Manager, Sales

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 an individual sales position to maximize the new phase of growth focused on the software vertical in North America and Europe. The role will report to the Sales Head of Software Vertical DTS and drive booking and revenue growth, profitability, and customer and employee satisfaction. This will include collaboration with vertical leads and the Service line team to support solution development and delivery excellence.

What You Will Do

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 on time. 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 industry's competitive landscape and bring experience and contacts to potential clients right out of the gate.

What You Need

• 10+ years selling IT services with predominant experience in sales role to Private Equity driven software and related industries.

• Strong understanding and experience in working in a global/offshore outsourcing business model, leading a 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, including communication and the ability to deliver presentations and drive meetings. Develop long-term valued relationships with clients. Build and maintain 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 rapidly evolving technologies like cloud, data and AI, dev ops, automation, low code – no code.

• Prior relationship and experience in collaborating with hyperscalers, data warehousing and related organizations.

• 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.

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

• 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, and 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 enhance the customer experience across touchpoints.

• Build a trusted group of reference-able customers.

• Be willing to travel 50% +, domestically.

What 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.

• An inclusive and diverse work environment that fosters and encourages professional and personal development.

• Tuition Reimbursement.

• “Be Brilliant” employee recognition and rewards program.

• Innovative and collaborative culture.

• Work on best-in-class emerging technologies and an atmosphere that pushes you to give your best.

HARMAN is proud to be an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.