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Role Description

The Vice President of Sales directs the investments in sales force effectiveness and manages functions essential to sales force productivity. These include planning, reporting, quota setting, sales process optimization, sales program implementation, and sales.

The VP is responsible for the overall productivity and effectiveness of the sales organizations. The VP fosters close working relationships with the General Manager and Head of Sales to ensure the organization’s efficient operation and success.

Job Responsibilities:

• Designs, implements, and manages sales forecasting, planning, and budgeting processes.
• Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales and customer success organizations.
• Ensures efforts are appropriately integrated with other planning processes (e.g. Financial forecasting) employed within the firm.
• Provides leadership to the sales, and counsel to the Head of Sales, in implementing objectives that appropriately reflect the firm’s business goals.
• Equitably assigns sales force and customer success quotas and ensures the firm’s financial objectives are optimally allocated to all sales channels and resources.
• Accountable for the timely assignment of all sales organization objectives.
• Partners with senior sales and customer success leadership to identify opportunities for sales and customer success process improvement.
• Facilitates successful implementation of new programs through the sales and customer success organizations by ensuring a well-defined, efficient process is in place for launch.
• Fosters an organization of continuous process improvement.
• Responsible for the optimal deployment of sales personnel.
• Makes recommendations for changing sales roles, coverage models, or team configurations to maximize sales productivity.
• Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.
• Works closely with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure sales and customer success organization success.
• Aligns reporting, training, and incentive programs with these performance management priorities.
• Ensures sales reports, dashboards and other internal intelligence is provided to the sales organizations.
• Develops new reporting tools as needed.
• Coordinates with sales and customer success leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.
• As a thought leader, recommend and develop new strategies, KPIs and programs to enable the success of sales and customer success.

Accountabilities and Performance Measures:

• Achievement of firm sales, revenue, profit, customer retention and strategic objectives.
• Accountable for the on-time implementation of sales and customer success organization quotas and performance objectives.
• Accountable for the thorough implementation of sales and customer success organization-impacting initiatives.
• Responsible for the efficient allocation of technology, support, and training resources impacting the sales and customer success organizations.
• Accountable for accurate and on-time reporting essential for sales and customer success organization effectiveness.
• Achievement of strategic objectives defined by company management.

Organizational Alignment:

• Reports to the Head of Sales.
• Directs the support of sales specialists, implementation resources, service resources, and other sales, customer success and management resources as needed, coordinating with the appropriate management resources.
• Fosters close, cooperative relationships with peer leaders and other senior executives.
• Influence global sales and customer success teams through best-practices and Sales Operations SOPs.

Qualifications

• Four-year college degree from an accredited institution; Masters in Business Administration (MBA) or equivalent preferred.
• Minimum five years of sales or sales management experience in a business-to-business sales environment.
• Minimum five years in a sales operation, business planning, or sales support management role.
• Experience successfully managing analytically rigorous corporate initiatives.
• PC and Technology proficiency (Excel, Word, PowerPoint, Salesforce.com, etc).

Benefits

• Ability to work remotely with occasional business travel.
• Medical, Vision, Dental, and supplementary benefit plans.
• 401k with an employer match, and an Employee Stock Purchase Plan (ESPP).
• Competitive and flexible Paid Time Off (PTO) and 9 paid company holidays.
• Access to tech and growth opportunities, and leaders who want you to succeed!