Vice President of Sales

Innovative Solutions is seeking an experienced Sales Leader to manage a high performing sales team, drive revenue growth, and generate leads through strategic in market activities. The ideal candidate is based on the East Coast of the United States and has a proven track record of successfully managing sales teams in a professional services technology firm. This position reports to the CEO and will engage with executives across the company as well as the Board of Directors on a regular basis. The ideal candidate has prior sales leadership experience in a PE-backed company.

Responsible for:

Sales Management and Leadership:

• Develop, implement, and execute effective sales strategies to increase bookings, revenue, and market share in the North American SMB and startup customer segments
• Act as a strategic partner to AWS and IBM sales and executive teams to drive predictable, repeatable, and scalable processes and results
• Manage and report on sales performance metrics, such as bookings and revenue targets, lead conversion rate, quota attainment, average contract value, and sales velocity
• Conduct regular (daily) one-on-one meetings with sales team members to review pipeline, address challenges, and provide guidance and support with the goal of 100% quota attainment across the sales team
• Ensure the sales team maintains a strong presence in their respective markets by traveling and engaging with customers and prospects on a weekly basis
• Foster a positive and collaborative team culture, promoting open communication, knowledge sharing, and teamwork
• Recruit, train, develop, and mentor new sales team members, ensuring the skills and knowledge necessary to succeed in role
• Enhance the overall relationship with AWS by collaborating with AWS sales representatives to co-sell solutions and drive adoption of AWS services, AWS compute, IBM software on AWS, and managed services
  
  
  

Sales Operations and Enablement

• In collaboration with the CEO, architect efficient sales planning, operations, reporting, and bookings and revenue forecasting processes, systems, and tools
• Participate in quota development, sales capacity planning, and compensation plan development
• Oversee sales pipeline management, deal progression, negotiations, and develop team productivity KPIs
• Analyze sales performance metrics and provide regular reports to the Innovative leadership team and Board of Directors, identifying areas for improvement and implementing corrective actions as needed
• Collaborate with the Innovative lead generation team to develop and implement demand generation programs, list call downs, and co-sell motions between the AWS and Innovative sellers
• Ensure that the sales team has the necessary tools, resources, and support to effectively position and sell solutions to customers
• Continuously evaluate and optimize sales processes, tools, and technologies to improve efficiency and effectiveness of the entire sales team
• Monthly review of commissions for accuracy on earned commissions payouts owed to Sales team members
  
  
  

Cross-Functional Collaboration and Alignment

• Collaborate with other departments, such as marketing, product management, and technical account management to ensure alignment and achieve common goals
• Work closely with the finance and delivery teams to develop and manage the bookings and revenue budget and forecasts and ensure proper resource allocation
  
  
  

What Experience You Need

• Bachelor's degree in business, marketing, or a related field; MBA preferred
• Minimum of 10 years of sales experience, with at least 5 years in a sales leadership role in the technology industry with professional and managed services models
• Proven track record of meeting and exceeding sales targets and driving revenue growth and hands-on experience with all aspects of sales and sales management
• Strong understanding of channel sales motions with preference towards the AWS ecosystem and experience selling cloud services
• Excellent leadership skills, with the ability to motivate and inspire a team
• Exceptional communication and interpersonal skills with the ability to build and maintain strong relationships with customers, partners, and internal stakeholders
• Expertise in Salesforce CRM and other sales-related tools and technologies
  
  
  

Travel Requirements

• Position requires you to be in an AWS market or at one of Innovative’s offices every week
  
  
  

Salary Range

• $200K Base plus $100K upside (via a quarterly bonus)
  
  
  

This position is slated to start in August of 2024