Sales Manager for ISV (New Business Development)

Harman
life insurance, sick time, long term disability, tuition reimbursement
United States, California, Sunnyvale
3000 Research Drive (Show on map)
Jul 08, 2025
Description & Requirements Introduction: A Career at HARMAN Digital Transformation Solutions (DTS) We're a global, multi-disciplinary team that's putting the innovative power of technology to work and transforming tomorrow. At HARMAN DTS, you solve challenges by creating innovative solutions. Combine the physical and digital, making technology a more dynamic force to solve challenges and serve humanity's needs Work at the convergence of cross-channel UX, cloud, insightful data, IoT and mobility Empower companies to create new digital business models, enter new markets, and improve customer experience 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 be reporting to the Global Sales Head of DTS , driving booking and revenue growth as a net new hunter locking in logos and deals. 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 promptly. 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 competitive landscape of the Hitech industry as well as bring experience and contacts into potential clients right out the gate. What You Need 10+ years selling IT serviceswith predominant experience in new business development sales (new business and new logo acquisition) role to large enterprise clients in 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. Experience in working with Private Equity firms and companies they invest in. 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 - communication & ability to deliver presentation, drive meetings. Develop long term valued relationships with the client. Building and maintaining 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 hyper scalers, 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 referenceable 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. #LI-MN2 Pay Transparency $ 105,000 - $ 154,000 You Belong Here HARMAN is committed to making every employee feel welcomed, valued, and empowered. No matter what role you play, we encourage you to share your ideas, voice your distinct perspective, and bring your whole self with you - all within a support-minded culture that celebrates what makes each of us unique. We also recognize that learning is a lifelong pursuit and want you to flourish. We proudly offer added opportunities for training, development, and continuing education, further empowering you to live the career you want. About HARMAN: Where Innovation Unleashes Next-Level Technology Ever since the 1920s, we've been amplifying the sense of sound. Today, that legacy endures, with integrated technology platforms that make the world smarter, safer, and more connected. Across automotive, lifestyle, and digital transformation solutions, we create innovative technologies that turn ordinary moments into extraordinary experiences. Our renowned automotive and lifestyle solutions can be found everywhere, from the music we play in our cars and homes to venues that feature today's most sought-after performers, while our digital transformation solutions serve humanity by addressing the world's ever-evolving needs and demands. Marketing our award-winning portfolio under 16 iconic brands, such as JBL, Mark Levinson, and Revel, we set ourselves apart by exceeding the highest engineering and design standards for our customers, our partners and each other. If you're ready to innovate and do work that makes a lasting impact, join our talent community today! Dependent on the position offered, other forms of compensation are also available, such as bonuses or commission. Pay is based on a wide range of factors, including, without limitation, skill set, experience, training, location, and business need. While the above range is a reasonable estimate of the wage range for this position, please note the disclosed range estimate has not been adjusted for the applicable geographical differential associated with the location where the position may be filled. Benefits HARMAN is interested in the health and wellbeing of you and your family and offers a range of benefits designed to support your needs for holistic wellbeing. Benefits and perks may vary depending on the nature of your employment with HARMAN, and may include paid vacation and holidays, paid sick leave, volunteer leave, and paid bonding and care giver leave. Employees may also be eligible to participate in comprehensive medical, dental, and vision plans, fertility support and adoption assistance, Health Savings and Flexible Spending Accounts, retirement savings plan with employer match, short and long term disability coverage, life insurance, and more. Important Notice: Recruitment Scams Please be aware that HARMAN recruiters will always communicate with you from an '@harman.com' email address. We will never ask for payments, banking, credit card, personal financial information or access to your LinkedIn/email account during the screening, interview, or recruitment process. If you are asked for such information or receive communication from an email address not ending in '@harman.com' about a job with HARMAN, please cease communication immediately and report the incident to us through: harmancareers@harman.com. HARMAN is proud to be an Equal Opportunity employer. HARMAN strives to hire the best qualified candidates and is committed to building a workforce representative of the diverse marketplaces and communities of our global colleagues and customers. 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.HARMAN attracts, hires, and develops employees based on merit, qualifications and job-related performance.(www.harman.com) Apply