Description
Reporting to the Senior Vice President of Global Sales, the VP Sales - Americas will establish and execute a sales strategy to include maximizing sustainable revenue growth and profitability through the acquisition, growth and retention of customers across North and South America. Through inspirational leadership, this position will enable and foster a high-performance sales culture and ensure that the regional teams are providing Cofense's customers the most innovative and effective solutions based on their individual needs.
Essential Duties/Responsibilities
- Partner with the SVP Global Sales to develop a global sales strategy and align the regional sales strategy
- Define and build the optimal sales force structure for meeting the Americas' sales strategy
- Lead and motivate a team of regional Sales Directors, Account Executives, Inside Sales and Business Development Representatives
- Develop plans and strategies to achieve the company's sales goals
- Create a culture of success and ongoing business goal achievement
- Assist in developing Cofense as an employer of choice and a sales force that top sales people want to join
- Partner peers in HR, Sales Operations, Sales Enablement, Finance, Legal, Renewals and Channel sales to optimize the Americas organization structure toward achieving revenue goals
- Contribute to the development of compensation plans and incentive programs that motivate the sales team to achieve their sales targets
- Take a creative approach in identifying, qualifying and targeting new business and present new ideas to leadership
- Manage customer expectations and contribute to a high level of customer satisfaction
- Define sales processes that drive desired sales outcomes and identify improvements where and when required
- Provide detailed and accurate sales forecasting within +/- 5% margin of error
- Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions
- Foster and support successful channel and partner programs
- Manage key customer relationships and participate in closing strategic opportunities
- Live out Cofense's core values and expectations and ensure the International sales teams do the same
- Other duties as assigned
The above statements are neither intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be a listing of all of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job. This job description is not a contract of employment, either express or implied. Employment with Cofense will be voluntarily entered into and your employment is considered at will. Cofense reserves the right to alter the job description at any time without notice.
Knowledge, Skills and Abilities Required
- Ability to effectively manage key customer relationships and close strategic opportunities
- Demonstrated ability to forecast and manage information using SalesForce.com
- Excellent negotiation, presentation and communication skills
- Capability to present technical information to a variety of audiences
- Ability to manage multiple high priority tasks to successful completion
- Ability to work in a fast paced, geographically dispersed organization
- Ability to represent our company at events
- Ability to travel a minimum of 40%
Education and/or Experience:
- 10 or more years of experience in leading successful software sales organizations with specific accomplishments in strategic roles directly empowering sales teams, building relationships with all levels within an organization and driving cultural change
- Experience managing organizations of 40+ sales professionals
- Bachelor's Degree or equivalent relevant experience
- Successful experience leading teams to close enterprise and 6+ -figure deals
- Experience providing status reports with market and customer feedback to executive team
Cofense is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis [protected class] including, but not limited to: veteran status, uniform service member status, race, color, religion, sex (including pregnancy), gender identity, sexual orientation, national origin, age, physical or mental disability, marital status, genetic information or any other status or characteristic protected by applicable national, federal, state or local laws and ordinances. We adhere to these commitments in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, and discipline.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c).
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