Global Vice President of Sales
Job target / Raison d'être
The Global Vice President of Sales will be accountable for revenue attainment and growth in all territories with the exception of the French market. He/she will be the focal point for the Company’s sales strategy, sales programs, sales execution and sales leadership. Chief among these include optimizing sales effectiveness with a top notch sales team, sales model, and tools/ support, new business growth, customer and account management and support for Preligens partners. The Global Vice President of Sales will be a key contributor to the Company’s aggressive revenue growth objectives, market penetration initiatives, and business model evolution and will report to the CEO as an integral member of Preligens’ board of directors. Frequent travels will be required.
Main areas of accountability / Périmètre de responsabilités
■ Develop the business strategy
■ Assess and prioritize market opportunities
■ Develop and manage the sales budget
■ Support overall Company goals
Main activities / Activités principales
■ Develop and expand the sales team to deliver revenue growth in support of the Company’s strategy and market opportunity.
■ Develop sales programs to generate new business, expand our position with existing customers, leverage and support our partners as well as new territories (Preligens Europe, US, Asia), increase professional services and drive planned year over year growth.
■ Provide sales leadership to the sales team (sales and pre-sales staff) throughout the entire sales process and through direct customer/prospect engagement.
■ Optimize and adapt the sales model, process and tools to stay ahead of market dynamics: lead handling and qualification, territory and account planning, sales messaging, solution differentiation, value creation, and building/improving sales skills and behaviors.
■ Work with marketing to ensure there is a well conceived, current, integrated and measurable GTM plan in place at all times, which delivers the required awareness, leads, content and programs to support sales targets and plans.
■ Participate in developing sales incentive plans and rewards to drive sales effectiveness and increase sales productivity across the world.
Influence on results / Dimensions caractéristiques
■ A minimum of 10 years of software sales experience, in the software market, verifiable success with a variety of sales models, building and developing high performance sales teams, building, managing and driving software sales operations/systems and teams in a B-to-Gov environment.
■ A metrics focus including experience driving measurable improvement in lead conversion rates, revenue per sale, cross-selling, up-selling, maintenance renewals and customer retention.
■ The ability to effectively interact with several constituents, including customers, ecosystem partners (e.g. technology providers, consultants), strategic partners, as well as internal groups (e.g. Product, R&D, Sales, Marketing, Delivery...).
■ The ability to Manage local and remote teams in a demanding and agile environment.
■ Adept at gathering information from potential customers, partners and the marketplace at large in order to effectively determine market requirements and assess competitive environments.
■ Knowledge of corporate IT environments and their associated product-related decision-making processes plus IT infrastructures and web/mobile technologies.
■ Strong process orientation and the ability to apply process to achieve leverage with limited resources.
■ Success in working within a mid-size company in a hyper-growth context.
■ Strong verbal and written communications skills in English and the capability to deal with senior executives.
■ Previous experience / interest / knowledge of working on AI solutions.
■ A second language would be a plus (French, German, Chinese…)