Vice President, Mid-Market

Job Summary

The Vice President, Mid-Market Sales is a leadership role responsible for leading an inside sales organization to achieve team sales goals. This role leads and motivates multiple teams of Mid-Market Sales Managers and Sales Representatives to meet sales targets in a hybrid, remote and office-based environment. This role will be responsible for providing strong leadership, achieving sales targets and managing sales rep productivity including a strong performance management culture. This role operates at a key functional intersection including both tactical execution of selling activities as well as being a leadership presence with customers and working with executive leaders in and across the company. The primary objective of this position being to achieve the team sales goals.

Responsibilities

Essential duties and responsibilities include the following. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Responsible for providing strategic direction and leadership for a team of Mid-Market Sales Managers and Sales team to achieve assigned business targets

• Lead the hiring strategy in partnership with People Experience team to cultivate an office-based culture in Folsom HQ office, as well as mentor and set example with hiring managers in interview process.

• Analyze root cause of performance goals that fall short of target and rapidly deploy appropriate countermeasures to ensure achievement of sales goals

• Model and direct frequent, consistent and effective communication across all levels of the organization that ensures execution excellence and trusting relationships

• Constant vigilance in proper documentation and quality controls necessary to ensure the sales goals are met

• Work with Sales Operations to develop metrics and reports which will improve sales results and drive efficiencies

• Understand deals for territory, coach the Sales Managers on successful deal strategy, and drive them to successful discovery, objection-handling, deal timeline management, etc.

• Mentor the Sales team on how to identify best opportunities to be competitive in the territory -competitive pricing, strategic products, partnerships, references, lobbyists, etc.

• Identify areas for improvement and coach the team in those areas

• Identify opportunities for Executive Team involvement

• Drive collaboration in our parallel Sales model with Solution Specialist teams

• Host Weekly Sales Meetings to address team needs; expect full attendance from team

• Hold weekly 1:1's with each Sales Manager, which includes reviewing progress towards quota, pipeline growth, forecast & forecasting accuracy, deal status, quarterly performance, GAP plans, and any performance-management tools (coaching plans or performance improvement plans)

• Submit territory Weekly Forecasts based on your inspection of your Sales Managers individual forecast submissions

• Follow-up with team directly on initiatives/communications sent to All Sales as it applies to team

• Ensure team is prepared for QBRs and completes an annual Territory Plan which is designed to grow the business

• Actively participate in QBRs

• Work with your leadership to Identify areas of needed training/improvement and engage sales enablement, etc.

• Other duties as assigned

Qualifications

To be considered for and to perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required.

Bachelor's Degree

• 7-10 years+ experience in sales including enterprise technology sales

• Prior inside sales management experience, including managing front line supervisors and leading teams to attaining both new and cross-sell quota

• Proven track record of sales skills; Educational Technology sales skills are a plus

• Ability to ascertain opportunity and risk in pipeline

• Strong leadership and goal setting ability

• Ability to drive sales results in a demanding, fast paced environment with high level of energy, motivation and flexibility

• Strong verbal and written communications skill

• Experience using CRM systems (Salesforce.com preferred)

• Ability to accurately forecast sales on a weekly, monthly, quarterly and annual basis

• Excellent presentation and product demonstration skills

• Ability to analyze and develop quality business and territory plans

• Works well in a collaborative environment

Competencies

• What someone needs to do in the role

• Driving Results and Execution

- Ability to build excellence by setting clear goals with exceptional follow-through to ensure execution and goal achievement. Makes and acts on tough decisions with a sense of urgency. Systematically gathers information, sorts through issues, and seeks input from others to develop a multi-faceted perspective. Considers short-term and long-term consequences. Accountable for own actions and performance and for team actions and performance. Monitors decision quality and adjusts as necessary.

• Business Acumen

• Understands PowerSchool, the market, the industry and the competition. Create and adjusts strategy that balances short and long-term goals. Keeps teams' work aligned with overall goals which lead to individual and department success. Maintains and develops advanced system and technical skills for any relevant/applicable systems and platforms based on role.

• Communication (Verbal & Written) - Communicates well both verbally and in writing. Shares important information and ideas with key stakeholders using effective methods and channels in a timely manner. Identifies other functions and groups that would benefit from information sharing. Cascades company and departmental information appropriately and shares information that is actionable and meaningful.

• Collaboration

• Fosters cooperation, communication and commitment among groups and teams. Anticipates and resolves conflicts and removes barriers to success. Turns team diversity into an advantage. Encourages collaboration within and across organizational boundaries.

• Emotional Intelligence

• Engages easily and effectively with a variety of people. Successfully solicits needed effort and support from others. Negotiates effectively. Has good listening skills, builds strong relationships, demonstrates flexibility and handles cultural differences effectively. Defuse conflict before it starts. Resolve disagreements in a way that all individuals feel heard and respected, and that brings out the best thinking to find causes of and solutions to problems.

• Change Leadership

• Acts as a key player in managing corporate change initiatives. Initiates and drives constructive corporate, organization and/or work group changes. Encourages continuous process improvement and avoids status quo. Deals with ambiguity effectively and achieves process during uncertain times. Serves as a role model for managing change effectively.

• Leadership Development

• Inspires and motivates others throughout the organization. Able to cascade and be a champion for organization vision and purpose. Possess a general manager perspective, leads through change and adversity, makes the tough call when needed, builds consensus when appropriate, motivates and encourages others. Supports others' growth and achievement. Provides coaching, challenges, and develops employees. Provides visibility and opportunity. Effectively represents the company to internal and external individuals and/or audience.