Vice President - Sales

at  Optiva

It’s fun to work in a company where people truly BELIEVE in what they’re doing!
We’re committed to bringing passion and customer focus to the business.
Job Summary
The Vice President - Sales for North America is responsible for driving and growing new business revenue in the territory. The VP’s primary focus will be on developing sales strategies, executing sales plans, creating customer interest, and managing channel partners.

Key Responsibilities

• Understand and position Optiva’s solutions and value proposition to Industry.
• Focus on “new logo” lead generation, acquisition and new business with existing customers.
• Develop and maintain key telecom client relationships.
• Build the Sales Go-to-Market Growth Strategy, Plan, and Process. Own the sales plan development, including account and territory planning, segmentation efforts, and goal setting at all levels of our organisation.
• Manage regional, remote sales teams to foster collaboration, maintain productivity, and ensure your team’s success.
• Manage new and expansion sales strategies to meet and exceed company revenue goals for Employer Solutions.
• Building a business case and establishing value, developing and presenting proposals with information demonstrating Optiva’s value to meet the customers’ business objectives.
• Ability to build and drive large deals with relationships and target key customer decision-makers.
• Provide an escalation point for internal and external stakeholders and serve as the accountable escalation and decision maker.
• Drive account strategies and coordinate team selling efforts to close business quarterly and annually.
• With the regional sales team, facilitate, track, and analyze sales performance, understand rate forecasts, and read sales activity reports, keeping the CRM current.
• Develop solid cross-functional relationships internally and externally with different organizations/teams, clients, and contractors.

Knowledge, Skills & Experience

• Bachelor’s Degree in Business, marketing or Engineering (Master’s preferred)
• 12+ years’ experience in successful quota-carrying sales/sales management in BSS, OSS, or other Telecom/IT complex solutions
• Strong Rolodex of C-level contacts in telecom operators in North America.
• Proven experience driving growth and exceeding assigned quota.
• Ability to handle multiple tasks simultaneously and prioritize accordingly.
• Results driven, team player with a strong sense of responsibility.
• Ability to work with a minimum level of supervision.
• Proficient in finding opportunities by self-prospecting into net new accounts.
• Strong leadership and organizational development skills.
• Excellent written and verbal communication skills.
• Team player who can work collaboratively with solutions engineers, professional services, marketing and Executives.
• Travel as required by the business needs.

• Understand and position Optiva’s solutions and value proposition to Industry.
• Focus on “new logo” lead generation, acquisition and new business with existing customers.
• Develop and maintain key telecom client relationships.
• Build the Sales Go-to-Market Growth Strategy, Plan, and Process. Own the sales plan development, including account and territory planning, segmentation efforts, and goal setting at all levels of our organisation.
• Manage regional, remote sales teams to foster collaboration, maintain productivity, and ensure your team’s success.
• Manage new and expansion sales strategies to meet and exceed company revenue goals for Employer Solutions.
• Building a business case and establishing value, developing and presenting proposals with information demonstrating Optiva’s value to meet the customers’ business objectives.
• Ability to build and drive large deals with relationships and target key customer decision-makers.
• Provide an escalation point for internal and external stakeholders and serve as the accountable escalation and decision maker.
• Drive account strategies and coordinate team selling efforts to close business quarterly and annually.
• With the regional sales team, facilitate, track, and analyze sales performance, understand rate forecasts, and read sales activity reports, keeping the CRM current.
• Develop solid cross-functional relationships internally and externally with different organizations/teams, clients, and contractors