AVP Customer Base
About the role
The Area Vice President for Customer Base Sales is a critical leadership role in the North America Revenue Organization, covering all add-on sales in the Enterprise, Majors, and Emerging segments (100 to 12000 employees). This is a direct quota-carrying leadership role (not overlay).
Responsibilities
Develop and execute a strategic sales plan to achieve software and profitability targets, while maximizing solution coverage and win rate.
Direct and lead all new sales activities in customer base segments in the Americas.
Plan and execute demand strategies against the white space in our customer base, build robust pipeline coverage, leverage customer success, marketing and partner teams.
Drive account planning, deal qualification and management activities in line with the defined sales process and framework.
Provide accurate forecasting and budgeting for the business. Ensure teams effectively utilize sales force automation tools.
Engage for deal strategy, execution and contract negotiations. Collaborate and align with cross-functional teams, including services, marketing, ecosystem, advisory, and customer success.
Lead and run all sales operational cadence per the playbook. Create and manage a digital customer base sales motion for lower value transactions.
Build and maintain executive-level relationships with key decision-makers and executives at our largest customer organizations, effectively ensuring Dayforce remains the preferred HCM solution.
Lead and participate in sales meetings and presentations to articulate the value proposition of expansions and upsells, while addressing customer needs and pain points.
Ensure full alignment with Dayforce Customer Relationship Management (CRE) in onboarding, expanding, referencing and renewing customers. Ensure value realization is at the center of customer retention and expansion.
Ensure proper transition of customers to the customer base team.
Set, track and report sales performance metrics for attainment, growth, linearity, participation and conversion. Drive team performance with guidance, coaching, and inspection.
Manage sales performance for contribution and Attainment. Conduct regular performance reviews and provide feedback to sales team members to enhance their strategic selling skills, product competency and competitive capabilities.
Analyze sales data and market trends and identify targeting opportunities, deal cycle and deal size trends, win and attach rates. Conduct regular deal reviews for current quarter and next quarter critical deals.
Recruit, train and develop a sales team with skills and experience aligned to meet Dayforce’s needs and the market. Set clear goals, expectations and development plans for all direct reports. Build succession plans and leadership depth in your organization.
Analyze activity and take action to improve individual and team performance. Ensure Dayforce culture and values are nurtured.
Build and maintain a professional sales team with product and industry expertise, certify on Dayforce solutions.
Requirements
Considered candidates must have in-depth knowledge of and proficiency in selling HCM solutions, Managed and Global Payroll, WFM and HR transformation.
Bachelor’s degree in business, Marketing, Engineering or a related field (MBA preferred)
10-15 years of proven Enterprise sales and sales Leadership
Experience in selling SaaS, Cloud, and complex integrated business process solutions. Understanding private equity is a plus.
Strong understanding of enterprise-level sales processes, including account planning, solution selling, and pipeline management.
Demonstrated success in consistently meeting or exceeding growth sales targets in the HR software or cloud/SaaS industry.
Excellent communication and presentation skills, with the ability to influence and negotiate at executive levels.
Prominent ability to establish and manage C level relationships.
Strong business and financial acumen, high energy and integrity, sense of urgency, work ethic and drive for results are required.
Strategic thinker with the ability to analyze market trends in the HR software and cloud/SaaS space and develop effective sales strategies.
Experience leading and motivating a high-performing sales team.
Results-driven mindset with a strong sense of accountability and ownership.
Skills
Considered candidates must have in-depth knowledge of and proficiency in selling HCM solutions, Managed and Global Payroll, WFM and HR transformation.
Bachelor’s degree in business, Marketing, Engineering or a related field (MBA preferred)
10-15 years of proven Enterprise sales and sales Leadership
Experience in selling SaaS, Cloud, and complex integrated business process solutions. Understanding private equity is a plus.
Strong understanding of enterprise-level sales processes, including account planning, solution selling, and pipeline management.
Demonstrated success in consistently meeting or exceeding growth sales targets in the HR software or cloud/SaaS industry.
Excellent communication and presentation skills, with the ability to influence and negotiate at executive levels.
Prominent ability to establish and manage C level relationships.
Strong business and financial acumen, high energy and integrity, sense of urgency, work ethic and drive for results are required.
Strategic thinker with the ability to analyze market trends in the HR software and cloud/SaaS space and develop effective sales strategies.
Experience leading and motivating a high-performing sales team.
Results-driven mindset with a strong sense of accountability and ownership.
Benefits
Dayforce is fueled by the diversity of our talented employees. We are an equal opportunity employer and consider and embrace ALL individuals and what makes them unique. We believe our employees should be happy and healthy, with peace of mind and a sense of fulfillment. We encourage individuals to apply based on their passions. Dayforce encourages personal and professional growth. We offer excellent time away from work programs, comprehensive wellness initiatives and recognition through competitive pay and benefits. With a commitment to community impact, including volunteer days and our charity, Dayforce Cares we provide opportunities for you to thrive both in your career and personal life. Our focus is not just on your job but on supporting you to be the best version of yourself.
Pay
Please note that the salary range mentioned in this job description should serve simply as a guide. The final compensation offered may vary based on a variety of factors, including bonuses and/or incentives, or a candidate's experience, skills, budget and location. Our company is committed to providing a fair, equitable, and competitive package that reflects the value an individual brings to the organization.
Schedule
Not specified.