This position will play a key role in the growth and expansion of our customer base and market share at Split. As Sales Account Director you will be responsible for taking a lead role in identifying, qualifying, pursuing, winning and closing business opportunities within your territory. The Sales Account Director position drives results across four critical success factors: Customer and Partner Loyalty, Business Results, and Operational Excellence. This position will report to the Director of Enterprise Sales. The ideal candidate will be based in the London, United Kingdom area in a remote role. We Value the Journey: Your Days at Split We make the most of every day acting with urgency and determinatio n. Meet or exceed revenue quota and bookings. Demonstrate outstanding execution track record along sales cycle, ensuring Split's sales methodologies and common processes are in place, defining clear strategic account engagement guidelines. Monitor and take the necessary measures to ensure that you've developed an adequate pipeline of opportunities and demand generation for consistent growth within your account portfolio. Establish and maintain accurate, timely and documented sales revenue forecasting procedures, providing the required updates to Salesforce and Split executive management. Ensure all of these and other administrative duties are done in a timely fashion i.e. expenses-monthly, Salesforce (CRM system) updated real-time weekly at a minimum, scheduled calls attended, etc. Build a network of executive relationships across industry, community and business groups and with key partners and customers. Successfully close new business by qualifying opportunities and securing demonstrations/meetings with key decision makers. Manage your existing customer relationships to develop a strong reference base for Split products and services. Assist in the ongoing account management toward the goal of complete customer satisfaction. Work closely with all Split service and support teams to manage through and customer issues or concerns. Operate internally and externally as a good team player. Make sure you're working collaboratively at all levels and help align our goals in a positive and constructive manner. Continually refine your abilities around complex, consultative selling skills and work with sales management to ensure a training program is instituted as required. We Believe in Bold: About You Experimentation is core to our culture - let's iterate til' we win. Proven experience in managing and closing enterprise sales at a SaaS company, preferably DevOps, Observability, or a related market Preferred experience selling to Developers Ability to clearly demonstrate comfort with senior level meetings and presentations. Communication skills - ability to communicate at different levels within partner and end user organizations. Manage/follow - The Split Sales Process (MEDDPICC) in a clear and consistent manner with continual buy-in from the customer including setting and communicating agendas, creating clear expectations and the right to ask, sending thank you notes, etc.
May 01, 2024
Full time
This position will play a key role in the growth and expansion of our customer base and market share at Split. As Sales Account Director you will be responsible for taking a lead role in identifying, qualifying, pursuing, winning and closing business opportunities within your territory. The Sales Account Director position drives results across four critical success factors: Customer and Partner Loyalty, Business Results, and Operational Excellence. This position will report to the Director of Enterprise Sales. The ideal candidate will be based in the London, United Kingdom area in a remote role. We Value the Journey: Your Days at Split We make the most of every day acting with urgency and determinatio n. Meet or exceed revenue quota and bookings. Demonstrate outstanding execution track record along sales cycle, ensuring Split's sales methodologies and common processes are in place, defining clear strategic account engagement guidelines. Monitor and take the necessary measures to ensure that you've developed an adequate pipeline of opportunities and demand generation for consistent growth within your account portfolio. Establish and maintain accurate, timely and documented sales revenue forecasting procedures, providing the required updates to Salesforce and Split executive management. Ensure all of these and other administrative duties are done in a timely fashion i.e. expenses-monthly, Salesforce (CRM system) updated real-time weekly at a minimum, scheduled calls attended, etc. Build a network of executive relationships across industry, community and business groups and with key partners and customers. Successfully close new business by qualifying opportunities and securing demonstrations/meetings with key decision makers. Manage your existing customer relationships to develop a strong reference base for Split products and services. Assist in the ongoing account management toward the goal of complete customer satisfaction. Work closely with all Split service and support teams to manage through and customer issues or concerns. Operate internally and externally as a good team player. Make sure you're working collaboratively at all levels and help align our goals in a positive and constructive manner. Continually refine your abilities around complex, consultative selling skills and work with sales management to ensure a training program is instituted as required. We Believe in Bold: About You Experimentation is core to our culture - let's iterate til' we win. Proven experience in managing and closing enterprise sales at a SaaS company, preferably DevOps, Observability, or a related market Preferred experience selling to Developers Ability to clearly demonstrate comfort with senior level meetings and presentations. Communication skills - ability to communicate at different levels within partner and end user organizations. Manage/follow - The Split Sales Process (MEDDPICC) in a clear and consistent manner with continual buy-in from the customer including setting and communicating agendas, creating clear expectations and the right to ask, sending thank you notes, etc.
