Job Description
Job Summary
The Vice President, Mid-Market Sales is a leadership role responsible for leading an inside sales organization to achieve team sales goals. This role leads and motivates multiple teams of Mid-Market Sales Managers and Sales Representatives to meet sales targets in a hybrid, remote and office-based environment. This role will be responsible for providing strong leadership, achieving sales targets, and managing sales representative productivity including a strong performance management culture. This role operates at a key functional intersection including both tactical execution of selling activities as well as having leadership presence with customers and working with executive leaders in and across the company. The primary objective of this position being to achieve the team sales goals.
Responsibilities
Requirements
Competencies
Driving Results and Execution - Ability to build excellence by setting clear goals with exceptional follow-through to ensure execution and goal achievement. Makes and acts on tough decisions with a sense of urgency. Systematically gathers information, sorts through issues, and seeks input from others to develop a multi-faceted perspective. Considers short-term and long-term consequences. Accountable for own actions and performance and for team actions and performance. Monitors decision quality and adjusts as necessary.
• Business Acumen – Understands PowerSchool, the market, the industry and the competition. Create and adjusts strategy that balances short and long-term goals. Keeps teams’ work aligned with overall goals which lead to individual and department success. Maintains and develops advanced system and technical skills for any relevant/applicable systems and platforms based on role.
• Communication (Verbal & Written) – Communicates well both verbally and in writing. Shares important information and ideas with key stakeholders using effective methods and channels in a timely manner. Identifies other functions and groups that would benefit from information sharing. Cascades company and departmental information appropriately and shares information that is actionable and meaningful.
• Collaboration – Fosters cooperation, communication and commitment among groups and teams. Anticipates and resolves conflicts and removes barriers to success. Turns team diversity into an advantage. Encourages collaboration within and across organizational boundaries.
• Emotional Intelligence – Engages easily and effectively with a variety of people. Successfully solicits needed effort and support from others. Negotiates effectively. Has good listening skills, builds strong relationships, demonstrates flexibility and handles cultural differences effectively. Defuse conflict before it starts. Resolve disagreements in a way that all individuals feel heard and respected, and that brings out the best thinking to find causes of and solutions to problems.
• Change Leadership – Acts as a key player in managing corporate change initiatives. Initiates and drives constructive corporate, organization and/or work group changes. Encourages continuous process improvement and avoids status quo. Deals with ambiguity effectively and achieves process during uncertain times. Serves as a role model for managing change effectively.
• Leadership Development – Inspires and motivates others throughout the organization. Able to cascade and be a champion for organization vision and purpose. Possess a general manager perspective, leads through change and adversity, makes tough calls when needed, builds consensus when appropriate, motivates and encourages others. Supports others’ growth and achievement. Provides coaching, challenges, and develops employees. Provides visibility and opportunity. Effectively represents the company to internal and external individuals and/or audience.
EEO Notice
Homeland LLC is an Equal Opportunity Employer. Homeland LLC provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state, and local laws. Homeland LLC complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. Reasonable accommodation is available for qualified individuals with disabilities, upon request.
The Vice President, Mid-Market Sales is a leadership role responsible for leading an inside sales organization to achieve team sales goals. This role leads and motivates multiple teams of Mid-Market Sales Managers and Sales Representatives to meet sales targets in a hybrid, remote and office-based environment. This role will be responsible for providing strong leadership, achieving sales targets, and managing sales representative productivity including a strong performance management culture. This role operates at a key functional intersection including both tactical execution of selling activities as well as having leadership presence with customers and working with executive leaders in and across the company. The primary objective of this position being to achieve the team sales goals.
Responsibilities
- Responsible for providing strategic direction and leadership for a team of Mid-Market Sales Managers and Sales team to achieve assigned business targets
- Lead the hiring strategy in partnership with People Experience team to cultivate an office-based environment in Folsom HQ office, as well as mentor and set example with managers in interview process
- Analyze root cause of performance goals that fall short of target and rapidly deploy appropriate countermeasures to ensure achievement of sales goals
- Model and direct frequent, consistent and effective communication across all levels of the organization that ensures execution excellence and trusting relationships
- Constant vigilance in proper documentation and quality controls necessary to ensure the sales goals are met
- Work with Sales Operations to develop metrics and reports which will improve sales results and drive efficiencies
- Understand deals for territory, coach the Sales Managers on successful deal strategy, and drive them to successful discovery, objection-handling, deal timeline management, etc.
