VP of Global Indirect Sales and WW Partners

At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award winning and industry favorite tools TestComplete, Swagger, Cucumber, ReadyAPI, Zephyr are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft.

About the role

As a Vice President of Global Indirect Sales and WW Partners you will:

• Support and lead a sales culture of success and ongoing business development against company goals
• Develop plans and strategies for evangelizing and developing business to achieve the company’s aggressive revenue and profit objectives over the coming 3 – 5 years.
• Lead and develop the existing Melbourne based direct Sales teams, working with Melbourne based sales manager on day-to-day bases to ensure their alignment and collaboration with the supporting teams, operations and functions
• Establish and manage the required metrics for sales funnel management.  Provide detailed and accurate sales forecasting
• Define and oversee incentive programs that support the attainment of company sales objectives, and motivate the sales team to achieve their individual sales targets.
• Define and coordinate sales training programs that enable staff to achieve their potential, ensuring outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.
• Develop a program of support and mentorship to the existing sales management team to ensure appropriate succession planning and career development
• Work alongside and in support of the Channel Management team, building and supporting channel and distribution strategies and programs where appropriate.
• Work closely and cooperatively with the Marketing function to define and refine the value proposition and execute lead generation programs.
• Assist in the corporate budget planning process, specifically in sales forecasting and sales pipeline management.   As a member of the sales management team, be the lead on driving the top line, and share in achieving the bottom line objectives.
• Monitor customer, market and competitor activity and provide feedback to company leadership team and other functions

We are looking for you if you have : 

• 10+ years sales experience, with 5+ years SaaS/software sales experience, and at least 4 years in a senior management role. Experiences in Multi-Nationals as well as start-ups a plus.
• A versatile player-coach, with track record of leading and developing both a sales leadership  and sales and business development representatives. Be comfortable overseeing an inside sales team, and be able and willing to directly manage relationships with large accounts.
• Tangible experience scaling an inside sales operation to sell to mid-sized businesses with a 30 to 60 day sales cycle and average deal size in the $10K to $50K range.
• Experienced in large enterprise sales cycles of three to six months and an average deal size of $100K to $500K per sale.
• Work related experience with a company of growing revenues from $1M to $10M+.
• Established contacts and maintain relationships with potential customers and channel partners.
• Commitment to exceed customer expectations and contribute to a high level of customer satisfaction.
• Ability to plan and manage at both the strategic and operational levels.
• Experience in choosing, deploying and using marketing and sales applications, including salesforce.com.
• Excellent interpersonal, verbal and written communications skills.
• Demonstrated ability to multi-task and work in a dynamic, fast-paced setting.
• Proven ability to work well under pressure and handle stress personally and professionally.

Why you should join the SmartBear crew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We’ve won major industry(product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.

SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status.

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