Are you a highly accomplished Sales Director within the Insurance industry, known for exceeding goals, and accelerating revenue growth? Are you excited by a unique opportunity to accelerate your sales career within a fast growing company that is disrupting the global insurance sector and pushing the boundaries of Insurance Technology? Are you motivated by a highly competitive package and contributing to the success of a global top 50 Insurtech? Do you have experience of leading and inspiring a dynamic sales team, fostering a culture of innovation, resilience, and adaptability ABOUT US INSTANDA is a pioneering Insurtech platform that is revolutionising the insurance industry by offering insurers a versatile tool to create, manage, and distribute digital insurance products. Our innovative technology empowers insurance carriers to adapt swiftly to market demands and navigate the evolving landscape. INSTANDA has grown significantly in recent years and we are now a team of 180+ employees based in the UK, EMEA and US, with partnerships that operate worldwide. We're continuing to grow our business and our Sales team is at the forefront of our growth plans. Our company was built by looking at the world through a different lens and our culture today reflects that by encouraging you to be yourself, speak your mind, and share your opinions. We want people who want to push themselves, be part of something great, and be prepared to challenge if they think there is a better way. Collaboration sits at the heart of how we operate, it has fueled our growth enormously and our aim to be 'world class'. So if this sounds like the place you can thrive in and grow your career, please keep reading! Follow us to learn more: LinkedIn Twitter YouTube ABOUT THE OPPORTUNITY You will spearhead our expansion efforts in UK & EMEA, and will be instrumental in delivering INSTANDA's revenue growth within either the Property & Casualty or Life & Health markets. You will leverage your experience of solution based selling to drive growth, and have accountability for building strategic partnerships. Using your industry experience you will define and deliver the revenue strategy and help build brand awareness with presence at key conferences and events. You'll have access to a proven and effective playbook, and extensive evidence of success across our existing portfolio of clients to support winning new clients. In addition, you'll have a strong support team comprised of highly experienced sales and marketing professionals, to aid the sales process. Responsibilities will include: Business Development: Develop key relationships with Insurance industry executives for targeted clients/ accounts, by securing discussions in pursuit of mid-tier/ enterprise, multi-year SaaS agreements. Confidently build strong networks with C-Suite and other senior executives at Insurance companies. Stay well-connected with clients to ensure broad market needs are being incorporated into the product development and enhancement cycle. Develop a comprehensive revenue strategy including marketplace analysis, competitive analysis, pricing analysis, and channel mix. Revenue Strategy: Develop a comprehensive sales execution plan that aligns market segments, sales resources, marketing approaches and channels to the revenue financial plan. Collaborate with finance, product management, and marketing on messaging, pricing strategies, and business models to achieve revenue goals. Proactively review sales performance vs sales plan, creating a detailed plan to manage revenue that is at risk. Leadership / Management Identify and resolve issues across marketing / sales and account management function Hire, mentor, train, and manage all revenue generating resources Ensure each team member has a clear development plan and performance management plan. Where appropriate attend client sales presentations to provide sponsorship, guidance, and performance management to sales resources. Pipeline Management: Develop a clear sales pipeline that includes the methodology to move opportunities from leads to sales. This includes definition of sales stages, % probability of close by stage, criteria for stage advancement, involvement of key sales resources in each stage, and accurate opportunity forecasting. Develop and execute the sales process, ensuring deals have clear pursuit strategies, stakeholder plans, appropriate internal resources to win, and professional sales presentations/proposals. Lead contract negotiation sessions with the client and key internal stakeholders. Partner sales management: Identify additional sales related partner channels to expand the opportunity network; technology partners, influencers, potential resellers. Ensure partners are motivated to recommend INSTANDA; provide executive sponsorship to partner sales resources. 10+ years, extensive sales experience within the insurance sector. Proven track record of winning new business and growing revenue through mid-tier/ enterprise sales deals. Experience of structuring, negotiating, and executing deals that have driven a material, financial and strategic impact for current or past organisations. Ability to think strategically and thoughtfully, to ensure INSTANDA is pursuing the right opportunities that will yield the most impact - financially and strategically. Deep knowledge of the Insurance sector, ideally spanning P&C and/ or L&H markets. Executive presence and communication, with the ability to influence. Excellent communication and interpersonal skills and an articulate presenter of solutions. Strong business and commercial acumen, with a bias towards execution. Strong analytical, problem-solving, and decision-making skills with the ability to leverage data/ insights to drive action and results. Highly entrepreneurial, with an 'owners' mindset Inspirational leadership style and hands-on approach. SaaS and Policy Administration experience would be advantageous. Highly competitive salary and commission structure Inclusion in the company share plan Generous 28 days holiday allowance, in addition to public holidays. For every year of service you complete, we'll give you an additional days holiday (max. 5 days) Hybrid working, we let you choose the days you work from our London office. £100 per month to put towards wellness activities. Annual learning & development allowance of £1,250 and free access to LinkedIn learning and Microsoft ESI learning platforms Life cover; income protection and participation in the company pension scheme Additional Information: You must be eligible to work in the UK for this role. We are unable to provide sponsorship. We are not partnering with external staffing agencies for this role, so please apply directly. As part of our application process, you will be prompted to provide details of any reasonable adjustments to our recruitment process that you need.
