Director, AI and Analytics Sales

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gables search groupSan Jose (CA)

Sales Managers Computer Systems Design Services

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About the role

Our client is a leading systems integrator and global professional services firm driven to simplify and maximize the value of their clients’ information. Founded in 2011, our client provides complementary services for many digital initiatives, including MDM and PIM Strategy and Implementation, Data Governance and Analytics, Content Management, Data Integration, Enterprise Hosting, and Operational Services that help large enterprises in the retail, consumer goods, manufacturing, financial and healthcare sectors simplify and maximize the value of their information.

Job Description: Our client is seeking a high-impact sales executive to drive revenue growth across theirAI, Analytics, and Data platform offerings. The Director, AI & Analytics Sales is a quota-carrying, client-facing role focused exclusively on new business development and expansion within existing accounts. This individual will own the full sales cycle — from pipeline generation through contract close — and will serve as the commercial point of contact for their AI and Analytics solutions.

Key Responsibilities: Sales Execution & Pipeline Management

Own and achieve quarterly and annual revenue targets for AI, Analytics, and Data platform services.
Drive the full sales cycle from prospecting and qualification through proposal, negotiation, and close.
Build and maintain a healthy, predictable pipeline using CRM tools; provide accurate forecasting to leadership.
Develop and execute territory and account plans to maximize revenue potential. New Business Development
Identify, pursue, and close new client opportunities across target verticals including financial services, healthcare, retail, and manufacturing.
Engage C-suite and VP-level buyers to position their AI and Analytics capabilities as strategic solutions to business challenges.
Collaborate with the marketing team to leverage campaigns, events, and thought leadership as pipeline-generation tools.
Partner with Databricks, Snowflake, and other ecosystem vendors to source co-sell opportunities and joint pursuits. Client Engagement & Relationship Management
Build trusted advisor relationships with key stakeholders at prospect and client organizations.
Lead client-facing discovery, solution presentations, and business case development. Partner with pre-sales and delivery teams to craft compelling, technically credible proposals and statements of work.
Ensure seamless handoff to delivery teams post-close; maintain executive relationships through engagement lifecycle. Partner & Ecosystem Collaboration
Work with their alliances leader to activate partner-led sales motions with Databricks, Snowflake, and complementary platform vendors.
Represent the company at industry events, partner conferences, and sales forums to generate pipeline and visibility.
Leverage partner field teams, co-marketing resources, and joint GTM programs to accelerate deal velocity. Internal Collaboration
Work closely with the Director of AI & Analytics Delivery and pre-sales engineers to develop winning solution strategies.
Coordinate with marketing on targeted campaigns, case studies, and sales enablement content.
Provide market feedback and competitive intelligence to inform solutions and go-to-market strategies. Desired SkillsSales & Business Development
Demonstrated track record of achieving or exceeding quota selling data, analytics, or cloud services solutions.
Strong command of consultative and value-based selling methodologies (MEDDIC, Challenger, etc.).
Experience managing complex, multi-stakeholder enterprise sales cycles with deal sizes of $100K+.
Ability to develop and execute strategic account and territory plans. Domain Fluency
Working knowledge of data warehousing, modern lakehouse architectures, and analytics use cases sufficiently to lead credible client conversations. Familiarity with Databricks and/or Snowflake platforms and their ecosystem; ability to articulate business value to executive buyers.
Awareness of the broader AI/ML and generative AI landscape as it applies to enterprise business problems.
Understanding of the competitive landscape including Databricks, Snowflake, Microsoft Fabric, AWS, Google, and Palantir. Relationship & Communication Skills
Executive presence and ability to engage, influence, and build trust with C-suite and senior decision-makers.
Excellent communication and presentation skills; ability to translate technical concepts into business outcomes.
Established network within the AI, Analytics, and data platform ecosystem; particularly with ISVs, system integrators, and enterprise buyers.

Qualifications:

Bachelor’s degree in Business, Computer Science, or a related field; advanced degree preferred.
Minimum 7 years of enterprise sales experience, with at least 2 years selling data, analytics, or cloud platform services.
Demonstrated experience selling Databricks, Snowflake, or equivalent data platform solutions.
Proven success in a quota-carrying, individual contributor sales role within a consulting or professional services environment.
Experience working with or alongside Databricks and/or Snowflake field sales and partner teams.
Familiarity with competing and complementary cloud and data vendors.
Strong CRM discipline; proficiency in Salesforce or equivalent.

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