The Area Vice President (AVP), Sales, will be primarily responsible for leading the strategy, go-to-market execution and management of our Emerging & SMB sales team to meet and / or exceed the company’s monthly, quarterly and annual sales objectives.
This role will be responsible for hiring, training, developing and managing successful sales managers and reps that are focused on acquiring new clients.
The ideal candidate has a deep understanding of the software industry, has a proven track record of building and leading teams and uses creative approaches to drive the Sage Intacct brand.
Key ResponsibilitiesResponsibilities :
Establishes department measurements to accurately and consistently forecast monthly, quarterly, and annual revenue numbers
Conduct weekly forecast meetings to ensure business is tracking on a monthly cadence
Report sales activity and forecast to senior sales management to provide timely insight on trends and issues
Ongoing mentoring and development of sales team which includes recruiting, hiring and training new sales managers and reps on the Intacct sales process
Ensures sales managers and teams are developing and executing against territory development plans to drive consistent pipeline generation
Provide sales leadership by participating and leading in prospect meetings or engaging other corporate resources as required
Identify and make recommendations for improvement in the areas of Process, Efficiency, Productivity
Learn and maintain in-depth knowledge of Sage Intacct products and technologies, competitors, industry trends
Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions
Establishes and maintains processes that generate strong customer satisfaction.
Develops and maintains strong partnerships across the Sage Intacct Ecosystem
Shares input with other departments in preparing sales materials and technical publications.
Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team
Up to 25%+ travel
10+ years of sales experience with at least 5+ years of overall experience in SaaS sales management (at least 3 years 2nd level management), preferably in enterprise applications / ERP with SMB (preferred) or Mid-Market accounts.
BS / BA in Business, Marketing or a computer-related field or equivalent
Demonstrated ability working in a high velocity sales model
Demonstrated consistent proven track record of over achievement of quota expectations
Demonstrated ability to develop and maintain effective business, sales, and marketing plans
Demonstrated ability to accurately forecast revenue monthly, quarterly, and annually
Demonstrated ability to successfully negotiate complex sales cycles and contracts
Demonstrated ability to successfully resolve situations that are broadly defined, complex, diverse, and occasionally unprecedented
Demonstrated ability to read, analyze, and interpret complex contracts, proposals, and other sales related documents
Demonstrated implementation and management of modern consultative sales methodologies, preferably including Selling Through Curiosity
Successful experience creating and presenting sales programs to a diverse audience.
Must be able to thrive in a very fast paced environment
Ability to speak about basic finance and accounting concepts and processes; experience and success selling to finance and the CFO
High business acumen is a must
Excellent leadership, interpersonal & communication skills