Apr 30, 2024
Full time
Are you a highly accomplished Sales Director within the Insurance industry, known for exceeding goals, and accelerating revenue growth? Are you excited by a unique opportunity to accelerate your sales career within a fast growing company that is disrupting the global insurance sector and pushing the boundaries of Insurance Technology? Are you motivated by a highly competitive package and contributing to the success of a global top 50 Insurtech? Do you have experience of leading and inspiring a dynamic sales team, fostering a culture of innovation, resilience, and adaptability ABOUT US INSTANDA is a pioneering Insurtech platform that is revolutionising the insurance industry by offering insurers a versatile tool to create, manage, and distribute digital insurance products. Our innovative technology empowers insurance carriers to adapt swiftly to market demands and navigate the evolving landscape. INSTANDA has grown significantly in recent years and we are now a team of 180+ employees based in the UK, EMEA and US, with partnerships that operate worldwide. We're continuing to grow our business and our Sales team is at the forefront of our growth plans. Our company was built by looking at the world through a different lens and our culture today reflects that by encouraging you to be yourself, speak your mind, and share your opinions. We want people who want to push themselves, be part of something great, and be prepared to challenge if they think there is a better way. Collaboration sits at the heart of how we operate, it has fueled our growth enormously and our aim to be 'world class'. So if this sounds like the place you can thrive in and grow your career, please keep reading! Follow us to learn more: LinkedIn Twitter YouTube ABOUT THE OPPORTUNITY You will spearhead our expansion efforts in UK & EMEA, and will be instrumental in delivering INSTANDA's revenue growth within either the Property & Casualty or Life & Health markets. You will leverage your experience of solution based selling to drive growth, and have accountability for building strategic partnerships. Using your industry experience you will define and deliver the revenue strategy and help build brand awareness with presence at key conferences and events. You'll have access to a proven and effective playbook, and extensive evidence of success across our existing portfolio of clients to support winning new clients. In addition, you'll have a strong support team comprised of highly experienced sales and marketing professionals, to aid the sales process. Responsibilities will include: Business Development: Develop key relationships with Insurance industry executives for targeted clients/ accounts, by securing discussions in pursuit of mid-tier/ enterprise, multi-year SaaS agreements. Confidently build strong networks with C-Suite and other senior executives at Insurance companies. Stay well-connected with clients to ensure broad market needs are being incorporated into the product development and enhancement cycle. Develop a comprehensive revenue strategy including marketplace analysis, competitive analysis, pricing analysis, and channel mix. Revenue Strategy: Develop a comprehensive sales execution plan that aligns market segments, sales resources, marketing approaches and channels to the revenue financial plan. Collaborate with finance, product management, and marketing on messaging, pricing strategies, and business models to achieve revenue goals. Proactively review sales performance vs sales plan, creating a detailed plan to manage revenue that is at risk. Leadership / Management Identify and resolve issues across marketing / sales and account management function Hire, mentor, train, and manage all revenue generating resources Ensure each team member has a clear development plan and performance management plan. Where appropriate attend client sales presentations to provide sponsorship, guidance, and performance management to sales resources. Pipeline Management: Develop a clear sales pipeline that includes the methodology to move opportunities from leads to sales. This includes definition of sales stages, % probability of close by stage, criteria for stage advancement, involvement of key sales resources in each stage, and accurate opportunity forecasting. Develop and execute the sales process, ensuring deals have clear pursuit strategies, stakeholder plans, appropriate internal resources to win, and professional sales presentations/proposals. Lead contract negotiation sessions with the client and key internal stakeholders. Partner sales management: Identify additional sales related partner channels to expand the opportunity network; technology partners, influencers, potential resellers. Ensure partners are motivated to recommend INSTANDA; provide executive sponsorship to partner sales resources. 10+ years, extensive sales experience within the insurance sector. Proven track record of winning new business and growing revenue through mid-tier/ enterprise sales deals. Experience of structuring, negotiating, and executing deals that have driven a material, financial and strategic impact for current or past organisations. Ability to think strategically and thoughtfully, to ensure INSTANDA is pursuing the right opportunities that will yield the most impact - financially and strategically. Deep knowledge of the Insurance sector, ideally spanning P&C and/ or L&H markets. Executive presence and communication, with the ability to influence. Excellent communication and interpersonal skills and an articulate presenter of solutions. Strong business and commercial acumen, with a bias towards execution. Strong analytical, problem-solving, and decision-making skills with the ability to leverage data/ insights to drive action and results. Highly entrepreneurial, with an 'owners' mindset Inspirational leadership style and hands-on approach. SaaS and Policy Administration experience would be advantageous. Highly competitive salary and commission structure Inclusion in the company share plan Generous 28 days holiday allowance, in addition to public holidays. For every year of service you complete, we'll give you an additional days holiday (max. 5 days) Hybrid working, we let you choose the days you work from our London office. £100 per month to put towards wellness activities. Annual learning & development allowance of £1,250 and free access to LinkedIn learning and Microsoft ESI learning platforms Life cover; income protection and participation in the company pension scheme Additional Information: You must be eligible to work in the UK for this role. We are unable to provide sponsorship. We are not partnering with external staffing agencies for this role, so please apply directly. As part of our application process, you will be prompted to provide details of any reasonable adjustments to our recruitment process that you need.