- Mentor the Sales team on how to identify best opportunities to be competitive in the territory –competitive pricing, strategic products, partnerships, references, lobbyists, etc.
- Identify areas for improvement and coach the team in those areas
- Identify opportunities for Executive Team involvement
- Drive collaboration in our parallel Sales model with Solution Specialist teams
- Host Weekly Sales Meetings to address team needs, and expect full attendance from team
- Hold weekly 1:1’s with each Sales Manager, which includes reviewing progress towards quota, pipeline growth, forecast & forecasting accuracy, deal status, quarterly performance, GAP plans, and any performance-management tools (coaching plans or performance improvement plans)
- Submit territory Weekly Forecasts based on your inspection of your Sales Managers individual forecast submissions
- Follow-up with team directly on initiatives and communications sent to All Sales as it applies to team
- Ensure team is prepared for QBRs and completes an annual Territory Plan which is designed to grow the business
- Actively participate in QBRs
- Work with your leadership to Identify areas of needed training/improvement and engage sales enablement, etc.
- Other duties as assigned
Requirements
- 7 -10 years+ experience in sales including enterprise technology sales
- Prior inside sales management experience, including managing front line supervisors and leading teams to attaining both new and cross-sell quota
- Proven track record of sales skills; Educational Technology sales skills are a plus
- Ability to ascertain opportunity and risk in pipeline
- Strong leadership and goal setting ability
- Ability to drive sales results in a demanding, fast paced environment with high level of energy, motivation and flexibility
- Strong verbal and written communications skill
- Experience using CRM systems (Salesforce.com preferred)
- Ability to accurately forecast sales on a weekly, monthly, quarterly and annual basis
- Excellent presentation and product demonstration skills
- Ability to analyze and develop quality business and territory plans
- Works well in a collaborative environment
- Bachelor’s degree
Competencies
Driving Results and Execution - Ability to build excellence by setting clear goals with exceptional follow-through to ensure execution and goal achievement. Makes and acts on tough decisions with a sense of urgency. Systematically gathers information, sorts through issues, and seeks input from others to develop a multi-faceted perspective. Considers short-term and long-term consequences. Accountable for own actions and performance and for team actions and performance. Monitors decision quality and adjusts as necessary.
• Business Acumen – Understands PowerSchool, the market, the industry and the competition. Create and adjusts strategy that balances short and long-term goals. Keeps teams’ work aligned with overall goals which lead to individual and department success. Maintains and develops advanced system and technical skills for any relevant/applicable systems and platforms based on role.
• Communication (Verbal & Written) – Communicates well both verbally and in writing. Shares important information and ideas with key stakeholders using effective methods and channels in a timely manner. Identifies other functions and groups that would benefit from information sharing. Cascades company and departmental information appropriately and shares information that is actionable and meaningful.
• Collaboration – Fosters cooperation, communication and commitment among groups and teams. Anticipates and resolves conflicts and removes barriers to success. Turns team diversity into an advantage. Encourages collaboration within and across organizational boundaries.
• Emotional Intelligence – Engages easily and effectively with a variety of people. Successfully solicits needed effort and support from others. Negotiates effectively. Has good listening skills, builds strong relationships, demonstrates flexibility and handles cultural differences effectively. Defuse conflict before it starts. Resolve disagreements in a way that all individuals feel heard and respected, and that brings out the best thinking to find causes of and solutions to problems.
• Change Leadership – Acts as a key player in managing corporate change initiatives. Initiates and drives constructive corporate, organization and/or work group changes. Encourages continuous process improvement and avoids status quo. Deals with ambiguity effectively and achieves process during uncertain times. Serves as a role model for managing change effectively.
• Leadership Development – Inspires and motivates others throughout the organization. Able to cascade and be a champion for organization vision and purpose. Possess a general manager perspective, leads through change and adversity, makes tough calls when needed, builds consensus when appropriate, motivates and encourages others. Supports others’ growth and achievement. Provides coaching, challenges, and develops employees. Provides visibility and opportunity. Effectively represents the company to internal and external individuals and/or audience.
EEO Notice
Homeland LLC is an Equal Opportunity Employer. Homeland LLC provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state, and local laws. Homeland LLC complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. Reasonable accommodation is available for qualified individuals with disabilities, upon request.
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