Vice President Sales, Americas (Remote US or Canada)

Responsibilities

Develop and execute a strategic sales plan focused on growing revenue within the company’s most critical and high-value accounts.
Identify potential strategic partners, alliances, and relationships to expand core products lines or by introducing new product lines to the organization.
Lead the region in strategic planning and sales execution of accounts.
Identify and implement market-driven strategies to achieve revenue goals.
Identify and prioritize high-impact opportunities across existing accounts.
Contribute to the strategic planning and execution of all sales and marketing activities.

Customer & Relationship Management

Build and maintain senior-level relationships with key partners and clients, acting as a trusted advisor and executive sponsor.
Anticipate client needs and proactively address concerns or opportunities.
Working with the Director of Partner programs, build on the relationship of partners, alliances and key clients.

Sales Leadership & Team Development

Lead a sales team of 20 including 6 direct reports, providing coaching, mentorship, and performance management.
Set performance expectations, coach for growth, and create accountability.
Ensure proper training and resources are available for the sales team.
Recruit and develop top sales talent.
Foster a culture of collaboration, ambition, and customer excellence.

Financial Acumen & Commercial Strategy

Oversee pricing strategy, contract negotiations, and revenue forecasting.
Ensure profitability and long-term value through rigorous financial analysis.
Align sales efforts with corporate financial goals and budgeting.
Maintain financial targets and sales pipeline generation targets, with a bias towards enterprise software opportunities.
Identify growth opportunities within accounts, including upsell, cross-sell, and partnership expansion.

Collaboration & Influence

Collaborate cross-functionally with Product, Services, PreSales, Marketing, Finance, to align account strategy with broader business objectives and deliver integrated solutions.
Influence internal stakeholders to prioritize strategic account needs.
Navigate matrixed environments to align resources around shared goals.

Data-Driven Decision Making

Use of market data to drive prioritization of sales effort.
Leverage CRM and reporting tools to monitor performance and pipeline health.
Leverage data to adjust strategy and improve sales effectiveness.
Establish and track OKRs, for example new logo growth, deal velocity, and margin.
Track, analyze, and report on key account metrics, pipeline health, and forecast accuracy.

About the Role

Minimum 15 years of software sales experience, including a minimum of 10 years of Sales Leadership experience working with partner programs to develop accounts.
Strong preference for candidates with extensive Physical Security experience.
Bachelor's degree in technical or business field preferred.
Proven ability to build, inspire and grow high performing teams.
Proven success managing multi-million-dollar accounts and delivering consistent revenue growth through partnership and channel programs.
Demonstrated experience with managing large, strategic accounts and midsize accounts.
Ability to demonstrate fundamental measure of success by exceeding past sales metrics.
Proven track record of building new logo business via partner programs.
Proven ability to manage through influence.
Strong organizational navigation skills balanced with a "get it done" attitude in global and multi-disciplinary environment.
Demonstrated ability to build and maintain relationships with team participants, business stakeholders and Senior Management across organizational boundaries, and lead cross-functional teams.
Demonstrated strong business acumen, commercial acumen and executive presence.
Excellent negotiation, communication, presentation and interpersonal skills.
Experience leading and mentoring sales teams.