Note
As of 12/17/09 Our client is placing a temporary moratorium on accepting new resumes for this position.
Description
Our client is looking for an experienced sales executive who will be responsible for successfully leading and scaling their North American Sales organization. In this role, the candidate will be responsible for all direct and indirect sales for North America including: field sales, inside sales, channel sales and account management. You will be responsible for setting goals, objectives, budgets and sales targets for each of the areas of responsibility, as well as, assigning territories and quotas.
The ideal candidate for this position will bring a proven track record of building and managing a US/North American “blended model” sales organization; meeting and exceeding sales goals; and have experience in start-up and larger company enterprise software and/or SaaS related companies.
Requirements
- Hire, lead, manage, motivate, train and coach the team on the achievement of sales goals.
- Supervise creation, implementation and individual reps’ ownership of their sales pipeline to manage customer lead intake, outbound activity, prioritization and metrics for measurement of deal status.
- Ensure that team hits or exceeds sales goals each quarter consistently.
- Oversee and supervise the team responsible for the successful implementation of our Client’s Partner Program that drives broad adoption of their platform by solution providers and technology partners.
- Oversee the primary activities of the team responsible for strategic account renewals and customer up-sell opportunities.
- Continuously develop an extensive set of relationships at C-level, VP and Director-levels across companies and across industry categories.
- Continuously grow revenue via increased reach and penetration across numerous content owner accounts as well as sales of new and incremental services.
- Work closely with business affairs and marketing to structure and negotiate optimal deal terms.
- Work closely with the corporate customer support team to share learning across key customer accounts.
- Participate in the development and vetting of new product development opportunities.
- Prepare deal overviews and contract summaries for key stakeholders.
- Travel when necessary to meet potential customers – must be willing to be on the road often.
- Responsible for developing and managing relationships with key customers within a variety of industry verticals.
- Lead, direct and participate in all forms of evangelism.
- Ensure that knowledge sharing is pervasive, well documented and routinely practiced among all team members.
- Select, develop and encourage team members in the delivery of various forms of training.
Knowledge and Experience
- Minimum of 10-15 years of “blended” sales and sales management experience in a software company with experience selling enterprise software & consulting services; ideally combining large, blue-chip company as well as start-up experience.
- Proven sales executive who’s built and managed revenue streams from start-up to $100m a plus.
- Demonstrated experience building, motivating, managing and scaling an inside and outside sales organization in both direct and indirect channels in an organization that has experienced high growth.
- Experience in building a direct sales organization and partner channel that sells into F1000 accounts.
- Strong sales methodology discipline; ability to create repeatable, sustainable models; has built structure and process to support growth.
- Proven ability to build, maintain and accurately forecast a sales pipeline.
- Ability to understand and use business metrics to track and manage the business and team.
- Ability to drive/take ownership of the annual Sales budgeting process and successfully deliver against it.
- Strong negotiation experience associated with significant direct to customer type transactions; candidate must be hands-on with superb individual selling skills and active in driving the larger deals.
- Significant experience and success in closing direct and partner led five and six figure deals.
- Industry experience selling Enterprise Software and Services or SaaS on-demand software.
- Demonstrated ability to build, motivate and deploy a direct and indirect sales organization that has experienced high growth; candidate must be a strong recruiter; mentor/coach and evaluator of talent.
- Ability to coordinate all aspects of a sales organization internally within the thefirm e.g., engineering, legal, financial, operational, sales, marketing, PR etc.
- Extensive sales skills training (Bosworth, Spin Selling, Sandler etc.) and experience rolling out sales training to a sales organization.
- Hands-on approach toward tackling tactical as well as strategic work.
- Proven ability to operate effectively in a fast-paced, entrepreneurial startup environment.
- Ability to travel up to 60% + of time.
- Prior executive management team member in successful exit such as IPO, acquisition a plus.
- Experience working with production companies, interactive agencies, independent producers, and media industry companies a plus.
- Prior international experience strongly preferred; experience leading worldwide sales a plus.
- Experience managing the integration of sales teams post-acquisition is a plus.
Location
This position is based in Cambridge, Massachusetts.
Why work with our client?
They offer an online video platform that is used by media companies, businesses and organizations worldwide to publish and distribute video on the Web. Their culture values individual empowerment, excellence and collaboration. You will have the chance to reshape how media is published and consumed while you develop your skills, grow your career, and have fun.
Apply Online
To apply for this position, please email info@glenborn.com