Description:
Diligent is seeking an accomplished Vice President of Sales to spearhead our high-performing UK/I sales team, driving significant bookings growth through both new business and expansion opportunities. This leadership role is key in accelerating our growth, focusing on initial prospect/customer meetings, pipeline development, and commercial deal management.
As VP of Sales, you will be responsible for overseeing team performance, while also coaching and mentoring team members in critical areas such as customer engagement, pipeline creation, and accurate forecasting. You will ensure that the team is strategically targeting and engaging with high-value prospects and clients, driving both new and expansion business. Additionally, you will work to ensure a deep understanding and effective communication of Diligent’s unique value proposition. Your role will also involve refining our tracking and reporting capabilities, while fostering a high level of commercial and industry expertise across the team to consistently deliver exceptional results.
Key Responsibilities:
People/Leadership
- Provide coaching/ development leadership support to the Sales Leadership team to achieve bookings and growth targets
- Ensure stringent management of team expenses
- Act as a Company representative at trade association meetings and other events as required
- Act as an ambassador for sales policies and to uphold all policies of record
Sales/ Bookings Management
- Execute strategic bookings plans to achieve corporate goals, ensuring use of commercial sales motion and methodologies
- Manage bookings and attain targets across all products and provide regular performance and forecasting updates/reports against sales targets and OKR’s
- Develop and promote internal cross selling strategy
- Review and analyze the respective geographic market to identify growth opportunities;
Cross Group Collaboration
- Collaborate with channel community on development activities;
- Collaborate with Diligent stakeholders to execute on company strategy
- Partner with sales reps on delivering commercial results through all commercial aspects
- Work closely with Marketing to execute a winning marketing plan and go-to-market strategy
- Collaborate closely with Professional Services to grow the business and provide a ‘white-glove’ customer experience
- Work closely with Product and Development to refine the go-to-market strategy and through product positioning and investment, deliver on the GTM strategy
Required Experience/Skills:
- 15+ years of experience in people’s management
- Proven ability of being able to run a Bi-Modal sales execution plan (Tactical / Strategic)
- Ability to influence internal and external ecosystems, ensuring value is at the forefront of any proposal to customer
- Understanding of patterns and interdependencies within sales and business data to predict and manage forecast/outcomes of opportunities
- Confidence in presenting and conveying a message to an audience regardless of size
- Comfortable in Executive environments and ability to articulate in a language that they understand and relate to
- Experience partnering closely with key internal stakeholders to support the sales process