The Vice President of Large Firm Customers will identify and execute on the overall strategy for driving revenue growth and expanding market share in the large accounting firm space across North America. The primary responsibility will be to lead and manage a high-performing sales team to ensure they achieve and exceed sales targets, while driving high levels of employee engagement.
This is a hybrid role requiring two days per week in office and three days per week working from home if you live within commuting distance to one of our offices preferably in Coppell, TX or Kennesaw, GA. Remote consideration for other locations.
Essential Duties and Responsibilities:
Develop and implement a comprehensive sales strategy and plan specifically tailored to large accounting firms – includes identification of key target account and market segments within the accounting industry and formulation of effective sales tactics to penetrate these markets
Deliver annual quota/renewal targets for each business segment
Collaborate with the executive team to align sales goals with overall company objectives
Recruit, train, mentor and motivate a team of sales professionals, fostering a high-performance culture and ensuring their success
Set clear sales targets, quotas and performance objectives for the team, monitoring their progress and providing regular feedback
Conduct Quarterly Business Reviews for both internal and external audiences with the objective of developing and expanding relationships with large firm customers
Conduct performance evaluations, identify areas for improvement and provide coaching and professional development opportunities.
Execute on all financial expectations for the business, including new business and retention objectives for all segments of TAA North America including Professional Software and Research (Professional Software includes all software products within the United States and Canada)
Build and maintain strong relationships with senior level decision-makers and influencers within large accounting firms
Understand and relay client needs, challenges and industry trends to segment-specific General Managers and Product Leaders to tailor product and service offerings and provide effective solutions
Collaborate with Marketing to develop and execute on a targeted, account-based campaign strategy to generate leads and drive sales
Develop and execute Executive Sponsor Program for Large Firm customers across North America
Job Qualifications:
Education:
Bachelor’s degree or equivalent work experience required. Master's degree preferred
Experience:
Requires 10 years of sales leadership experience. 5 years senior leadership of large accounting firms and/or customers preferred
Consistent track record of meeting and exceeding target objectives in a senior sales leadership role
Excellent leadership and people management skills with a demonstrated ability to build, motivate and lead high-performing sales teams.
Success in building long-term relationships and agreements with large accounts.
Track record of developing sellers and leaders in a complex/matrix selling environment
Strategic mindset and a results-oriented approach, with the ability to develop and execute effective sales strategies and plans
Analytical and data-driven, with the ability to leverage market insights and sales metrics to make informed decisions.
Ability to work with and observe team member behaviors, while providing relevant feedback and coaching to enhance overall sales team performance
Experience with progressive sales automation systems and ability to improve sales productivity based on the use of sales automation
Exceptional communication and interpersonal skills, with the ability to establish rapport and credibility with key clients and stakeholders.
Self-starter that takes initiative; seeks out and has ability to drive change through persuasion and leadership
Good analytical and problem-solving skills
Creative and innovative
Strong coaching and mentoring skills
Ability to be agile and adapt to a changing environment
Travel: 30% travel required – to key customers and office locations in North America
#LI-Remote
Compensation:
Target salary range CA, CT, CO, HI, NY, WA: $203,900 - $262,150
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