From our start in 2015, we have had strong growth, especially in Sweden, and now we are increasing the pace both in Sweden and internationally, starting with the UK market. We are seeking a experienced Head of Public Sector to spearhead our expansion efforts to the UK. About the role: As Head of Public Sector, you will play a pivotal role in driving the growth and expansion of our business. That means that you will: Develop and implement an effective sales strategy and execution to drive growth in Public Sector. Lead and manage the sales pipeline from A-Z: creating and closing opportunities, influencing key decision makers and more. Write and submit RFIs and RFPs. Collaborate closely with Expansion Trainee and Managing Director to align sales efforts with marketing campaigns and customer retention initaitives. Monitor and report on Sales performance metrics, providing regular updates with the executive team. Develop and maintain a deep understanding of our products and services to effectively communicate their value proposition to clients. Stay informed of industry developments, best practices, and emerging trends in interpretation services to ensure a competitive edge. About you: Proven track record of success in Enterprise Sales towards public sector roles, preferably in the Translation/Interpretation industry. Minimum 3 years of experience in selling to Public Sector. Experience of influencing key decision makers in public sector and curating them with relevant messaging. Strong knowledge of the targeted market. Demonstrated experience in developing and executing sales strategies that resulted in significant revenue growth. Excellent leadership and people management skills, with the ability to motivate and inspire teams. Strong business acumen and strategic thinking, with the ability to analye market trends and customer needs to identifty growth opportunities. Exceptional communication skills, with the abvility to build and maintain relationships with key stakeholders. Results-oriented mindset, with a focus on achieving and exceeding targets. Can-do and fearless attitude, entrepreneurial and desire to be part of a growth journey. Experience in using public tender platforms. About us: DigitalTolk turned the interpretation industry upside down in many ways. Simply because we offer Interpretation-as-a-Service to our interpreters, users and customers. Interpreters in any language, only a click away. We are the only company that has fully automated the matching process for the best and fastest matching. As a result, we have grown from 5,000 interpretations in 2017 to over 350,000 in 2022. We're proud to be able to make a difference in our customers' everyday lives through the services we offer. We are a dynamic company where innovation is at the core of what we do. We offer you to be part of an expansive phase in our continued journey. As a company, we have already received numerous awards and prizes for the way we approach a societal challenge. Named the Gazelle of the Year and Sweden's Fastest Growing Company 2021, one of Sweden's five most innovative Startups, award as one of "Sweden's best companies" and winner of the Swedish Post and Telecom Agency's innovation competition "Best in the industry". Hungry for more information, check out our career site: Get to know your future colleagues:
Apr 29, 2024
Full time
From our start in 2015, we have had strong growth, especially in Sweden, and now we are increasing the pace both in Sweden and internationally, starting with the UK market. We are seeking a experienced Head of Public Sector to spearhead our expansion efforts to the UK. About the role: As Head of Public Sector, you will play a pivotal role in driving the growth and expansion of our business. That means that you will: Develop and implement an effective sales strategy and execution to drive growth in Public Sector. Lead and manage the sales pipeline from A-Z: creating and closing opportunities, influencing key decision makers and more. Write and submit RFIs and RFPs. Collaborate closely with Expansion Trainee and Managing Director to align sales efforts with marketing campaigns and customer retention initaitives. Monitor and report on Sales performance metrics, providing regular updates with the executive team. Develop and maintain a deep understanding of our products and services to effectively communicate their value proposition to clients. Stay informed of industry developments, best practices, and emerging trends in interpretation services to ensure a competitive edge. About you: Proven track record of success in Enterprise Sales towards public sector roles, preferably in the Translation/Interpretation industry. Minimum 3 years of experience in selling to Public Sector. Experience of influencing key decision makers in public sector and curating them with relevant messaging. Strong knowledge of the targeted market. Demonstrated experience in developing and executing sales strategies that resulted in significant revenue growth. Excellent leadership and people management skills, with the ability to motivate and inspire teams. Strong business acumen and strategic thinking, with the ability to analye market trends and customer needs to identifty growth opportunities. Exceptional communication skills, with the abvility to build and maintain relationships with key stakeholders. Results-oriented mindset, with a focus on achieving and exceeding targets. Can-do and fearless attitude, entrepreneurial and desire to be part of a growth journey. Experience in using public tender platforms. About us: DigitalTolk turned the interpretation industry upside down in many ways. Simply because we offer Interpretation-as-a-Service to our interpreters, users and customers. Interpreters in any language, only a click away. We are the only company that has fully automated the matching process for the best and fastest matching. As a result, we have grown from 5,000 interpretations in 2017 to over 350,000 in 2022. We're proud to be able to make a difference in our customers' everyday lives through the services we offer. We are a dynamic company where innovation is at the core of what we do. We offer you to be part of an expansive phase in our continued journey. As a company, we have already received numerous awards and prizes for the way we approach a societal challenge. Named the Gazelle of the Year and Sweden's Fastest Growing Company 2021, one of Sweden's five most innovative Startups, award as one of "Sweden's best companies" and winner of the Swedish Post and Telecom Agency's innovation competition "Best in the industry". Hungry for more information, check out our career site: Get to know your future colleagues:
About Attentive: Attentive is the AI marketing platform for leading brands, designed to optimize message performance through 1:1 SMS and email interactions. Infusing intelligence at every stage of the consumer's purchasing journey, Attentive empowers businesses to achieve hyper-personalized communication with their customers on a large scale. Leveraging AI-powered tools, a mobile-first approach, two-way conversations, and enterprise-grade technology, Attentive drives billions in online revenue for brands around the globe. Trusted by over 8,000 leading brands such as CB2, Urban Outfitters, GUESS, Dickey's Barbecue Pit, and Wyndham Resort, Attentive is the go-to solution for delivering powerful commerce experiences for consumers with the brands they love. Attentive's growth has been recognized by Deloitte's Fast 500 , Linkedin's Top Startups and Forbes Cloud 100 all thanks to the hard work from our global employees! Who we are Attentive is seeking a highly motivated and results-driven leader to join our team as the Director of International Partnerships. This role is crucial to our company's success as it focuses on expanding and nurturing our partner ecosystem to drive revenue growth and serve as a strategic partner to our product organization. As the Director of International Partnerships at Attentive, you will be responsible for developing and executing a strategy to drive revenue growth in our international markets (primarily EMEA and APAC) by leveraging technology and service partners. Your primary objective will be to grow, activate and engage regional partner ecosystems - acquiring new agencies & tech partners for our partner program, nurturing relationships with existing partners and identifying resellers to expand into new geos. This role requires self-starter and ownership mindset, self-motivation, strategic thinking, the ability to build with an eye toward scale and effective collaboration with cross-functional teams. This role carries a revenue goal and is a player-coach opportunity (managing 2-3 team members). Why Attentive needs you Develop a