Vice President, Sales

For more than 40 years, Calian has been solving the world’s most complex problems by pairing the brightest minds with powerful technology. Calian solutions impact the world; from the satellites in space that connect us to the farms that feed us, from the medical professionals who care for us to the governments, schools and companies that make the world better every day.

Position Overview

Calian Advanced Technologies is providing solutions, services and products designed to enhance the performance of critical systems for space programs, wired and terrestrial wireless networks, GNSS, agricultural technology and nuclear industries operating in global markets. Our expertise spans from electronics design to advanced manufacturing, solution integration and test for commercial and defense applications. At Calian AT, we use advanced technologies “to help the world communicate, innovate, learn, and lead safe and healthy lives – today and tomorrow”

The VP, Sales – Advanced Technologies (AT) is responsible for leading, growing, and managing our global AT sales effort. This new position will lead our distributed sales force in the pursuit of opportunities to meet both revenue and margin targets to support our growth targets.

The VP Sales will lead a matrix organization of 5-10 team members in year one, which will evolve as we mature our sales culture.The VP, Sales will lead and grow a new transverse sales organization to meet negotiated targets on international markets, leveraging our end-to-end portfolio of products and solutions. This position reports to the President of AT and will work closely with the AT Leadership Team to develop and implement a winning global go to market and sales strategy aimed at meeting sales and EBITDA targets. This role is commercial, strategic, and technical in nature and requires extensive sales leadership experience including a proven track record of success. You will be part of the AT Leadership Team building results-oriented, team-first culture that supports Calian Values.

Responsibilities

Sales leadership and execution

• Represent AT in the Calian Sales Council
• Participate to the annual budget process
• Develop annual sales goals and tactical execution plans for key accounts, regions, and channels of distribution (i.e. RFPs)
• Help the team prioritize and focus where it matters most, inspiring, coaching and mentoring them achieve professional goals and organizational targets
• Increase the sales team performance and build a strong and sustainable sales culture
• Build and maintain a realistic and trusted predictive sales model that forecasts revenue, growth, and resourcing needs
• Review, understand, and communicate sales related data to the President on progress against our revenue plan and forecasts

Marketing and alliance coordination

• Coordinate product marketing budget and ensure alignment with growth targets. Align budget and process with Business VPs and the Marketing corporate team leader.
• Working closely with the marketing team to identify, analyze, synthesize, and understand what competitors are doing and why, and feed data and insights back to the AT leadership team
• Shape and execute data-driven marketing strategies that improve our Customer Acquisition Costs
• Shape strategic alliances and help the team leverage these partnerships at all stages of the sales process

Customer relationship

• Be the first escalation to solve sales and customer related problems or challenges
• Evaluate the quality of sales and customer service interactions ensuring they align with our brand and mission

Sales enablement

• Collaborate in the development and monitoring of compensation plans for our sales talent that is market- and strategy-appropriate
• Ensure the sales team is adequately enabled with the tools they need to thrive and achieve and exceed quota

Cross BU collaboration

• Collaborate with other Calian Business Units to build and execute a multichannel and multi-vertical strategy
• Collaborate with other Calian Business Development teams presentations, bids, proposals, and account related activities

Qualifications

• 15+ years of sales leadership experience, ideally selling Engineering, Technology, and/or Advanced Solutions.
• 5 years experience running a multi-account, pan-regional sales organization that has scaled to $100M+ in revenue
• Experience leading and growing a sales team, setting budgets, quotas, KPIs, and other criteria
• Experience applying relationship and consultative sales strategies
• Experience meeting or exceeding annual sales targets
• Experience opening new markets, expanding existing ones and bringing in new logos
• Expert at developing well informed revenue generating strategies
• Experience in leading and contributing to proposals and sales capture plans
• Experience working on large sales opportunities at all stages of the sales cycle
• Experience leveraging CRM tools for sales management and reporting

Additional Requirements

• Business acumen, looking to help support and grow the organization through application of their skills and experience
• Creative ability to identify potential new business
• Proven relationship building and broad stakeholder engagement experience.
• Ability to lead high performing teams to maximize individual and team outcomes
• The ability to think strategically and assist in developing strategic solutions and approaches
• A commitment to collaborate and coordinate with various levels of the organization
• Ability and willingness to travel globally (up to 50% depending on business needs)

As part of the Calian team we are:

• Bring our “A” game for every client, every project

• Work together using collaboration to powerful advantage

• Attract and challenge great people and partners

• Are professional, calmly competent, and very capable, passionate, friendly, and personable, highly collaborative, proud but not arrogant

How we hire