Vice President- Sales

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The Vice President Sales/Chief Growth Officer is responsible for cultivating a presence and expanding top line growth for our client delivering premium technology solutions. This includes identifying new markets to enter, creating strategies to achieve growth targets, and growing the firm’s presence and revenues across specific markets – including New Logo Sales, Account Acquisition and Organic Expansion. Leadership span of control is global and includes both top line and bottom-line revenue responsibilities.

  • To be successful in this role, the candidate must bring significant experience and relationships in specific markets—motivated by winning financial incentives as well as career growth.
  • This person will bring a deep understanding of the delivering premium technology solutions marketplace and familiarity with competitor offerings in support of growth strategy and investment initiatives.

The Vice President Sales/Chief Growth Officer will have oversight of the following:

  • Developing named account strategies, building consensus on targeted logos and pursuing delivery of high value and high growth new logos.
  • Building a predictable pipeline of new business to generate repeatable and profitable revenues across
  • Developing and executing a Go-to-Market Strategy that will hit or exceed revenue targets.
  • Executing go-to-market plans thru targeted campaigns and other sales channels including advisors, influencers, conference attendance, industry events, etc.
  • Collaborating and developing 3rd party and advisor relationships to build credible analytics voice globally to generate new opportunity channels. Generate opportunities from this channel
  • Submitting and handling proposals with full ownership and accountability for the opportunity – working closely with the Sales Enablement teams to ensure high quality of proposals.
  • Building relationships is key to this role and possessing established and current relationships with COO’s, CFO’s, CEO’s, CDO’s, CIO’s/CTO’s and Customer Service Directors is critical to this role.
  • Big-deal experience –should have proven experience in closing deals with ACV > $5M and TCV > $20M.

 

Sincerely,

Larry Janis, Managing Partner I Integrated Search Solutions Group

janis@issg.net

 

 

Vice President – Digital Sales

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Our client: is global digital services and solutions provider that enables its clients to transform at the intersection of domain expertise and emerging technologies to achieve real-world business impact. A focus on very select industries, a detailed understanding of the underlying processes of those industries, and partnerships with leading platforms provides us with a distinct perspective. They lead with its product engineering approach and leverages Cloud, Data, Integration, and Automation technologies to transform client businesses into intelligent, high-growth enterprises.

Opportunity: Vice President – Digital Sales

Position Summary: The Vice President, Digital Sales is responsible for delivering on team revenue goals and increasing market share through innovation, business development, account management, customer focus, and relationships. The Vice President will develop and implement sales strategies and processes to effectively lead a strong sales team capable of executing business objectives across multiple verticals. They must have demonstrated success leading leaders and sellers to be highly skilled in both new business development and driving strategic account growth through cross-selling.

Key Responsibilities
Manage the Vertical Digital Sales team to meet and exceed the assigned revenue targets

  • Manage the successful execution of the sales plans, meeting objectives, goals, benchmarks and defined metrics
  • Measure and evaluate strategic implementation against intended results. Responsible for results attained through effective execution against business development and business performance goals
  • Develop annual strategic business plans to drive revenue, new business creation, product-specific sales strategies, gross revenue retention, and growth in industry verticals
  • Work with the Product, Marketing, and Finance organizations in supporting product and service go-to-market strategies
  • Focus sales teams on the development and retention of top clients to increase revenue, product integration, and ROI
  • Partner closely with Sales Enablement to ensure the Vertical Digital Sales team is trained to remain current on industry/vertical trends, best practices, client relationship management, and business development

Education & Knowledge:
Bachelor’s degree preferably in the fields of Business, Marketing, or Communications; or equivalent combination of education and experience

Experience / Skills and Competencies
15+ years experience showing career progression and successful performance in a combination of the following:

  • Solution sales using integrated products
  • New business development
  • 8+ years leadership experience
  • 3+ years leading leaders
  • 8+ years Digital media/product experience

Your thoughts and suggestions are greatly appreciated!