International Partnerships Strategy: Conduct market sizing, segmentation, and prioritization of partner segments. Define strategic initiatives to drive agency growth and revenue. Identify opportunities for expansion into new partner categories & verticals. Acquire New Agencies: Identify potential agency partners that align with our business objectives. Proactively engage with agencies to communicate the benefits of our partner program. Collaborate with the sales team to negotiate and onboard new agency partners. Build and Grow Partner Relationships: Implement a range of 1:1 and 1-many activities, such as events, webinars, and community engagement, to foster relationships with agency and tech partners. Act as the primary point of contact for regional partners, addressing their needs and concerns. Develop strategies to deepen engagement and drive increased partner participation. Cross-Functional Collaboration: Partner closely with marketing, sales, partner enablement, and product teams to understand partner needs and align them with our offerings. Advocate for partner feedback and collaborate with product teams to incorporate partner needs into the product roadmap. Collaborate with marketing to develop partner-specific campaigns and materials. About you Bachelor's degree in Marketing, Business Administration, or a related field (Master's degree preferred). 10+ years of experience in agency partnerships, business development, or sales roles within the Martech (or adjacent) industry in the UK with carrying a revenue number and experience expanding to new geos across EMEA and APAC (preferred) or LATAM 3+ years of people management. Remote people management experience preferred (across geos). Experience managing partnerships across agencies, ISVs, SIs and consultancies. Experience with Email and/or SMS marketing is a strong plus. Strong understanding of marketing technology, trends, and best practices. Excellent communication, negotiation, and relationship-building skills. Strategic thinker with the ability to analyze market data and make data-driven decisions. Demonstrated leadership experience, including developing a team and driving results. Ability to work independently and remotely while maintaining high productivity. Willingness to travel up to 30% of the time for conferences, events, and partner visits. Attentive Company Values Default to Action - Move swiftly and with purpose Be One Unstoppable Team - Rally as each other's champions Champion the Customer - Our success is defined by our customers' success Act Like an Owner- Take responsibility for Attentive's success Learn more about AWAKE , Attentive's collective of employee resource groups. If you do not meet all the requirements listed here, we still encourage you to apply! No job description is perfect, and we may also have another opportunity that closely matches your skills and experience. At Attentive, we know that our Company's strength lies in the diversity of our employees. Attentive is an Equal Opportunity Employer and we welcome applicants from all backgrounds. Our policy is to provide equal employment opportunities for all employees, applicants and covered individuals regardless of protected characteristics. We prioritize and maintain a fair, inclusive and equitable workplace free from discrimination, harassment, and retaliation.
Apr 29, 2024
Full time
About Attentive: Attentive is the AI marketing platform for leading brands, designed to optimize message performance through 1:1 SMS and email interactions. Infusing intelligence at every stage of the consumer's purchasing journey, Attentive empowers businesses to achieve hyper-personalized communication with their customers on a large scale. Leveraging AI-powered tools, a mobile-first approach, two-way conversations, and enterprise-grade technology, Attentive drives billions in online revenue for brands around the globe. Trusted by over 8,000 leading brands such as CB2, Urban Outfitters, GUESS, Dickey's Barbecue Pit, and Wyndham Resort, Attentive is the go-to solution for delivering powerful commerce experiences for consumers with the brands they love. Attentive's growth has been recognized by Deloitte's Fast 500 , Linkedin's Top Startups and Forbes Cloud 100 all thanks to the hard work from our global employees! Who we are Attentive is seeking a highly motivated and results-driven leader to join our team as the Director of International Partnerships. This role is crucial to our company's success as it focuses on expanding and nurturing our partner ecosystem to drive revenue growth and serve as a strategic partner to our product organization. As the Director of International Partnerships at Attentive, you will be responsible for developing and executing a strategy to drive revenue growth in our international markets (primarily EMEA and APAC) by leveraging technology and service partners. Your primary objective will be to grow, activate and engage regional partner ecosystems - acquiring new agencies & tech partners for our partner program, nurturing relationships with existing partners and identifying resellers to expand into new geos. This role requires self-starter and ownership mindset, self-motivation, strategic thinking, the ability to build with an eye toward scale and effective collaboration with cross-functional teams. This role carries a revenue goal and is a player-coach opportunity (managing 2-3 team members). Why Attentive needs you Develop a International Partnerships Strategy: Conduct market sizing, segmentation, and prioritization of partner segments. Define strategic initiatives to drive agency growth and revenue. Identify opportunities for expansion into new partner categories & verticals. Acquire New Agencies: Identify potential agency partners that align with our business objectives. Proactively engage with agencies to communicate the benefits of our partner program. Collaborate with the sales team to negotiate and onboard new agency partners. Build and Grow Partner Relationships: Implement a range of 1:1 and 1-many activities, such as events, webinars, and community engagement, to foster relationships with agency and tech partners. Act as the primary point of contact for regional partners, addressing their needs and concerns. Develop strategies to deepen engagement and drive increased partner participation. Cross-Functional Collaboration: Partner closely with marketing, sales, partner enablement, and product teams to understand partner needs and align them with our offerings. Advocate for partner feedback and collaborate with product teams to incorporate partner needs into the product roadmap. Collaborate with marketing to develop partner-specific campaigns and materials. About you Bachelor's degree in Marketing, Business Administration, or a related field (Master's degree preferred). 10+ years of experience in agency partnerships, business development, or sales roles within the Martech (or adjacent) industry in the UK with carrying a revenue number and experience expanding to new geos across EMEA and APAC (preferred) or LATAM 3+ years of people management. Remote people management experience preferred (across geos). Experience managing partnerships across agencies, ISVs, SIs and consultancies. Experience with Email and/or SMS marketing is a strong plus. Strong understanding of marketing technology, trends, and best practices. Excellent communication, negotiation, and relationship-building skills. Strategic thinker with the ability to analyze market data and make data-driven decisions. Demonstrated leadership experience, including developing a team and driving results. Ability to work independently and remotely while maintaining high productivity. Willingness to travel up to 30% of the time for conferences, events, and partner visits. Attentive Company Values Default to Action - Move swiftly and with purpose Be One Unstoppable Team - Rally as each other's champions Champion the Customer - Our success is defined by our customers' success Act Like an Owner- Take responsibility for Attentive's success Learn more about AWAKE , Attentive's collective of employee resource groups. If you do not meet all the requirements listed here, we still encourage you to apply! No job description is perfect, and we may also have another opportunity that closely matches your skills and experience. At Attentive, we know that our Company's strength lies in the diversity of our employees. Attentive is an Equal Opportunity Employer and we welcome applicants from all backgrounds. Our policy is to provide equal employment opportunities for all employees, applicants and covered individuals regardless of protected characteristics. We prioritize and maintain a fair, inclusive and equitable workplace free from discrimination, harassment, and retaliation.
