The Vice President of Commercial Sales provides leadership, direction, and resource stewardship to the company’s sales function. As a sales leader, the Vice President, Sales is accountable for overall sales performance for the organization, the profitable achievement of organizational sales goals, and for aligning sales objectives with the firm’s business strategy. The VP of Sales reports directly to the CEO of the company.
Ten years of experience in sales leadership at an executive level, with at least five years of experience selling to large enterprise customers Two years of experience in the cybersecurity industry Management experience of teams with at least 20 people Track record of growing revenue profitably at annual levels above $25M BS/BA required; MBA preferred
Expert in sales methodology and execution: pipeline building, prospect conversion, playbook execution, account planning, sales forecasting Ability to challenge, motivate and retain experienced salespeople while recruiting, training, and mentoring junior salespeople. Capable of evaluating and ranking salespeople, rewarding high performers and addressing low performers. Possess in-depth knowledge of cybersecurity industry trends, end-user challenges and competitive landscape Work with executive team to articulate the value proposition and sales messages that reflect the company’s USP and resonate with prospects and customers Lead marketing department to conceive and execute marketing campaigns that augment the sales effort, produce leads, and deliver ROI Define target accounts that match company strategy and develop contact and nurturing strategies Execute metrics and KPIs including gross retention, net retention, and new business Balance the need to retain and grow existing customers while simultaneously winning new customers Ability to plan, execute and deliver to a sales forecast by month, quarter and year Develop strong personal relationships with C-level decision makers and influencers within major customer accounts Commit to building a deep knowledge of company’s cybersecurity products and develop a training program to build product knowledge across entire sales team Build and adapt sales compensation programs that reward salespeople and are aligned with company success Deliver sales goals while minimizing costs of sales; accomplish sales objectives with the most efficient use of company resources Develop pricing and discount strategy that maximizes company gross margin while providing compelling offers for customers and prospects Devise strategies for enhancing sales function with outside partners including channels and service providers Clarify and document complementary roles of inside sales, systems engineers and field sales Ability to use Salesforce at an executive level: run reports, manage dashboards and enforce compliance with sales team Leads sales organization change initiatives by continuously assessing the need for organizational change, championing change initiatives, and removing obstacles impeding constructive organizational change. Exhibits qualities expected of senior executives: Outstanding communication skills Ability to add value as a member of the senior executive team Skill in exerting influence cross-functionally Professionalism Accountability Ethical behavior