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VP of Sales and Business Development

Company: Smart Energy Water
Location: Irvine
Posted on: April 8, 2021

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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