We are looking for a Director, Field Engineering in London to join our world-class hypergrowth organisation. In this role, you will lead first-line Managers and teams of pre-sales Solutions Architects focusing on complex accounts, helping to drive our UK&I expansion in the travel, manufacturing, energy, communications, media and entertainment business. Your experience in partnering with Sales organisations will help to grow consumption, whilst coaching new sales and pre-sales team members to work together and raise the bar to best in class. You will guide your team and be involved with opportunities to enhance your team's effectiveness. You must be an expert at communicating complex, business value-focused solutions; supporting complex sales cycles; and building relationships with key stakeholders in large corporations. You will report to the AVP, Field Engineering Northern Europe. The impact you will have: Hire and manage first line Managers and a growing team of technical pre-sales Solutions Architects Build a collaborative culture within a rapid-growth team. To embody and promote Databricks' customer-obsessed, teamwork and diverse culture Support increased return on investment of Solutions Architect involvement in sales cycles Create trust-based relationships with customers for the long term and understand category-specific landscapes and trends, reporting on the forces that shift the strategic direction of accounts Promote a solution and value-based selling field-engineering organisation Display an understanding of business needs and revenue potential for accounts in the assigned region Build Databricks' brand in UK&I in partnership with the Marketing and Sales team What we look for: 5+ years of second-line leadership experience, manager of managers with teams of 20+ individuals Relevant high-growth enterprise software pre-sales success with senior-level tenure at a reputable software company, with experience of the EMEA region Ability to elevate the engagement with a track record of driving large transactions and high growth customers Proven leadership ability to influence, develop, and empower your team to achieve objectives with a team approach Proven track record of transformational success and delivery of customer value Track record of building strong ecosystems of lucrative customer relationships and cross-functional partnerships (Sales, Engineering, Marketing) Experience in complex strategic accounts generating +$1M ARR Knowledgeable in and passionate about data-driven decisions, AI, and Cloud software models Great at instituting processes for technical field members to improve efficiency Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience Benefits (United Kingdom) Private medical insurance Health Cash Plan Life, income protection & critical illness insurance Pension Plan Equity awards Enhanced Parental Leaves Fitness reimbursement Home office & work headphones reimbursement Mental wellness resources Employee referral bonus About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide - including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 - rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark, Delta Lake and MLflow. To learn more, follow Databricks on Twitter ,LinkedIn and Facebook . Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
Apr 26, 2024
Full time
We are looking for a Director, Field Engineering in London to join our world-class hypergrowth organisation. In this role, you will lead first-line Managers and teams of pre-sales Solutions Architects focusing on complex accounts, helping to drive our UK&I expansion in the travel, manufacturing, energy, communications, media and entertainment business. Your experience in partnering with Sales organisations will help to grow consumption, whilst coaching new sales and pre-sales team members to work together and raise the bar to best in class. You will guide your team and be involved with opportunities to enhance your team's effectiveness. You must be an expert at communicating complex, business value-focused solutions; supporting complex sales cycles; and building relationships with key stakeholders in large corporations. You will report to the AVP, Field Engineering Northern Europe. The impact you will have: Hire and manage first line Managers and a growing team of technical pre-sales Solutions Architects Build a collaborative culture within a rapid-growth team. To embody and promote Databricks' customer-obsessed, teamwork and diverse culture Support increased return on investment of Solutions Architect involvement in sales cycles Create trust-based relationships with customers for the long term and understand category-specific landscapes and trends, reporting on the forces that shift the strategic direction of accounts Promote a solution and value-based selling field-engineering organisation Display an understanding of business needs and revenue potential for accounts in the assigned region Build Databricks' brand in UK&I in partnership with the Marketing and Sales team What we look for: 5+ years of second-line leadership experience, manager of managers with teams of 20+ individuals Relevant high-growth enterprise software pre-sales success with senior-level tenure at a reputable software company, with experience of the EMEA region Ability to elevate the engagement with a track record of driving large transactions and high growth customers Proven leadership ability to influence, develop, and empower your team to achieve objectives with a team approach Proven track record of transformational success and delivery of customer value Track record of building strong ecosystems of lucrative customer relationships and cross-functional partnerships (Sales, Engineering, Marketing) Experience in complex strategic accounts generating +$1M ARR Knowledgeable in and passionate about data-driven decisions, AI, and Cloud software models Great at instituting processes for technical field members to improve efficiency Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience Benefits (United Kingdom) Private medical insurance Health Cash Plan Life, income protection & critical illness insurance Pension Plan Equity awards Enhanced Parental Leaves Fitness reimbursement Home office & work headphones reimbursement Mental wellness resources Employee referral bonus About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide - including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 - rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark, Delta Lake and MLflow. To learn more, follow Databricks on Twitter ,LinkedIn and Facebook . Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
