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SalaryRemote role.
Candidates must have experience selling embedded of similarly complex software or services.
Please apply through linked-in. All profiles will be reviewed and responsed to.
THE ORGANISATION
We started out as just a few developers working separately on open-source NTFS file system development during the 1990s. Today we’ve grown to the largest team of file systems and storage developers in the world.
We are a global leader in data storage management and networking software, helping people and businesses store and do more with their data.
We create quality-assured file systems, flash management, data access, and network software. Our software is at the core of phones, tablets, cars, TV sets, cameras, drones, external storage, routers, spacecraft, IoT devices, and more.
We have a staff of c.100 highly talented professionals driving current revenues of c.€25 million based in Europe, the United States and Asia
We are passionate, ambitious and are scaling rapidly. We plan to grow from $25 million to $100 million over the next 5 years.
We see many opportunities for growth in the storage industry going forward – and we hope to have you along for the ride!
WHY US?
This role presents a great opportunity for an accomplished sales leader to build a Global Sales organisation in a fast-growing industry leader, as it rapidly scales.
We strive to be a great place to work. Nurturing our people is key to our continued success. We’re committed to maintaining a collaborative and fun working atmosphere. Enjoying our time spent together is a priority, not an afterthought.
In our relationships with each other and the community at large, we embrace diversity and different ways of thinking. From local student tech guilds to global standards organizations, we’re active participants and contributors. We foster community spirit near and far.
Customer success is our success
Customers are at the heart of everything we do. We’re attentive to their needs and work efficiently and flexibly to meet them. Everything we build, we also test rigorously. The end result is quality-driven, reliable storage and networking software, built to expectations.
Great relationships are built on trust
Our people work to achieve common goals, while enjoying the freedom to determine our day-to-day work. We have confidence that our colleagues will handle their responsibilities to the best of their abilities. An open door greets us when we stop by to chat with others, and all our company operations are transparent.
Trust and transparency carry over to our work with customers and partners. They know they can count on us to deliver what we promise. Our strong reputation in the storage industry is built on this assurance.
Make it work.
Everything is possible. Our people are passionate and enthusiastic about what we do. We challenge the status quo and embrace new technologies and new ideas. We’re committed to continuous learning and coach each other along the way.
We're better together!!
THE SALES ORGANISATON
The business is split in to two business units – Enterprise and Embedded. The Embedded business currently accounts for c.90% of revenue.
Our current sales teams are organised by region – EMEA, North America and Asia. The team comprises c.20 regional Sales Leaders, Sales, Key Account Managers and inside sales. The team is further supported by a global Sales Operations Lead.
We are currently hiring a VP-Sales for Enterprise, based in the US. That role will report to this one, with a dotted line to the BU leader – Enterprise.
The future state of the sales organisation required to meet the needs of the business’s growth plans will be determined by the new global Sales Leader, in consultation and partnership with the CEO and the leadership team.
PURPOSE: Why does this job exist?
This role exists to support the growth of the business from €25 million revenue to €100 million and beyond. This will be achieved through the progressive development of our sales organization, capable of supporting our global growth targets and meeting the needs of our business, customers, and stakeholders.
ACCOUNTABILITIES: What are the key deliverables?
The VP – Global Sales will contribute to the business’s success through deliverables such as:
- Meeting revenue and other key performance targets
- Build and lead a high-performance team to support growth to €100 million and beyond.
- Deliver a highly effective sales strategy with supporting talent, process and operations
ACTIVITIES: What does the jobholder have to do?
Leadership of the Global Sales team
- Face of sales towards organization and internal/external stakeholders
- Part of corporate strategy planning and decision making representing sales perspective
- Leader of the people in the sales teams.
- Leader and coach of the regional sales directors that have the responsibility over their own areas
Organization of Sales Team
- Regions, Industries, global accounts
- Recruitments, team growth plans
- Target setting and follow-up with regional directors
- Incentive plans
- High focus on Embedded sales (90% of revenue and sales personnel) but managing the shared responsibility/oversight of sales also focusing on Enterprise (while in transition) – high collaboration with Enterprise BU
Sales gearbox / We ways of working / Gearbox
- Weekly meetings, Global Sales meetings
- One-to-one business review practices with regional directors
- Case coaching
- Account plans
- Sales process planning in co-operation with CRO/revops/inside sales/marketing
Reporting and forecasting
- Accountability of Global Sales pipeline and growth plans
- Global, aligned visibility to sales numbers, progress of pipeline and forecasts in short-term and long-term
- Close collaboration with CRO/revenue operations + COO in best practices of reporting structure and data input to systems
- Use of Salesforce and disciplined reporting practices
Major client work
- Lead from the front. Travel, customer meetings and events.
- Strategic account management together with regional directors
- Deal negotiation, pricing tactics
- Approval/disapproval of T&C together with CEO
- Gatekeeper: when to say no and walk away
RELATIONSHIPS: Who does the jobholder have to work with?
- CEO and the broader leadership team
- Customers
- Partners
- Sales leaders and the broader sales teams
- Internal colleagues across the organisation
HISTORY: How has the vacancy arisen? What expectations has the previous/current jobholder(s) created? What have been the key successes and failures?
This is a new role created to support our global growth plans to €100 million revenue and beyond. It replaces a Global Sales leader role, but the new role has broader scope and context.
Key focus going forward will be on defining a sales strategy, process, operations and talent that maximise value and opportunity as the business scales. Historically, the focus has been leading the existing team and processes with little transformation focus.
CULTURE: What are the values and ‘norms’ surrounding the job?
We are home to a high performing group of professionals. Our teams share the motivation to do their best work, in an industry and sector that they are highly passionate about. We are a great place to work, combining high quality, well rewarded work, with flexibility and work life balance.
We are a flat, open organisation and highly value cooperation, collaboration, and relationship management, both internally and externally.
We have an absolute focus on delivering the highest quality of work and are passionate about our products and our customers. We have a growth mindset, both for our people and the organisation and are high energy, enthusiastic and resilient.
We are multinational and multi-cultural, with a team comprised of over 18 nationalities. We are diverse, we are Inclusive, we are supportive, and we are respectful.
FUTURE: Where might the jobholder move to?
This is the Global Sales lead role, and a key part of the management team. The progression in the role will come from the growing scale and geography of the organisation, as well as opportunities for the role to broaden, as the organisation grows and changes.
EDUCATION AND EXPERIENCE:
- Batchelors degree, ideally in computer science or related area. Masters preferred
- Extensive and progressive experience within software product and/or software development services sales, with a track record of achieving individual and team targets
- Substantial background leading multi-country sales teams to achieve revenue targets
- Has successfully scaled a sales organisation to support rapid growth
- Experience in leading go-to-market strategy
- Strong knowledge of (embedded) software as an industry and business is ideal, but not essential
- Experience selling software services or products into 3rd party projects, products and programs
- Demonstable track record of recruiting, retaining, coaching and developing sales talent
- Experience working with partners / ecosystem players and connections
- Familiarity with business models and pricing structures
- Sufficient technical understanding of what brings value to customers and capable of having business discussions with technical context
