Cloud Solutions Software - Senior VP Sales, Ottawa/Toronto/US

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Our Client

Client is a Software-defined object-based storage and data transfer solution with enhanced compliance, security and reliability.

 

The patented Client’s algorithms virtualize, transform, slice and disperse data across a network of on-premises, hybrid or multi-cloud storage nodes. Comprehensive compliance monitoring tools ensure that IT controls are extended from on-premises out to hybrid and multi-cloud storage architectures. 

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Improve the probability of business continuity. Reduce shadow IT with powerful and secure data storage, data collaboration and data transfer tools. Protect your enterprise from ransomware. Add compliance monitoring to all your data storage, transfer and migration transactions.

 


Scope of Position

The Senior VP of Sales reports to the Chairman and CEO and is a member of the company’s executive team. He/she is responsible for the strategic direction and execution of all of the company’s direct sales and business development efforts. The Senior VP of Sales will drive the company’s achievement of its booking and revenue goals, including customer retention and renewal, customer acquisition, up-selling and cross-selling.

In addition, the Senior VP of Sales will participate in ensuring a positive work environment consistent with corporate values.  The Senior VP of Sales will drive the company’s achievement of its booking and revenue goals, including customer acquisition, customer retention and renewal. This entrepreneurial sales and business development leader will have to quickly determine a plan of action, leveraging the company’s recent success, and see this assignment as if it is his/her own business.

 


Responsibilities

  • Develop plans and strategies for evangelizing and developing business to achieve the company’s aggressive revenue and profit objectives.
  • Recruit and build at team of six sales professionals plus two system engineers.
  • Define and oversee incentive programs that support the attainment of company sales objectives and motivate the sales team to achieve their individual sales targets.
  • Grow and manage the sales pipeline to meet or exceed the business plan.
  • Define and coordinate sales training programs that enable staff to achieve their potential, ensuring outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.
  • Build and manage a dynamic sales team and infrastructure to grow sales.
  • Develop, establish, and direct channel and distribution strategies and programs.
  • Develop plans and strategies for developing business to achieve the company’s aggressive revenue and profit objectives.
  • Develop a close working relationship with Marketing and Product Management to help evolve the product strategy and direction based on market and customer requirements.
  • Assist in the corporate budget planning process, specifically in sales forecasting and sales pipeline management.   As a member of the executive leadership team, be the lead on driving the top line, and share in achieving the bottom line objectives.
  • Work closely and cooperatively with the VP Marketing & Partnerships to define and refine the value proposition and execute lead generation programs.
  • Develop a close working relationship with Product Management to help evolve the product strategy and direction based on market and customer developments.
  • Manage the overall sales process, set and manage appropriate metrics for sales funnel management.  Provide detailed and accurate sales forecasting.
  • Assist in the corporate budget planning process, specifically in sales forecasting and sales pipeline management.   As a member of the executive leadership team, be the lead on driving the top line, and share in achieving the bottom line objectives.
  • Define and implement infrastructure and systems to support the success of the sales function.  Oversee the management CRM system and the integration of the system with other areas/systems in the company.
  • Be a role model for the company culture.
  • Work collaboratively with colleagues and staff to create a results-driven, team-oriented environment.

Competency Profile

Results Orientation

Focuses strongly on achieving agreed upon outcomes and ensures that key objectives are met. Conveys a sense of urgency and drives issues to closure. Aims to improve upon past performance. Establishes aggressive personal targets and strives to achieve them. 

Customer/Client Orientation

Strives to provide customers/clients with personalized and efficient service. Anticipates customers'/clients' needs. Quickly follows up on customer/client contacts and complaints. Monitors and acts on measures of customer/client satisfaction. 

Planning and Objective Setting

Systematic in approach to work; Produces action plans in which objectives are defined and steps for achieving them are clearly specified; Plans by breaking down large task into subtasks; Develops plans that anticipate obstacles; Is realistic about time-scales and builds in appropriate checkpoints, milestones and controls in order to ensure that desired results are realized.

Strategic Approach

Develops a strategic plan to realize the vision; Revises strategy in light of changing circumstances; Takes a long-term view of organizational success; Works to clarify long term organizational goals; Able to stand back from immediate problems in order to focus on more far reaching ideas.


Preferred Experience / Education

The following indicates specific industry, academic and functional experience/qualifications that are important to the successful achievement of the identified responsibilities and performance deliverables.

  • A degree in or the equivalent to B.SC Computer Science, MBA an asset.
  • Extensive experience in the enterprise data storage market.
  • 10 plus years sales experience, with sales experience in enterprise sales experience selling to the retail, financial, security and storage customers, and at least 5 plus years in a senior management role.
  • A versatile player-coach, able to lead build and develop a team of direct sales representatives, be comfortable overseeing an inside sales team, and be able and willing to directly manage relationships with large accounts.
  • Large enterprise sales experience in sales cycles of three to six months and a deal sizes in the range of $100,000 - $2,000,000.
  • Able to make quick sound decisions even in the absence of concrete data.
  • Work related experience with a company growing revenues from $0M to $50M plus.
  • Demonstrated ability to present to executive levels of Fortune 500 companies.
  • Established contacts and relationships with potential data storage customers and channel partners necessary to expedite sales opportunities.
  • Commitment to exceed customer expectations and contribute to a high level of customer satisfaction.
  • Ability to plan and manage at both the strategic and operational levels.
  • Experience in choosing, deploying and using marketing and sales applications, including salesforce.com.
  • Excellent interpersonal, verbal and written communications skills.
  • Demonstrated ability to multi-task and work in a dynamic, fast-paced setting.
  • Proven ability to work well under pressure and handle stress personally and professionally.
  • Provide leadership in securing new customers and strategic partners, assume responsibilities for selected customers and partners and nurture those relationships to grow revenues and develop new revenue-generating opportunities.
  • Metrics driven – managing goals, pipeline and performance through data.
  • Experience and proven ability to collaborate as a remote member of an executive team, and as the leader of a remote sales and business development team.

Remuneration & Benefits

Salary based on experience and including stock.