Overview Medallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the understanding and management of experience for candidates, customers, employees, patients, citizens and residents. We are more than a software company. We want to be known as a company that does the right thing, no matter the challenge or controversy. We are committed to creating a culture that values every person and every experience. Individual life experiences shape the way we interact with the world, which is why we encourage people to bring their whole selves to work each day. The strength of our global workforce is the most significant contributor to our success. We believe: Every Experience Matters. Talent is Everywhere. All Belong Here. At Medallia, we hire the whole person. About The Sales Team Medallia Sales brings our unique approach to Operational Customer Experience Management to enterprise customers across Financial Services, B2B, Telecoms, Retail, Hospitality, and Automotive industries. Our team is responsible for winning the trust and building long-term relationships with our impressive customer base: 4 of America's 5 largest banks, 6 of the 10 largest global Telcos, 5 out of the 10 biggest Fortune 500 retailers, 7 of the 10 largest global hotel chains, and 3 of the world's top luxury car brands. As a team of consultative Sales professionals, our mission is to create a legendary team and establish a reputation across enterprise software for sales excellence, career growth, and fun. Responsibilities Lead a team of Account Executives (Individual Contributors) focused on expanding Medallia's footprint across install accounts Support Account Executives in developing and executing a strategy for expanding existing accounts via new lines of business and securing multi-year managing renewals. This includes partnering on prospecting strategies, meeting preparation efforts, territory reviews, and quarterly business reviews. Own, drive, and accurately forecast new software bookings, retention, and upsell/cross-sell opportunities Define territory strategies, account lists, and quota expectations Attract, recruit, and hire Account Executives to build a high-performing team Inspire, develop, and retain high-performers Partner with key members of the Sales Ecosystem (Solutions Consulting, Field Sales, and Inside Sales) Build and execute relationships and go-to-market strategies with key Medallia Partners such as management consulting firms and global system integrators Partner internally with Sales and Ecosystem Leadership, Sales Operations, and Marketing to continuously improve our account approach, retention rate, and win rate Work with your Area Vice President and sales leadership team to set the vision, strategy, and tone for your region Qualifications Minimum Qualifications 2+ years as a first tier leader of a high-performing enterprise software sales team 5+ years as a top-performing individual contributor in an enterprise software account management or field sales role Demonstrated experience consistently exceeding quota in an enterprise sales organization Preferred Qualifications Demonstrated experience building and maintaining C-suite relationships Track record of inspiring and developing high-performing account management and sales professionals Previous experience/knowledge of the Customer Experience Management space or SaaS-based software solutions selling business value Understanding of transaction structure best practices and ability to work with revenue recognition to build creative and complex deal structures to maximize revenue to Medallia At Medallia, we celebrate diversity and recognize the value it brings to our customers and employees. Medallia is proud to be an equal opportunity workplace and is an affirmative action employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. Individuals with a disability who need an accommodation to apply please contact us at . For information regarding how Medallia collects and uses personal information, please review our Privacy Policies
Apr 25, 2024
Full time
Overview Medallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the understanding and management of experience for candidates, customers, employees, patients, citizens and residents. We are more than a software company. We want to be known as a company that does the right thing, no matter the challenge or controversy. We are committed to creating a culture that values every person and every experience. Individual life experiences shape the way we interact with the world, which is why we encourage people to bring their whole selves to work each day. The strength of our global workforce is the most significant contributor to our success. We believe: Every Experience Matters. Talent is Everywhere. All Belong Here. At Medallia, we hire the whole person. About The Sales Team Medallia Sales brings our unique approach to Operational Customer Experience Management to enterprise customers across Financial Services, B2B, Telecoms, Retail, Hospitality, and Automotive industries. Our team is responsible for winning the trust and building long-term relationships with our impressive customer base: 4 of America's 5 largest banks, 6 of the 10 largest global Telcos, 5 out of the 10 biggest Fortune 500 retailers, 7 of the 10 largest global hotel chains, and 3 of the world's top luxury car brands. As a team of consultative Sales professionals, our mission is to create a legendary team and establish a reputation across enterprise software for sales excellence, career growth, and fun. Responsibilities Lead a team of Account Executives (Individual Contributors) focused on expanding Medallia's footprint across install accounts Support Account Executives in developing and executing a strategy for expanding existing accounts via new lines of business and securing multi-year managing renewals. This includes partnering on prospecting strategies, meeting preparation efforts, territory reviews, and quarterly business reviews. Own, drive, and accurately forecast new software bookings, retention, and upsell/cross-sell opportunities Define territory strategies, account lists, and quota expectations Attract, recruit, and hire Account Executives to build a high-performing team Inspire, develop, and retain high-performers Partner with key members of the Sales Ecosystem (Solutions Consulting, Field Sales, and Inside Sales) Build and execute relationships and go-to-market strategies with key Medallia Partners such as management consulting firms and global system integrators Partner internally with Sales and Ecosystem Leadership, Sales Operations, and Marketing to continuously improve our account approach, retention rate, and win rate Work with your Area Vice President and sales leadership team to set the vision, strategy, and tone for your region Qualifications Minimum Qualifications 2+ years as a first tier leader of a high-performing enterprise software sales team 5+ years as a top-performing individual contributor in an enterprise software account management or field sales role Demonstrated experience consistently exceeding quota in an enterprise sales organization Preferred Qualifications Demonstrated experience building and maintaining C-suite relationships Track record of inspiring and developing high-performing account management and sales professionals Previous experience/knowledge of the Customer Experience Management space or SaaS-based software solutions selling business value Understanding of transaction structure best practices and ability to work with revenue recognition to build creative and complex deal structures to maximize revenue to Medallia At Medallia, we celebrate diversity and recognize the value it brings to our customers and employees. Medallia is proud to be an equal opportunity workplace and is an affirmative action employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. Individuals with a disability who need an accommodation to apply please contact us at . For information regarding how Medallia collects and uses personal information, please review our Privacy Policies
