The Regional Vice President (RVP) is responsible for recruiting, coaching, and managing a team of sales executives that consistently deliver their booking goals. In support of these responsibilities the RVP will ensure that sales pipelines are sufficient to meet or exceed sales objectives, all sales opportunities are thoroughly qualified, sales process and methodologies are adhered to, as well as oversee or participate in the negotiation of contracts and assist in closing deals.
The RVP will develop executive relationships with key customer decision-makers and influencers, coordinate appropriate internal and external groups to generate and close business opportunities and assist account executives in negotiations on contract terms and conditions to complete all business transactions.
Consistently meet or exceed booking and revenue goals.
Recruit, manage, and coach sales executives.
Develop and mentor sales executives to enhance their skills but takes decisive corrective action, when needed, if performance isn’t consistent with company standards.
Ensures positive and thorough account communication between their team and other corporate resources such as Sales Engineering, Account Management, Business Development, Product Management, Professional Services, Marketing, Engineering and Executives.
Accurately forecasts business and actively monitors the sales pipeline to ensure adequate sales volume.
Develops strategies and processes to ensure continuous prospecting activities and pipeline development sufficient to support achievement of sales revenue goals.
Leads the sales team through focused planning and communication through the successful execution of the sales cycle.
Proactively follows business trends and developments with a strategic, long-term view to anticipate future sources and business opportunities.
Enforces disciplined adherence to established sales process and methodologies and maintains a consistent cadence of sales activity.
Conducts quarterly business reviews for all sales executives
Conducts and prepares regular analysis of regional key performance indicators for executive team.
Ensure company vision and goals are shared and executed against for the region
5 to 10 years first or second-line sales management experience in video technology and/or enterprise business applications software (analytics, CRM, CMS, DAM).
Eight to ten years of enterprise-scale sales experience.
BA/BS degree required; advanced degree a plus but not required.
Proven track record of consistently meeting and/or exceeding sales performance metrics; i.e., quotas, pipeline, forecast accuracy, etc. both as an individual contributor and as a manager.
Demonstrated proficiency in managing complex sales cycles typically defined as six months or longer with multiple stakeholders, decision-makers and influencers at multiple levels.
Track record of success by consistently exceeding performance metrics.
Experience (basic or advanced) with Salesforce.com, and virtual meeting and presentation tools like WebEx, LiveMeeting, etc.
Disciplined use of a formalized sales methodology; e.g., The Complex Sale (R.A.D.A.R.), or similar complex-selling methodologies, for opportunity planning and management.
Demonstrate effective oral and written communication skills especially in the ability to present concepts and articulate business value.
Display effective interpersonal skills sufficient to build positive, productive, and effective professional working relationships.
Display a sense of creativity and innovation, with integrity and respect for others.
Ooyala - 2 years ago