Leads global commercial growth for software, analytics, and digital services. Owns ARR, bookings, pipeline, enterprise acquisition, complex SaaS sales, channel partnerships, pricing, contracts, and pilot-to-subscription conversion. Builds scalable sales processes, forecasting discipline, partner ecosystems, and executive customer relationships across utilities, energy, industrial, manufacturing, and data center markets. Requires extensive enterprise solution sales, subscription software, global channel development, and commercial growth experience, with 30–40% domestic and international travel.
The Sales Director – Software & Analytics Services is responsible for driving global commercial growth for the company's software, analytics, and digital service portfolio. This executive sales leader will build and execute a scalable go-to-market strategy focused on recurring software revenue, enterprise customer acquisition, and strategic channel partnerships.
The successful candidate combines enterprise SaaS sales expertise with experience selling into industrial and energy markets. They are equally comfortable developing executive relationships, leading complex solution sales, creating global channel ecosystems, and building disciplined commercial processes that support rapid growth. The ideal candidate will reside in the east coast.
Key Responsibilities
Revenue Growth
- Own annual Annual Recurring Revenue (ARR), bookings, pipeline, and software growth objectives
- Build and manage a qualified global sales pipeline that consistently exceeds revenue targets
- Lead complex enterprise sales cycles from initial engagement through contract execution
- Convert pilot projects into long-term subscription and recurring service agreements
- Negotiate commercial agreements, pricing, licensing, and multi-year enterprise contracts
- Identify expansion opportunities within existing customers through cross-selling, upselling, and broader enterprise adoption
- Collaborate with marketing, product management, customer success, and engineering to accelerate revenue growth and customer retention
Channel & Partner Development
Develop scalable global routes to market through strategic partnerships, including:
- Engineering, Procurement & Construction (EPC) firms
- Global consulting and advisory firms
- Microsoft and AWS partner ecosystems
- Cloud marketplaces
- Regional distributors
- Original Equipment Manufacturers (OEMs)
- Strategic technology alliance partners
- Establish partner enablement programs, joint business plans, and co-selling initiatives that expand market reach and accelerate recurring revenue
Strategic Enterprise Selling
Develop executive-level relationships with key decision makers across target industries, including:
- Electric utilities
- Independent Power Producers (IPPs)
- Renewable energy owners and operators
- Hyperscale data center operators
- Industrial manufacturers
- Large rotating equipment owners and operators
- Transmission and grid operators
- Lead consultative, value-based sales engagements centered on measurable operational outcomes, business performance improvements, and return on investment rather than product features
Commercial Excellence
Build scalable commercial processes that improve sales execution and forecasting, including:
- Opportunity qualification methodology
- Sales pipeline management
- Forecast accuracy
- Pilot-to-subscription conversion
- Customer reference development
- Competitive intelligence
- Sales metrics and performance dashboards
- CRM discipline and data quality
- Proposal development and contract management
- Champion a culture of accountability, continuous improvement, and data-driven decision making across the commercial organization
Required Qualifications
- Bachelor's degree in Business, Engineering, Computer Science, or a related field (MBA preferred)
- 10+ years of enterprise solution sales experience with a proven record of exceeding revenue targets
- Minimum 5 years selling Software-as-a-Service (SaaS), Analytics-as-a-Service (AaaS), Data-as-a-Service (DaaS), or other subscription-based software solutions
- Demonstrated success selling into electric utilities, industrial automation, industrial software, energy, manufacturing, or closely related markets
- Experience building new markets and launching commercial growth initiatives
- Proven success developing and managing global channel partnerships
- Experience negotiating complex enterprise software and cloud subscription agreements
- Track record scaling businesses from early commercial adoption through sustained growth
Preferred Qualifications
Experience with solutions involving one or more of the following:
- Microsoft Azure
- Amazon Web Services (AWS)
- Industrial Artificial Intelligence (AI)
- Predictive Analytics
- Asset Performance Management (APM)
- Industrial Internet of Things (IIoT)
- Digital Twins
- Condition Monitoring
- Reliability Engineering
- Energy Management Systems
Digital & AI Competencies
The successful candidate embraces modern digital selling practices and effectively leverages AI to improve commercial performance
Experience should include practical use of:
- CRM platforms (Salesforce, Microsoft Dynamics, HubSpot, or similar)
- AI-enabled sales productivity tools
- Proposal and content generation tools
- Customer and market research platforms
- Pipeline analytics and forecasting tools
- Account intelligence and opportunity prioritization solutions
Success Measures
Within the first 12 months, the Sales Director is expected to:
- Establish a repeatable, scalable global sales process for software and analytics services
- Build a qualified pipeline that consistently exceeds annual ARR objectives
- Develop a digital demand-generation funnel that produces qualified enterprise opportunities
- Achieve pilot-to-subscription conversion rates that meet or exceed established targets
- Launch strategic global channel partnerships that generate measurable revenue
- Improve forecast accuracy and establish predictable quarterly software revenue growth
Travel
Approximately 30–40% domestic and international travel is expected to support customer engagement, partner development, and industry events
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About UsRalliant Corporation Overview
Ralliant, originally part of Fortive, now stands as a bold, independent public company driving innovation at the forefront of precision technology. With a global footprint and a legacy of excellence, we empower engineers to bring next-generation breakthroughs to life — faster, smarter, and more reliably. Our high-performance instruments, sensors, and subsystems fuel mission-critical advancements across industries, enabling real-world impact where it matters most. At Ralliant we’re building the future, together with those driven to push boundaries, solve complex problems, and leave a lasting mark on the world.
About the Team About Qualitrol
QUALITROL manufactures monitoring and protection devices for high value electrical assets and OEM manufacturing companies. Established in 1945, QUALITROL produces thousands of different types of products on demand and customized to meet our individual customers’ needs. We are the largest and most trusted global leader for partial discharge monitoring, asset protection equipment and information products across power generation, transmission, and distribution. At Qualitrol, we are redefining condition-based monitoring.
We Are an Equal Opportunity Employer
Ralliant Corporation and all Ralliant Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Ralliant and all Ralliant Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected].
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