Innovative Solutions is seeking an experienced Sales Leader to manage a high performing sales team, drive revenue growth, and generate leads through strategic in market activities. The ideal candidate is based on the East Coast of the United States and has a proven track record of successfully managing sales teams in a professional services technology firm. This position reports to the CEO and will engage with executives across the company as well as the Board of Directors on a regular basis. The ideal candidate has prior sales leadership experience in a PE-backed company.
Responsible for:
Sales Management and Leadership:
· Develop, implement, and execute effective sales strategies to increase bookings, revenue, and market share in the North American SMB and startup customer segments.
· Act as a strategic partner to AWS and IBM sales and executive teams to drive predictable, repeatable, and scalable processes and results.
· Manage and report on sales performance metrics, such as bookings and revenue targets, lead conversion rate, quota attainment, average contract value, and sales velocity.
· Conduct regular (daily) one-on-one meetings with sales team members to review pipeline, address challenges, and provide guidance and support with the goal of 100% quota attainment across the sales team.
· Ensure the sales team maintains a strong presence in their respective markets by traveling and engaging with customers and prospects on a weekly basis.
· Foster a positive and collaborative team culture, promoting open communication, knowledge sharing, and teamwork.
· Recruit, train, develop, and mentor new sales team members, ensuring the skills and knowledge necessary to succeed in role.
· Enhance the overall relationship with AWS by collaborating with AWS sales representatives to co-sell solutions and drive adoption of AWS services, AWS compute, IBM software on AWS, and managed services.
Sales Operations and Enablement
· In collaboration with the CEO, architect efficient sales planning, operations, reporting, and bookings and revenue forecasting processes, systems, and tools.
· Participate in quota development, sales capacity planning, and compensation plan development.
· Oversee sales pipeline management, deal progression, negotiations, and develop team productivity KPIs.
· Analyze sales performance metrics and provide regular reports to the Innovative leadership team and Board of Directors, identifying areas for improvement and implementing corrective actions as needed.
· Collaborate with the Innovative lead generation team to develop and implement demand generation programs, list call downs, and co-sell motions between the AWS and Innovative sellers.
· Ensure that the sales team has the necessary tools, resources, and support to effectively position and sell solutions to customers.
· Continuously evaluate and optimize sales processes, tools, and technologies to improve efficiency and effectiveness of the entire sales team.
· Monthly review of commissions for accuracy on earned commissions payouts owed to Sales team members.
Cross-Functional Collaboration and Alignment
· Collaborate with other departments, such as marketing, product management, and technical account management to ensure alignment and achieve common goals.
· Work closely with the finance and delivery teams to develop and manage the bookings and revenue budget and forecasts and ensure proper resource allocation.
What experience you need
· Bachelor's degree in business, marketing, or a related field; MBA preferred.
· Minimum of 10 years of sales experience, with at least 5 years in a sales leadership role in the technology industry with professional and managed services models.
· Proven track record of meeting and exceeding sales targets and driving revenue growth and hands-on experience with all aspects of sales and sales management.
· Strong understanding of channel sales motions with preference towards the AWS ecosystem and experience selling cloud services.
· Excellent leadership skills, with the ability to motivate and inspire a team.
· Exceptional communication and interpersonal skills with the ability to build and maintain strong relationships with customers, partners, and internal stakeholders.
· Expertise in Salesforce CRM and other sales-related tools and technologies.
Travel Requirements
· Position requires you to be in an AWS market or at one of Innovative’s offices every week.
Salary Range
· $200K Base plus $100K upside (via a quarterly bonus).
This position is slated to start in August of 2024
