Position Overview
Skillsoft is seeking an Area Vice President that will report to the VP and GM, Americas Enterprise Sales. The AVP, Sales will be an experienced, successful and highly motivated sales leader, overseeing up to four regional sales teams in the US. Will lead and develop high performing sales teams to drive top-line revenue growth through new customer acquisition and existing account management/growth, and ensuring a high level of customer satisfaction.
Position Responsibilities
Participate with senior management to establish strategic plans and objectives to drive desired business growth within the regions supported
Interact with and influence senior leaders and clients to ensure a very high level of customer satisfaction
Recruit, lead and develop a team of Regional Sales VPs and their account executives to become high performing sales teams, focused on selling complex enterprise solutions
Establish coaching as an ongoing priority to maximize effectiveness and productivity. Continuous coaching guidelines will enable team success, and should include creating territory plans, executing on regional sales plans and effectively spending time with front-line leadership
Ensure that Regional VPs direct their sales teams to:
Leverage prospecting skills to identify, qualify and close new business
Deliver high impact customer presentations that articulate Skillsoft’s value proposition
Develop, maintain and grow an ongoing sales pipeline
Close sales in complex, long sell cycle situations
Develop a thorough understanding of the Skillsoft consultative and solution selling process
Partner with related sales, marketing and support resources in the successful advancement of critical opportunities and market penetration
Manage expense priorities and broad based costs to ensure comprehensive territory coverage
Desired Skills and Experience
Must have 10 years’ experience managing sales to Federal, State & Local government entities. Requires in-depth knowledge of government procurement rules and processes.
Customer Focused – personally demonstrated that both external and internal customers are a high priority by identifying, and responding to their needs in a timely and efficient manner
Initiative – Recognizes opportunities and initiates actions to capitalize on them by looking for a new and productive ways to make an impact
Innovative Thinking – Embraces and champions new ideas and encourages others to be likewise
Building Organizational Commitment – Demonstrates commitment, loyalty and appreciation for the organization. Conveys a high-level of concern for all employees, while helping to ensure that both their needs and those of the organization are met
Must have a proven track record of successfully recruiting and managing 6-8 person field-based sales teams, leading them to achieve regional business goals
Demonstrated ability to recruit, lead, coach, and motivate top performing Regional VPs and their sales teams.
Proven experience in developing and successfully executing regional sales plans addressing new customer acquisition and existing customer growth
Creativity and proficiency in supporting their team’s sales cycles, including prospecting activity, qualifying opportunities, elevating to executive decision makers, negotiating and closing sales and generating repeat business
Excellent written and verbal communication skills
Ability to interact effectively with corporate management
Must have key established contacts in the corporate training industry
Strong relationship building skills
Proven ability to manage discretionary expenses and operate in a fast growth environment
Experience managing a 6-8 person team of sales professionals
Must have experience leading managers
Experience leading sales teams in software sales is required
Education and Certifications
Bachelor’s degree required
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