Larry Janis, Managing Partner. ISSG

Email: janis@issg.net 

New Business Sales – F&A BPO & Advisory Practice

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New Business Sales – F&A BPO & Advisory Practice

 

 

Responsibilities:

  • Have Big-deal experience – the ideal candidate will have proven experience in closing deals with ACV > $2M and TCV > $ 10M selling BPO services to the CFO suite of large corporations.
  • Be responsible for New Logo hunting and the sales cycle from deal origination to closure (signed contract) and successful handover to the Account Manager subsequently.
  • Bring an understanding of the F&A BPO marketplace and competitor offerings to drive the company’s growth strategy and investments.
  • Work closely with Industry Business Unit leads to work on targeted account strategies, agree on target logos, and pursue to deliver high value and high growth new logos.
  • Build a predictable pipeline of new business to generate repeatable and profitable revenues across the various Business Units
  • Execute go-to market plans via targeted campaigns and other sales channels including advisors, influencers, conference attendance, industry events, etc.
  • Can effectively identify and translate client needs into the company service offerings. Develop an understanding of customers’ business needs, matching them with the company capabilities, and developing winning proposals for the company.
  • Be a key intermediary between the service delivery team and the customer.

Experience and Skills Qualifications:

The person hired for this role must have solid current experience as an individual contributor selling multi – year / multi – million-dollar F&A BPO engagements to the CFO suite that leverage global teams.

  • 8 – 10 years as an individual contributor selling new business for a BPO and / or Top 10 Advisory Consulting firm.
  • Astute at identifying and qualifying leads, be able to develop strong relationships at potential client organizations and have the proven ability to convert these relationships into commercial engagements in situations where little to no previous relationship existed.
  • Effectively and proactively managed client’s expectations, built deep client partnerships,
  • Broad functional knowledge within the North American BPO sector and able to connect with a variety of executive level stakeholders on their specific pain-points.
  • Strong sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
  • Strategically minded and able to create a consultative and solution-minded sales environment.
  • High-energy style who is motivated by winning.
  • Demonstrated ability to work in a multicultural global environment.

If you are interested or know someone who might be, please contact me:

Larry Janis, Managing Partner ISSG

Email: Janis@issg.net 

 

 

Associate Vice President

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Associate Vice President 

 

 

  • This role will be focused on new business development for the DPA service line with a focus on Pega & Appian across North America.
  • Selling DPA services across the industry business units majorly Banking, Financial Services, Insurance, Travel, Transportation, Retail, Manufacturing, CPG and Healthcare.
  • Focus on opening new logos and nurturing C-level relationships.
  • End to end sales and should be open to do cold calling-if needed.
  • Develop effective measures and maintain quality of planning to ensure requisite level of productivity are achieved to reach individual sales goals.
  • Role will carry hard core sales targets.

 Requirements:

  • 10 + years of experience in sales in the IT industry with good background in Pega/Appian sales.
  • Strong knowledge of industry standards, best practices, developments, client trends, and an extensive network of industry connections in the industry.
  • Proven sales record with the drive & resilience to win new business.
  • Ability to open new logos and independently nurture relationships. 

 Location: Prefer East Coast, (NY/NJ/CT)

Larry Janis

Managing Partner I Integrated Search Solutions Group

P-516-767-3030

E-janis@issg.net 

 

Associate Vice President (AVP)

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Associate Vice President (AVP)

This role will be focused on new business development for the DPA service line with a focus on Pega & Appian across North America.

 

 

  • Selling DPA services across the industry business units majorly Banking, Financial Services, Insurance, Travel, Transportation, Retail, Manufacturing, CPG and Healthcare.
  • Focus on opening new logos and nurturing C-level relationships.
  • End to end sales and should be open to do cold calling-if needed.
  • Develop effective measures and maintain quality of planning to ensure requisite level of productivity are achieved to reach individual sales goals.
  • Role will carry hard core sales targets.

Requirements:

  • 10 + years of experience in sales in the IT industry with good background in Pega/Appian sales.
  • Strong knowledge of industry standards, best practices, developments, client trends, and an extensive network of industry connections in the industry.
  • Proven sales record with the drive & resilience to win new business.
  • Ability to open new logos and independently nurture relationships.

Location:  Prefer East Coast, (NY/NJ/CT)

 

Your thoughts and suggestions are greatly appreciated!

Larry Janis

Managing Partner I Integrated Search Solutions Group

janis@issg.net