Description
**Applicants for the position must be located in PST**
Position Purpose
The Market Leader is responsible for hiring, developing, and coaching, a team of Account Executives and Partner Alliance Managers, ensuring their overall success and quota attainment. The Market Leader role will drive the achievement of global company revenue goals and/or in their regional marketplace; based on the level of experience and knowledge, the position may require leading a dedicated global team.
Key Responsibilities
- Work closely with the Global Sales Officer and develop strategies and execute day-to-day sales activities.
- In assigned markets, execute business plans and strategies for developing new business and expansion within existing customers accounts.
- Develop and nurture strategic partnerships to further company goals.
- Provide context and visibility on volume statistics, sales pipeline, conversation of sales opportunities and playbook effectiveness.
- Facilitate a weekly roll-up of monthly forecasts of targets. Enable team members to accurately forecast their own pipeline and apply judgment to the forecasts as it rolled up to Leadership.
- Intimate knowledge of active deals in pipeline, working with team members to move deals through the sales process.
- Enablement of team members in line with our chosen sales methodology and enforcement of this methodology through coaching and sales review.
- Participate in and guide your team through qualification of opportunities with prospective customers.
- Collaborating with other teams at Phocas, including Marketing, Customer and Growth Operations.
- Collaborate with People and Culture to maintain a positive culture and support successful talent management and performance.
- Build up and support the direct reports on your team with coaching, training, skill-building, encouragement, and genuine recognition.
- Keep up to date and understand competitive products and pricing strategies to ensure Phocas retains and grow market share.
- Stay current with Phocas software, system information, new features/enhancements and product offerings.
- Attend trade shows and other industry events to showcase Phocas products/ solutions.
Key responsibility for this role may include being a Business Process Owner (BPO):
- Managing end-to-end processes including the methods, tools and policies.
- Implementation, maintenance and improvement of this process.
- Help define, document and enforce a process to meet/ ensure compliance with company standards and applicable legislation.
- Knowledge/ experience working with data and systems that require regulatory compliance.
Requirements
Essential Requirements
- 3-5+ years of SaaS experience in sales/ business development, closing role(s) and/or sales management roles in a B2B environment.
- Prior experience in a sales leadership role managing a team, developing and implementing best practices.
- Track record of meeting or exceeding quota both as an individual and team leader.
- Experience in building and expanding an account executive team while building the revenue growth engine.
- Exceptional history of career development (history of individual success & promotions).
- Excellent presentation and communication skills.
- Works well in a remote and fast-paced environment.
- Proficiency with a modern revenue tech stack: Salesforce.com, HubSpot, spreadsheets, sales automation platforms (Outreach/ Salesloft, ZoomInfo, Gong, etc.), ABM tools (Demandbase/ 6Sense), Social Selling (LinkedIn Sales Nav and VidYard).
- Ability to travel 20-40% of the time (domestic & international travel).Minimum 5 years prior experience working in a Sales, Marketing or Account Management role, ideally with software-based solutions and B2B environment.
Desirable requirements
- Experience in business intelligence, accounting technology and ERP solutions.
- Prior experience with HubSpot preferred. Position Description – Market Leader – March 2023
- Prior experience selling and/or working within our target markets, such as Manufacturing, Distribution, Retail, Services, etc.
- Financial experience or exposure to, or knowledge of budgets, forecasts, and financial statements (financial planning and analysis)
Qualification/Education Requirements
- Bachelor’s degree in Business/ Sales/ Marketing or equivalent. In lieu of education, equivalent experience required.
- Previous Sales Methodology (SPIN, Challenger, Force, Meddic) training highly desired.
Skills/Attributes
- Strong leadership and relationship building skills to create shared vision, a constructive culture and commitment to delivering results.
- Excellent coaching and mentoring skills.
- Highly self-motivated with a strong hunger to achieve personal and team goals.
- Excellent interpersonal and communication skills.
- An exceptional listener with solid public speaking/presentation skills. #
- Highly analytical; think and act strategically.
- A good problem-solver who has a demonstrated ability to overcome challenges with creative solutions.
- A lifelong learner with a passion for sales and business.
- Strong operational (hands-on) approach to ensuring the execution of sales strategy.
- Demonstrates managerial courage making hard decisions and doing what is right.
- Adopts a growth mindset and a willingness to embrace new challenges and opportunities to grow
A bit about us:
We’re a business planning and analytics company on a mission to make people feel good about data. We’ve been hard at it for 20 years, helping 2,300 companies turn complex business data into performance boosting results. Despite our global status of 300 world-class humans, we’ve held on to our start-up roots. The result is a workplace that’s fast, exciting and designed for fun.Whether you want to try out new sales tactics, lead a project, champion wellness, or spend more with the kids, you’ll have our full support.
As long as you’re doing what makes you happy, the rest falls into place.
Create your happy place!!
Compensation for the position depends on experience. A fully qualified candidate can expect a salary of between $110,000 and $125,000 with a commission plan
Benefits
- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k, IRA)
- Life Insurance (Basic, Voluntary & AD&D)
- Paid Time Off (Vacation, Sick & Public Holidays)
- Family Leave (Maternity, Paternity)
- Short Term & Long Term Disability
- Training & Development
- Work From Home
- Wellness Resources
We are a 2024 Circle Back Initiative Employer – we commit to respond to every applicant.Phocas is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.#LI-EB1#LI-Remote
