| Systems OnTime 2004-08-26, 3:59 pm |
| Our client is s ing experienced Vice-President of Sales to work in
a dynamic,
fast paced environment. Successful candidates will have strong business
development skills, networking skills, and excellent communications
and
presentation skills.
The Vice-President of Sales will be responsible for all of the company's
business
development initiatives. With a pre-defined sales target, the Vice-President
of
Sales will be responsible for leading the team in targeting new prospective
companies, and working with those team members to position, communicate,
and sell services in a "solution sales" capacity. Joining in on sales
cycles with
the sales executives in a "team-sell" approach is also required.
Preferred sales model is to gather an in depth understanding of a client's
business/technology issues, and to position our service offerings in
such a
manner to offer solutions to those issues. A strong business and technology
focus is imperative to success, as is a rich, elaborate contact base
to draw from.
The Vice-President of Sales will report directly to the Managing Partner.
Travel within the GTA and elsewhere is a requirement as the Vice-President
of Sales will work with numerous prospects in multiple locations.
Responsibilities include:
-Managing a small but growing team of Sales Executives, including:
-Quota management
-Motivation
-Mentorship
-Sales force planning
-Assistance in sales cycles
-Account strategizing and planning
-Establish new accounts, focusing primarily on elite Canadian and U.S.
companies
-Conceptualize technology solutions to solve a prospect's business
issue
-Work with sales executives to prospect, identify, qualify and develop
a
sales pipeline
·Close business to exceed quarterly and annual revenue objectives
·Enhance business relationships to leverage additional opportunities
by
managing accounts, learning their business, and partnering with clients
in long term professional relationships
-Work closely with the delivery team and project managers to reach
revenue and customer satisfaction
-Provide timely and accurate management reports as requested
Required Skills and Experience
-10 years of experience in selling TECHNOLOGY SERVICES (not
products, hardware, licenses, etc.) to non-captive markets. This
is
an essential requirement
-5 years of experience in managing sales forces
-A demonstrable understanding of technology including software
development, data warehousing, and business intelligence
-A technical background - someone who has experience at working on
projects, and leading sales cycles from a technology mindset
-A "been-there-done-that" attitude based on good, solid sales experience
-A highly professional but partnering-oriented sales approach
-A deep network of contacts who can be used to quickly build a strong
pipeline
-A solid track record of selling 500k plus solutions (ideally $1m plus
solutions)
-Able to deal with large, potentially multi-national organizations
-Experience in effectively handling complex, long term sales cycles
-Able to work in a fast-paced environment with minimal support
-Able to handle all aspects of the sales cycle, from cold-calling to
account
qualification, to multi-level meetings, to proposal writing, to closing
business
-A demonstrable history of consistent goal achievement
-Energetic, upbeat, tenacious team player with excellent verbal and
written
communication skills, including the ability to speak in public
-Experience successfully selling to both technical user base and
C-level prospects
-Experience in responding to RFP/RFI's
-Currently living within a one hour commute of downtown Toronto
Compensation
Total compensation will be commensurate with experience and position,
and will include a base salary plus commission override. A car allowance,
full-benefits, a cell phone allowance, and expense account, and three
ws vacation are also offered.
Key Challenges for the Person
Key challenges for this role include:
-Managing a growing sales force with a current lack of infrastructure
-Working with the sales team to build a solid pipeline in a short amount
of time
-Trying to leverage into companies and industries where we have little
to no presence
-Working in an environment which has competing interests, aggressive
expectations, and high visibility
-Working with sales executives on prospecting, with a lack of internal
sales
people, lists of contacts, or marketing collateral
-Selling services which can be adapted in a wide variety of ways, and
can
solve a wide number of problems, leading to a lack of defined, single
message
of what we are selling
-A notorious lack of patience for stereotypical sales people, in the
companies
we target. We find that technology oriented people who can get to
the heart
of a business problem quickly drive the best relationships with our
clients
-Trying to shorten very long sales cycles
-Working with complex sales cycles, multiple decision makers, and big
budget decisions
Please send resumes jobs@systemsontime.com
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