VP of Sales and Business Development
Company: Smart Energy Water
Location: Irvine
Posted on: April 8, 2021
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Job Description:
VP - Sales & Business DevelopmentSmart Energy WaterWeb:
LinkedIn: SEW seeks a proactive, strategic, and forward-leaning
sales leader as the VP - Sales & Business Development, who will
transform and elevate its product sales organization. The
successful candidate will drive SEW's continuing evolution from a
reactive, product-based approach to a proactive, solutions-based
approach, with a strong emphasis on operational excellence. You
will command an in-depth understanding of market, competitor trends
and customer needs. Driving both structural and behavioral change,
you will provide strong leadership to motivate, inspire and elevate
the overall quality and performance of the team. As part of the
Product Sales Leadership Team (PLT), you will also have a seat at
the table to influence SEW corporate investment, financial product,
digital and operational strategies. The VP - Sales & Business
Development, will leverage a consultative and solutions-based
selling experience to lead the development of new clients, while
deepening SEW relationships with existing clients. Importantly, you
will embody SEW's Values, leading a high-performing team with
empathy while driving transformation and performance. Key
Responsibilities -- Lead and inspire a large regional organization
of high- caliber product sales specialists, with expertise in
global digital payments. -- Develop the long-term vision and
strategy for growing the regional product sales team, scaling
day-to-day sales operations accordingly. -- Embed operational
excellence in the product sales process, including the relevant use
of KPIs, metrics, sales materials, etc. -- Act as an internal
advocate for the further development of digital sales, working with
product leaders, client relationship teams and digital teams to
create and execute on a unified multi-channel sales strategy. -- Be
accountable for software and services revenue and the optimization
of payments flows for prospective and existing clients. -- Coach,
mentor and guide the team in developing and enhancing sales
playbooks. -- Effectively work cross-functionally to shape SEW's
product roadmap to meet client needs. -- Inspire, motivate and
develop individual team members, enhancing the capacity of the
team. DESIRED OUTCOMES -- Drive the continuing transformation from
a reactive, product-based sales approach to a more proactive,
solution-focused approach. -- Ensure the product sales organization
has a strong organizational vision, strategy, and roadmap. Improve
operational excellence through extensive use of data, metrics, and
analytics. -- Act as an advocate for multi-channel digital and
analog sales, and work with the product leaders to make it as easy
and frictionless as possible to do business with SEW. -- Reinforce
a culture of accountability and excellence within the team,
upgrade, mentor and retrain talent where necessary, and drive
improved performance. Qualifications The successful candidate for
the VP - Sales & Business Development role will have a strong track
record of sales leadership in a software product & consulting
service environment. You will bring extensive knowledge of the
software and technology consulting landscape. Experience developing
market strategies, and an ability to understand industry trends to
drive competitive advantage, are also important requirements of the
role. Ideally, the successful candidate will also have experience
of driving a transformation within a sales organization,
redesigning the sales process to make it more systematic,
solution-focused, and proactive. You should be a believer in
digital and will be expected to advocate strongly for the necessary
product enhancements to accelerate digital sales growth. Ideal
Experience -- 15+ years of sales leadership experience in software
product & consulting service -- Experience in energy /
municipalities and related industry is plus -- Proven people
leadership experience -- Demonstrated track record of leading a 10+
person, cross functional team across sales, product specialists,
implementation specialists and account management -- Track record
of driving sales transformation and sales excellence -- Including
establishing strong proactive sales processes that are
metrics-driven and analytically managed, transforming
organizational structures and talent models, and integrating
digital and analog into unified sales strategies -- Proven
experience in integrating digital into the overall sales strategy
Critical Leadership Capabilities In leading a sizable product sales
organization to become more solution-focused and digitally enabled,
the successful candidate for this leadership role will demonstrate
the following capabilities Driving Results -- Leads the SEW product
sales organization to deliver its client and financial goals,
seizing opportunities to expand market share, drive revenues,
improve cross-sell rates, and otherwise contribute to the vitality
and profitability of SEW. -- Creates a performance-oriented sales
environment through structural and behavioral changes, by
establishing clear, measurable targets and goals, and driving
greater accountability. -- Identifies and drives new business
partnership opportunities in the innovation economy to fill key
gaps in solutions offered by SEW and drive long term competitive
differentiation. -- Brings industry perspective on best practices
and trends to drive improvements in the Product organization.
Leading People -- Establishes a strong vision that inspires the
Sales organization as well as partner teams. Rallies people and
empowers teams to drive towards that vision. Drives the creation
and manages the overall execution of a strategic roadmap to
implement the vision. -- Reinforces SEW's culture and Values where
open debate and critical thinking are celebrated. Collaborates with
the team to solve problems and discuss challenging issues. --
Empowers team members to achieve their objectives and develop as
professionals. Collaborates with area sales leaders to establish
goals and metrics that align with the overall product sales
strategy. -- Designs a performance management process to monitor
sales activities and deliver results that exceed expectations. --
Regularly reviews organizational progress against plans and focuses
attention to achieve short-term sales targets and longer-term
transformation objectives. -- Establishes a talent strategy and job
family design that reflects the skills needed to execute on the
product sales strategy, while championing efforts to create an
effective training curriculum for associates. Collaborating and
Influencing -- Creates a shared vision and roadmap rallies the SEW
product organization and partner functions to achieve goals and to
partner effectively with cross-functional teams. -- Engages
colleagues to gain alignment and commitment to client priorities
and market opportunities, linking these perspectives to the overall
corporate strategy. -- Adapts approach to the audience,
anticipating impact of words and actions, preparing for possible
resistance and responding in an appropriate style. -- Fosters a
team environment where conflicts are resolved using a balance of
empathy and forthrightness. Embraces Analytics and Operational
Excellence -- Leverages data to establish transparent goals,
monitor and improve performance. -- Exhibits operational
excellence, including process, role, and org improvement and
transformation -- Champions the adoption of digital sales
enablement tools with the sales teams. "SEW is an equal opportunity
employer and all qualified applicants will receive consideration
for employment without regard to race, color, religion, sex, sexual
orientation, gender identity or expression, pregnancy, age,
national origin, disability status, genetic information, protected
veteran status, or any other characteristic protected by law."
Keywords: Smart Energy Water, Irvine , VP of Sales and Business Development, Executive , Irvine, California
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