Vice President, Corporate Project

4 months ago

Toronto, Canada Stonewood Group Inc. Full time
p>Our client is changing how globally distributed product development and manufacturing organizations collaborate and interact with key stakeholders throughout the product development value chain.

The firm’s cloud-based Product Lifecycle Management and Product Data Management solutions simplify product development by connecting engineers, designers, project managers, and suppliers in a secure, collaborative manner that accelerates product lifecycle development, thereby allowing organizations to launch products faster and more cost-effectively.

Our client boasts an enviable list of high-profile global customers in aerospace, automotive, technology, and entertainment, and is funded by a blue-chip group of investors. The firm is Toronto-based and is a market leader in the rapidly growing market space for cloud-based comprehensive PLM/PDM systems.

Poised for explosive growth and an exceptionally bright future, our client now seeks to hire a Vice President, Sales.

Scope of Position

Armed with differentiated market offerings, marquee accounts, and large addressable markets, the Vice President Sales will be responsible for developing, directing, and executing the company’s sales strategy for both current and future product offerings. Driving top-line results, the Vice President Sales will act as the key sales interface and will be responsible for revenue growth across all customer, geographic, and product segments.

The Vice President Sales will also be tasked with refining the sales process and channel model, and leading the sales team with a demonstrated, hands-on approach while rapidly scaling the company’s sales engine.

Functional Tasks

Key responsibilities of the role:

  • Manage, grow and motivate a global sales team.
  • Lead the development/refinement of sales strategies and execute the tactical implementation of the plans across the company’s entire portfolio of products including specific regional strategies.
  • Establish sales metrics and KPIs and develop and implement enhanced sales processes to monitor accurate sales funnels and forecasts. Establish a repeatable sales model incorporating a strong value proposition for the different client markets and geographies.
  • Establish compensation, training, and sales incentive programs.
  • Take a major role in major account relationships, closing complex deals and building ongoing partnerships – lead the firm in driving growth to both ISVs and major brands.
  • Refine pricing policies, terms, and conditions across all market segments for high-profile customers and channel partners.
  • Participate in the company’s strategy planning sessions bringing forward innovative ideas and plans to bring the company to the next level.
  • Assist with corporate positioning and competitive analysis, customer segment selection and penetration plans, and related product positioning.
Key Performance Deliverables

In light of the identified responsibilities, the following are specific deliverables that the position is designed to achieve:

  • Specific measures of performance will be discussed and agreed upon with the successful candidate.
Competency Profile

The following competencies define the role of Vice President, Sales:

Results Orientation

Focuses strongly on achieving agreed-upon outcomes and ensures that key objectives are met. Aims to improve upon past performance. p>Planning & Objective Setting

Systematic in approach to work. Is realistic about time-scales and builds in appropriate checkpoints, milestones, and controls in order to ensure that desired results are realized.Role Expertise

Demonstrates critical technical or professional knowledge/skills related to the role. Expands technical knowledge/skills and keeps up-to-date in own area of expertise.

Preferred Experience / Education

The following indicates specific industry, academic, and functional experience/qualifications that are important to the successful achievement of the identified responsibilities and performance deliverables:

  • 15+ years building and leading high-performing revenue organizations focused on driving consistent, aggressive revenue growth.
  • A driving management style that leverages the strengths of the team while stretching and motivating them in attaining breakthrough results.
  • Proven track record of success selling complex mid-market and large enterprise solutions to technical users. Demonstrable experience earning the trust, respect, and confidence of the appropriate customer community.
  • Experience defining and successfully executing multi-channel marketing and lead generation programs while creating and negotiating value-enhancing strategic partnerships.
  • Analytical by nature and a data-driven approach to establishing effective pricing strategies combined with an ability to leverage company financials to adjust strategy as required.
  • A team player with a ‘bias for action’ and a proactive, ‘own it, solve it’ mindset who can navigate through complex global organizations to make the sale.

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