VP of Sales & Marketing
Remote, United Kingdom | QAD Inc.
Industry:Computer Software / Computer Games
Job Description:88 people have viewed this job
The VP of Sales & Marketing will provide leadership and coordination of company sales and marketing functions for the North American region.Primary responsibilities will be to develop and implement sales & marketing strategic plan to meet and exceed cloud and services revenue goals for direct and indirect sales as defined for team and individual targets.In line with QAD DynaSys’ strategy, the role will also manage and coach the sales & marketing teams to achieve and continually exceed its targets, increase the average deal size by targeting the best accounts and selling “value” to them, increase the average transformation (win) rate, and effectively use internal resources. The VP will collaborate with peers and management from sales & marketing and other functional areas and will actively intervene as required during the sales cycle process and/or in the customer relationship or during marketing activities.
Duties and Responsibilities:
Responsible for QAD DynaSys’ direct and indirect sales in NAMER as well as the achievement of individual & team objectives (set each year by the management), whether qualitative and/or quantitative. Take personal ownership of some deals as required and/or follow up (strategic accounts, long time customers, customers of a specific domain). Participate in the sales & legal negotiations. Secure and facilitate the administrative and invoice process when needed.
Manage and coordinate the sales & marketing team composed of Sale Executives, Business Developers (Presales), Alliance Manager and Field Marketing (incl. BDRs). Will serve as the interface between the sales & marketing team and management.
Responsible for the follow-up of all DynaSys’ procedures by the Sales & Marketing teams. These include sales procedures as well as defined rules concerning the Sales and the revenue recognition.
Responsible for the regular & effective update of the global sales & marketing information within the CRM tool. Ensure compliance of applicable rules & procedures.
Lead the development & animation of the NAMER distributors’ network (indirect sales) as well as the Alliances (Consulting companies).
Oversee the development of the sales funnel (BDR, event, campaigns, advertising, etc) to guaranty a constant funnel enabling the achievement of the sales objectives of the next 4 quarters.
Implement and follow up on the overall actions required for the achievement of the Sales objectives in accordance to the sales policy and the sales & marketing budget.
Ensure that QAD DynaSys customers are satisfied with the company’s products and services. Ensure that regular contact is maintained with customers.
Oversee the overall Sales activity in association with the corp. marketing department in order to establish the operational marketing plans and the required tools for the sales activity.
Work in close relationship with the various company departments and share the information collected on the field regarding the market & the competition. Participate to the development of the sales solution in terms of products and services.
Participate in defining the objectives of the sales & marketing people as well as the sales & marketing conditions.
Develop effective business and commercial contacts within targeted industries. Monitor competitors positioning, Services and promotional activities.
Liaise with Services Managers as appropriate regarding the feasibility of technical elements of proposals to ensure effective and profitable installations.
Proactively work with the internal Finance / Legal dept. to resolve any commercial disputes with customers.
Attend trade shows or conventions as required.
Any other duties as may be reasonably required within the role.
Knowledge and Skills Required:
Education / Training / Work Experience:
Bachelors or Master Degree in Business, Marketing or other related degree. Minimum of 15 years Sales, Marketing & PreSales experience in enterprise software selling with at least 5 years as team leader / manager.Demonstrated history of negotiation experience in concluding large cloud deals with global accounts and of ability to positively influence strategies and business directions in customers and prospects.Have a proven aptitude in dealing with employees, customers and partners from a multi cultural perspective, from top level executives to ‘shop floor’ employees.Be able to demonstrate a background in forecasting sales
revenue and achieving it consistently. Previous experience of selling APS is preferred.Selling enterprise software is required.
Special Knowledge & Skills:
Must understand the software selling process and be able to gain access and have impact with senior level executives. Understand DynaSys’ products and its competitive differentiation as it relates to the needs of the Supply Chain Industry.Ideally understand the APS industry incl. supply chain, operations, business issues, typical organization and culture.Have the breadth and versatility to function both at the strategic and tactical level.Highly creative and forward thinking and at the same time very organized in terms of setting priorities and time management.Ability to work effectively cross functionally and with partners.
Excellent written and oral communication, presentation and interpersonal skills.
Demonstrated and effective skills in the following:
Team and time management
Communication (written and verbal) & presentation – customer relationship
Interpersonal – business acumen – building trust
Planning & organization
Influence – negotiation
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