Job Description

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AVP Sales, Public Sector UKI page is loaded AVP Sales, Public Sector UKI Apply locations United Kingdom - London time type Full time posted on Posted 2 Days Ago job requisition id JR176081

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Job Category Sales Job Details

The Area Vice President will lead the Public Sector Ireland, Devolved, Regions, Local Government and Public transport teams and will be accountable for creating an organisation recognised for its strong Salesforce culture, commitment to Salesforce values, and an ability to maintain the region's 50%+ year-on-year growth targets.

This leader will truly embody, live and build the organisation around the Salesforce values:
Trust
Customer Success
Innovation
Equality
Sustainability

This role will bring together 3 teams at different stage of their development cycle, running deal reviews, partner strategy and aligning with commercial and public sector teams (healthcare, travel and transport, built environment, Irish commercial teams), and requires a passionate, connected, motivated high performing sales leader and coach with a real passion for changing the way that Government delivers services.

Key outcomes for the new leader

• Drive 100% YOY growth of the business, and create the structure and direction for future year's hypergrowth.
• Build an organisation recognised for its ability to embody the Salesforce culture and values + achieve results (growth).
• Create a vision and structure for engagement with regional, local government and public transport that transforms the direction of Salesforce, our key stakeholders, and partner community.
• Ensure the framework is in place in the sales organisation to support and drive both acquisition of net new customers, and continued high retention of Salesforce customers.
• Deliver Value propositions, GTM strategy, partner strategy and high levels of customer engagement across all 3 sectors.

Core Responsibilities

• Position the business to grow successfully beyond its current $10.2m all in target, increasing the revenue of the business significantly year on year. Operating in a high-growth environment, this will likely be achieved by:
  • Defining a compelling business vision and setting priorities aligned to GPS V2MOM.
  • Driving a culture of strong execution orientation developing new enterprise accounts, expanding existing ones and ensuring high retention rates on existing accounts.
• Managing the BDR, ECS, strategic business development, SE, and co-prime specialist sales teams to help drive and close strategic/complex deals in the respective industry verticals.
• Create a partner strategy to manage strategic SIs, local SMEs, ISV, OSPs, and fulfilment reseller partners for all verticals.
• Run a coherent Demand Generation strategy that sees all teams develop required in year pipe gen (circa $60m) whilst driving pipe progression for existing pipe stock.
• Building a team focused on diversity, equality and inclusion
• Utilising C-suite level resources, aligned with regional executives, account executives and internal leadership teams to build strong C-level sponsorship to key accounts and strategic opportunities
• Engaging functionally across the wider public Sector teams and stakeholders to build trust and alignment.
• Continue growing and managing a team of high performers, developing internal and external talent, and a succession plan for the management team, as well as ensuring there are sufficient resources in place to support business growth objectives.

The Candidate:

• A leader with a proven track record in building a complex, matrixed sales organisation recognised for its culture, as well as it's results.
• Process and industry know-how built-up through relevant experience - showing how you have developed industry leading experience
• Experience of Public Sector landscape, buying processes, frameworks, and challenges would be a real advantage
• Day-to-day, driving and managing a sales business with a strong cadence of deal closure on a monthly and quarterly basis; track record of consistent over-achievement of quota and revenue goals.
• Strategic sales experience and revenue achievement selling multiple enterprise software offerings, while building satisfied, loyal and referenceable customers.
• Lead, motivate and inspire Sales leaders, account teams, and influence peers.
• Ability to sell to C-suite and possessing high-level executive presence.
• Consultative sales skills and ability to construct and articulate strong business case and ROI, strategic account planning and execution skills.
• Excellent operational/analytical skills - reporting, forecasting, data analysis skills; operations management experience.
• C-level engagement and negotiation, account strategy, domain expertise, executive selling, large deal management and team leadership

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