Job Description

VICE PRESIDENT – SALES (North Americas)

Prophecy Americas Inc.

About Us

Prophecy International Holdings Limited (ASX: PRO) is a leading Australian designer and developer of innovative business software. Prophecy has developed a 40-year track record helping customers to secure their enterprises, repel cyber threats, and deliver valuable business insights. It helps companies make better decisions faster to protect and improve their operations.

Through its two lead products, Snare and emite, selling B2B and B2G, Prophecy serves the large and growing global markets of Contact Centre Analytics and Cyber Security.

The Snare cybersecurity product suite is a highly scalable platform of Centralized Log Management and Security Analytics products designed to enable customers to detect and manage cyber threats in real-time and maintain regulatory compliance.

emite provides a fully featured SaaS-based real-time and historical Customer Experience (CX) intelligence and analytics platform, with dashboards, wallboards, KPI, and orchestration products for Contact Centre environments.

Prophecy is trusted by a broad spread of blue-chip clients across the banking, healthcare, government, defence, utilities, transport, manufacturing, retail, and energy sectors. Its software products, emite and Snare, are deployed at more than 4,200 sites globally, with a customer base including some of the world's most powerful brands.

Prophecy operates globally from Adelaide and Sydney in Australia, London in the United Kingdom, Denver in the USA, and Manila in the Philippines.

Our Vision

Exceeding customer expectations and earning their loyalty.
Investing in motivated employees.
Delivering sustainable profit and increasing shareholder value.
Expanding global markets through innovative and collaborative partner programs.
Developing competitive products through R&D, partnerships, or acquisition.

The Role – Vice President of Sales (North Americas)

Your Profile: To be successful as our new VP – Sales, you will possess strong leadership skills and have the passion and ability to drive company success along with developing and coaching future sales executives.

Ultimately a top-notch VP of sales, you will have an in-depth knowledge of the market and competitive products and be confident in delivering and executing the sales strategy. You will have excellent customer service, interpersonal, and communication skills and will ultimately work closely with other departments within the company to ensure alignment with the company’s overall objectives.

Applying your enthusiasm for sales, you'll lead efforts to acquire new customers and increase revenue through demand creation, channel design and engagement, managing pipelines, and closing sales.

You are an exceptional and experienced sales leader – with a deal sheet that you’re proud of.

Your sales style is the right blend of science and art, with good human instincts and empathy but also adherence to a disciplined and rigorous sales methodology. You have extensive experience in leading teams of enterprise salespeople selling to all levels, including C-level executives.

You set high expectations for yourself and the organization, impartially operating with integrity, without ego, and with the highest ethical standards. We are seeking a strong, experienced leader to build and manage our Snare Sales team in the Americas.

Based in Denver, the VP of Sales will lead the sales and market penetration strategy, driving top-line revenue and customer acquisition through multiple channels. As a top-level executive, you will oversee and direct the sales team to meet and exceed sales revenue, contributing to the profitability of Prophecy Americas and the overall global business success.

Reporting to the CEO, you’ll impact the business by building lasting client relationships and partnering with multiple team members to increase revenue. You will work with leaders across our sales team to ensure our organization hits its sales and revenue goals.

Key Responsibilities

Develop and implement sales strategies to achieve desired sales targets.
Oversee the full life cycle of the sales process from prospecting to closing while maintaining an accurate forecast with Salesforce.
Manage and motivate the sales team to achieve desired results.
Develop relationships with key customers and clients to generate business opportunities.
Analyze market trends and competitor activity to develop effective sales strategies.
Prepare reports on sales activities and results, presenting these to upper management.
Build, track, and manage an active sales pipeline to achieve and exceed monthly and quarterly sales targets.
Innovate and improve upon our client’s acquisition strategy for performance marketing services.
Position the company as a leading player in the global industry through leadership, education, and representation.
Identify new partnerships/acquisitions that can deliver incremental market and/or competitive advantage.
Work with marketing and product teams to develop new value propositions that meet evolving client needs.
Conduct quarterly business reviews with all key clients.
Assist the CPO/CHRO with recruiting and hiring sales staff and developing training programs.
Manage sales teams and maintain sales operations.
Outline and manage sales budgets.
Set quarterly and annual sales goals and motivate the sales teams to achieve them.
Monitor the market and competitor products and activities, providing detailed sales forecasting.
Review customer activity, anticipate consumer needs, and improve customer satisfaction.
Create sales reports and provide feedback to the leadership team at company meetings.
Establish and maintain key customer relationships.
Align the sales organization objectives with firm business strategy through active participation in corporate strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting.
Lead learning and development initiatives impacting the sales organization, providing stewardship of sales and sales management talent.
Provide leadership to the sales organization, fostering a culture of accountability, professional development, high performance, and ethical behaviours.
Assist in other business activities as requested or required.

