Area Sales Director, AsiaPac - Data Intelligence Platform, Sales Overlay

📋 Description

• • Own and accelerate Actian’s growth across the entire Asia-Pacific region as the Area Sales Director for our award-winning Data Intelligence Platform. You will be the single-threaded leader entrusted with a multi-million-dollar revenue target, shaping go-to-market strategy for hybrid data management, cloud data warehousing, and real-time analytics solutions across Australia, New Zealand, Singapore, Hong Kong, Japan, and emerging ASEAN markets.
• • Develop and execute a three-year territory plan that balances immediate pipeline conversion with long-term market expansion. Map whitespace opportunities by vertical (FSI, telecom, retail, logistics, public sector) and by workload (ETL modernisation, operational analytics, customer-360, data lakehouse). Translate insights into quarterly business reviews, account-based campaigns, and executive-level QBRs that keep stakeholders aligned and motivated.
• • Cultivate and deepen C-suite relationships with existing lighthouse customers such as regional banks, airlines, and e-commerce giants already running Actian technology. Lead white-boarding workshops that uncover new use-cases, co-create business cases, and unlock seven-figure expansion deals. Your credibility will turn satisfied users into passionate advocates who introduce you to their peer networks.
• • Build net-new logo velocity in the high-growth SME segment. Partner with channel, ISV, and GSIs to create repeatable, scalable motions that compress sales cycles from nine months to ninety days. Establish a partner advisory council, co-sell playbooks, and MDF programs that reward early adopters and create a virtuous ecosystem around Actian’s platform.
• • Orchestrate cross-functional pursuit teams spanning pre-sales architects, product management, legal, and executive sponsors. Run MEDDPICC-compliant deal reviews, forecast with 95 % accuracy, and maintain pristine hygiene in Salesforce. Coach reps to elevate every conversation from feature-function to measurable business outcomes and risk-mitigated ROI.
• • Champion a culture of data-driven decision making. Leverage intent data, technographics, and predictive scoring to prioritise accounts, personalise outreach, and optimise marketing spend. Publish quarterly win-loss analyses and competitive battle-cards that sharpen our differentiation against Snowflake, Databricks, and legacy EDW vendors.
• • Travel up to 40 % across APAC to host executive briefings, speak at industry conferences, and close complex, multi-year subscription or consumption contracts. Your presence in-market will reinforce Actian’s commitment to regional customers and partners, while your authentic storytelling will inspire the next generation of data leaders.
• • Mentor and scale a high-performing overlay sales team. Recruit top enterprise sellers, define clear career paths, and implement a rigorous enablement curriculum that blends product mastery, value selling, and challenger methodology. Celebrate wins loudly and conduct blameless retrospectives on losses to institutionalise continuous improvement.
• • Report directly to the SVP International Sales with dotted-line visibility to the CEO and Board. Provide monthly board packs that articulate pipeline health, competitive dynamics, pricing trends, and strategic risks. Influence product roadmap priorities by synthesising field feedback into actionable requirements that accelerate adoption and reduce churn.
• • Foster an inclusive, diverse, and psychologically safe environment where every team member feels empowered to bring their authentic self to work. Uphold Actian’s values of trust, respect, and customer obsession, ensuring we remain an employer of choice across APAC.