Job Description:
This position is responsible for procuring, building, implementing, and maintaining the technology required to support the commercial organization, including: identifying cross functional sales capability needs, architecting technology solutions, create integrated sales technology road maps, and working closely with the external vendors and internal engineering teams to drive a holistic buying journey experience.
ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:
- Provides expert level knowledge on the Sales Technology stack and supported features and constraints.
- Understands sales pain points, our 5-year strategy, and current sales technology stack to define a clear and compelling strategic plan, value proposition, and then drive sales tooling to address them and support the global team.
- Owns the definition, documentation and deployment of the systems architecture, assessment of systems, and the development of a strategic technology roadmap for the revenue operations organization ensuring that it is in alignment with the overall IT enterprise roadmap.
- Utilizes deep understanding of business needs to drive process and productivity improvements, reduce time to market, improve operational efficiencies, and improve the seller’s experience by optimizing our sales technology stack.
- Provides senior level “consulting services” to internal business groups on process improvement projects designed to improve their business results.
- Works cross functionally with the revenue operations data team to define and implement continuous improvements our application stack
- Ensures that all applications in the sales technology stack are up to date and optimized
- Owns the annual technology planning and prioritization roadmap against short- and long-term business requirements.
- Manages multiple stakeholders, deadlines, projects, budget requirements to execute the annual technology plan.
- Leads the design and testing of new or enhanced applications that align to the overall technology strategy.
- Leads the overall strategic approach, administration and management of integrations, field mapping and optimizations of functionalities across sales, marketing and IT.
- Ensures the sales technology vision and roadmap are aligned across the enterprise by working closely with the marketing, finance, and IT teams.
- Leverage sales performance data to provide infrastructure and technology investment counsel to senior sales leaders.
- Work with the IT engineering team to uncover new technical capabilities and use cases as well as ensuring the data and data architecture is designed to support the business.
- Maintains the technology inventory and regularly identify stakeholder business requirements to optimize the adoption, usage, and value of tools and systems.
- Oversees the change management and adoption, including implementation of new sales technology rollouts.
- May lead projects and performs other duties as assigned.
- Occasional business travel may be required
SUPERVISORY RESPONSIBILITIES:
KNOWLEDGE, SKILLS AND ABILITIES:
- In depth understanding of the Software Development Process required to deliver reliable software as a service applications (SaaS) to support the strategic vision and can articulate the value of utilizing the right platforms to tackle sales technology use cases.
- Results-driven with a high sense of urgency and accountability: ability to meet business objectives, deliverables and timely completion of initiatives with a cross-functional team.
- Ability to lead the launch of technology tooling within sales departments.
- Proven background managing a multi-million dollar annual technology budget and working with procurement and finance teams to negotiate multi-year contracts with vendors.
- Strong capability of reviewing, configuring and managing sales technology applications including Salesforce.com, Salesloft, ZoomInfo, Dun & Bradstreet, Xactly, LinkedIn, and other core sales technologies.
- Strong capability in using JIRA, Smart Sheet, ServiceNow, etc. and the ability to create project plans and execute against them.
- Ability to bring forward sales experience and insights to make sure the operations team has the necessary information to make decisions based on performance and goals.
- Creative problem solver who listens hard, is highly observant, communicative and can organize people and ideas to get things done.
- Ability to partner with cross functional teams (marketing, IT, design, product management, research, etc).
- Specific, or Similar experience in the following platforms; Salesforce CRM (required), Xactly,
- Salesloft or Outreach, Ring Lead, ZoomInfo, Traction Complete, PowerBI, and other sales technologies that support the end to end sales process.
EDUCATION AND TRAINING:
- Bachelor's Degree required or equivalent work experience
- Eight (8) plus years of related work experience.
- Three (3) plus years of experience in B2B sales technology required.
- Demonstrated experience with B2B sales technologies, strategic planning and implementation of those technologies and overall adoption and process optimization of the stack.
- Three (3) plus years leadership responsibility.
- Sales experience is a plus
- Or equivalent combination of education and/or experience
Other Qualifications
The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.
• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.
COMMENTS:
The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.