You Will

Cultivate relationships with decision-makers in client organizations through consultative solution-selling and solving complex client issues.
Support all stages of the sales process, working with multiple team members using your collaborative leadership approach and strategic planning to achieve sales goals and quotas.
Promote relationships with decision-makers in client organizations, securing new business and client accounts to maximize the value delivered by Prophecy Services.
Be the trusted advisor to client prospects, offering solutions using effective sales strategies by understanding their goals, urgencies, and customer experience challenges.

Key Objectives

Increase sales and market share for the company.
Develop and implement effective sales strategies.
Build and manage a high-performing sales team.
Create a positive customer experience and ensure customer satisfaction.
Achieve targets for revenue, profit, and market share growth.

Skills and Experience

Bachelor’s or Master’s degree in a business-related field.
Minimum of 10 years’ experience in a sales leadership position.
At least 6 years’ experience in a selling role and with sales technology.
In-depth knowledge of selling strategies and methods in a competitive market.
Strong strategic planning, organizational, and creative thinking skills.
Proven work experience as a VP of Sales or a similar role.
Minimum of 8 years leading a sales team and developing sales strategies.
Proven track record of achieving sales targets and increasing market share.
Strong leadership and motivational skills, with the ability to inspire others to achieve results.
Excellent customer service, communication, negotiation, and presentation skills.
Verifiable experience selling into the Technology vertical.
Consistent success meeting targets for multi-year, multi-million-dollar deals, with knowledge of tech-enabled services that enhance efficiency and productivity.
Comfortable working as part of a team in an evolving environment.
Experience in team building and nurturing an inclusive learning environment.
Demonstrated ability to undertake category, business, and competitive assessments to develop strategies and tactics for exceptional growth and profitability.
Proven track record of reaching and exceeding large sales revenue and P&L goals.
Existing network of active senior relationships across the industry.
Driven to discover and formulate strategies and operational tactics to pursue new opportunities.
Excellent computer skills (PowerPoint, Word, Excel, Outlook, etc.).
Developed a winning team that exceeds their quota and objectives.
Trusted by stakeholders across the sales teams and the company, with strong support and resource allocation.
Built transparent and valuable relationships with your team, with an effective strategy for recruiting, hiring, and training new Sales/Account Executives.
Established a reliable cadence for forecast meetings, with accurate and documented forecasts in Salesforce.
Increased closure rates and decreased customer churn through direct coaching and mentorship.
Trusted by senior sales management for reliable forecasts and sales activity to inform overall sales strategy.
Deep understanding of your team’s sales activity, tracking results to inform forecasts and individual development plans.

Commission and Benefits:

This position is eligible to participate in a sales incentive plan with a generous commission. Benefits available to eligible employees include:

401(k)
401(k) matching
Dental Insurance
Health Insurance
Life Insurance
Paid Time Off
Vision Insurance
Supportive and inclusive working environment
Genuine Work-Life Balance

How to Apply: Please follow the instructions to apply via Indeed.

Your application should include:

A brief Cover Letter outlining your suitability for the role.
A current CV/Resume with contact details of at least two referees.

We look forward to hearing from you!

Job Type: Full-time

Pay: From $150,000.00 per year

Benefits:

401(k)
401(k) matching
Dental insurance
Health insurance
Life insurance
Paid time off
Vision insurance

Schedule:

Monday to Friday

Application Question(s):

Do you have demonstrated experience in increasing sales and market share for the business?
Do you have in-depth experience in developing and implementing effective sales strategies?
Do you have significant experience building and maintaining high performing sales teams?
Do you have a proven track record of achieving sales targets and increasing market share?
Do you have verifiable experience selling into the Technology vertical?
Do you have experience with solution sales?
Do you have experience of gap selling and experience of modern product lead approaches?

Education: