Vp of Sales
il y a 23 heures
The VP of Sales - EMEA will be responsible for managing, structuring, and negotiating complex, high-value custom deals with key clients in the Utility and Telco markets. The objective of this position is to manage a large part of the EMEA sales area, working out a sales strategy and market plan for the different regions and markets in close collaboration with the SVP. The VP of sales will have a sales target to achieve across the area, and will manage a team of Sales Managers that will support him/her to achieve these overall sales targets. The position will be largely focused on targeting the top European telcos and utilities, and further manage and grow our qualified pipeline to close deals in line with targets. This role is highly visible across the organization and has cross functional interaction with all business units, including Marketing, Product Management, Operations, Customer Success and Finance. In addition, the VP of Sales has an important broader function, ensuring the strategic development of the organization, and leadership for its employees, as well as representing the company at important industry events, like presentations or at a booth.
**Supervisory Responsibilities**
- Will supervise and direct a team of Sales Managers
- Will manage a team target across a significant geographical area and multiple target markets
- Will act as a sales and organisational mentor to colleagues and team members
- Will oversee the sales workflow and propose improvements where necessary
- Will manage the overall sales pipeline velocity towards reaching sales targets
**Duties/Responsibilities**
- Lead, Manage and support the team to achieve organizational objectives and revenue targets
- Work out a strategy plan with constant in-depth market knowledge in order to determine correct priorities and key trends in the different targeted industries
- Work closely with the Global Partnerships Manager and Marketing Manager to develop a network of partners and prospects through LinkedIn, industry events and other networking opportunities.
- Build a confident pipeline of opportunities in the target market utilizing best practice methods.
- Manage and close own deals focused on software licenses and M&S, with vision for a multi-year relationship.
- Create and execute account plans and strategies to close new business and ensure customer engagement
- Present comprehensive business solutions, including customer returns on investment and negotiate terms at senior levels of the customer’s organization with a “win-win” mindset
- Take ownership of constantly improving sales revenue forecasts that provide company executives with more accurate financial data
- Prepare RFP responses and strategy.
- Perform other related duties, as assigned.
**Required Skills/Abilities**
- Minimum of 10 years of experience closing enterprise Software, SaaS, or PaaS deals.
- Proven Sales experience in a high-paced technology industry with complex and long sales-cycles and a focus on Value selling
- Proven ability to manage and motivate a team of Sales Managers
- Proven experience in working in a multi-cultural setting that requires adaptability and emotional intelligence
- Strong interpersonal and relationship building skills
- Excellent complex and strategic selling / communication skills are essential, since the primary target is large enterprise-size companies often dealing with C-level executives
- Thorough understanding of Enterprise Solutions Sales.
- Strong understanding of telecoM/Fiber/utility networks.
- Can demonstrate ability to manage multiple / complex, global deals.
- Polished, executive presence; represents organization as confident, professional.
- Presents effectively in person, verbally and in writing.
- Strong analytical and problem-solving skills.
- Ability to prioritize tasks and to delegate them when appropriate.
- Ability to function well in a high-paced, fast growth environment.
**Education and Experience**
- Master degree in Business Management or related field.
- Minimum of 10 years of experience closing enterprise Software, SaaS, or PaaS deals.
It would be preferred that this role is based at our offices in Ghent, Belgium. However, we would be open to considering suitable applicants based in Germany or the UK.
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