Description:
The VP Sales, EMEA, is responsible for managing a team of direct reports selling cross-organization, enterprise-level solutions to aPriori’s highest priority prospects and most valuable customers using a value selling approach. This role reports to the Chief Revenue Officer and works closely with other stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization.

EDUCATION AND EXPERIENCE

• Bachelor’s Degree preferred and minimum of 5 years managing enterprise software sales teams
• Proven track record of meeting or exceeding quota as a sales leader in an enterprise software sales position
• Experience in selling large ($500K+ ARR) Expansion deals and/or deals with $3M+ TCV
• Prior experience managing an Enterprise/Major Account territory composed of less than 10 named accounts
• Proven ability to sell to executives, particularly in $1B+ discrete manufacturing customers; sold to the business side, not IT tools

Requirements:

• Strong drive, persistence, and proactive attitude
• Strong bias towards taking action and being professionally aggressive
• Demonstrated success in a first-line sales management position
• Ability to coach and mentor sellers
• Able to build credibility with customers and internal stakeholders
• Strong sales instincts and relationship-building skills
• Understanding of customer business conditions and goals
• Experience with large, complex global accounts
• Success at selling PLM, Supply Chain Management and/or ERP systems (not required, but a plus)
• Multilingual is a plu

• Oversee aPriori’s software, services, and renewal business in the EMEA region
• Provide executive presence within the region, developing and maintaining executive relationships at existing customer and prospect accounts
• Act as the first-line Sales Manager for the EMEA sales team
• Facilitate a team selling approach: coordinate resources from marketing, customer success, solutions engineering, sales development, expert services, implementation services, product development, and product management to achieve assigned goals in the region
• Implement value selling in all aspects of the business, ensure Command of the Message principles are adopted by the extended team
• Advise the CRO and Executive Leadership team on trends, opportunities, and issues specific to the EMEA region
• Create and maintain a multi-quarter forecast and manage a 5-quarter pipeline to achieve budgeted goals
• Track, analyze, and present sales metrics to senior leadership
• Work with revenue operations on territory assignments, implement efficient sales management processes, and follow aPriori Business Rules
• Able and willing to travel up to 50%

Requirements:

• Strong drive, persistence, and proactive attitude
• Strong bias towards taking action and being professionally aggressive
• Demonstrated success in a first-line sales management position
• Ability to coach and mentor sellers
• Able to build credibility with customers and internal stakeholders
• Strong sales instincts and relationship-building skills
• Understanding of customer business conditions and goals
• Experience with large, complex global accounts
• Success at selling PLM, Supply Chain Management and/or ERP systems (not required, but a plus)
• Multilingual is a plus