
Gets involved with new initiatives.
Success/Achievement Orientation - Delivers quality results
consistently. Targets, achieves (or exceeds) measurable results.
Sets challenging goals, focuses on critical priorities, and is
Problem Solving - Recognizes problems and responds with a
systematic assessment that identifies and addresses cause of issue.
Practical, realistic, and resourceful.
Innovative - Builds and improves key business processes that
enhance the effectiveness of DDN. Generates new ideas, challenges
the status quo, and solves problems creatively.
DataDirect Networks, Inc. is an Equal Opportunity/Affirmative
Action employer. All qualified applicants will receive
consideration for employment without regard to race, color,
religion, gender, gender identity, gender expression, transgender,
sex stereotyping, sexual orientation, national origin, disability,
protected Veteran Status, or any other characteristic protected by
applicable federal, state, or local law.
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