At Synack, we create technology that unleashes the best cybersecurity talent to secure our digital world. We protect leading global organizations by reducing companies' security risk and increasing their resistance to cyber attack. How do we do this? By utilizing the world's best and most trusted team of ethical hackers who test through our powerful and controlled platform to deliver real security without compromise. Backed by top-tier venture capital firms including Kleiner Perkins Caufield & Byers, Microsoft, and Google Ventures, Synack's mission is to leverage global security talent coupled with advanced technology to help enterprises discover security vulnerabilities before they become business problems. Discover the possibilities at Synack! Please note , this is an individual contributor role. We are seeking a Sales Director to grow the territory and sales plan for enterprise targets covering the EMEA region. This role will require continued pipeline expansion with emphasis on new logos and nurturing of existing clients. You will navigate complex accounts, generate and deliver winning proposals, contract bids, statements of work, and RFI/RFP responses. Reporting to the Vice President of EMEA, this is an individual contributor role requiring a highly motivated self-starter responsible for achieving sales quotas and goals in line with the overall sales strategies for the regional territory. This is a remote position and qualified candidates must be located in the United Kingdom. Sounds interesting? Keep reading Here's what you'll do As an individual contributor, you will build and expand our enterprise pipeline with emphasis on new logos You will be prospecting into new and existing client base to discover opportunities and upsell Facilitate technical conversations and overcome objections with technical stakeholders Create and deliver proposals, contract bids and statements of work to C-level prospects and customers Work cross functionally with associated internal teams that help progress the selling effort Work closely with the marketing team to plan industry and partner events Keep accurate records of your sales activity and forecast of your pipeline in SFDC and Clari Here's what you'll need 8+ years of sales experience selling cybersecurity solutions to enterprise accounts; preferably with respect to Security/Penetration testing Experience selling SaaS or Services lead solutions Career history demonstrating command and leadership of the entire sales lifecycle with a hunter mentality Entrepreneurial approach to developing your territory with mastery of the entire sales process from prospecting leads to close Confident and successful driving a deal through all stages of the deal cycle independently Comfortable speaking to the C-suite and the ability to overcome objections Relationships and experience working with Partners Strong focus across verticals in UK FTSE250 enterprise clients Ready to join us? Synack is committed to embracing diversity. Our people are our strength. Each addition to our team is an opportunity to grow and diversify our ideas, experiences, and viewpoints. We strive to be inclusive of Race, Ethnicity, Religion, Sex, LGBTQ+, Veterans, Disabilities, and Age. Synack welcomes you! As a candidate, Synack cares about your privacy. Please view our candidate privacy policy here . (£120,000 base + variable) Salary is determined by a combination of factors including location, level, relevant experience, and skills. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. The compensation package for this position may also include equity, and benefits. For more details about our benefits, please see here . Then for the Employer code, enter: synack
Apr 25, 2024
Full time
At Synack, we create technology that unleashes the best cybersecurity talent to secure our digital world. We protect leading global organizations by reducing companies' security risk and increasing their resistance to cyber attack. How do we do this? By utilizing the world's best and most trusted team of ethical hackers who test through our powerful and controlled platform to deliver real security without compromise. Backed by top-tier venture capital firms including Kleiner Perkins Caufield & Byers, Microsoft, and Google Ventures, Synack's mission is to leverage global security talent coupled with advanced technology to help enterprises discover security vulnerabilities before they become business problems. Discover the possibilities at Synack! Please note , this is an individual contributor role. We are seeking a Sales Director to grow the territory and sales plan for enterprise targets covering the EMEA region. This role will require continued pipeline expansion with emphasis on new logos and nurturing of existing clients. You will navigate complex accounts, generate and deliver winning proposals, contract bids, statements of work, and RFI/RFP responses. Reporting to the Vice President of EMEA, this is an individual contributor role requiring a highly motivated self-starter responsible for achieving sales quotas and goals in line with the overall sales strategies for the regional territory. This is a remote position and qualified candidates must be located in the United Kingdom. Sounds interesting? Keep reading Here's what you'll do As an individual contributor, you will build and expand our enterprise pipeline with emphasis on new logos You will be prospecting into new and existing client base to discover opportunities and upsell Facilitate technical conversations and overcome objections with technical stakeholders Create and deliver proposals, contract bids and statements of work to C-level prospects and customers Work cross functionally with associated internal teams that help progress the selling effort Work closely with the marketing team to plan industry and partner events Keep accurate records of your sales activity and forecast of your pipeline in SFDC and Clari Here's what you'll need 8+ years of sales experience selling cybersecurity solutions to enterprise accounts; preferably with respect to Security/Penetration testing Experience selling SaaS or Services lead solutions Career history demonstrating command and leadership of the entire sales lifecycle with a hunter mentality Entrepreneurial approach to developing your territory with mastery of the entire sales process from prospecting leads to close Confident and successful driving a deal through all stages of the deal cycle independently Comfortable speaking to the C-suite and the ability to overcome objections Relationships and experience working with Partners Strong focus across verticals in UK FTSE250 enterprise clients Ready to join us? Synack is committed to embracing diversity. Our people are our strength. Each addition to our team is an opportunity to grow and diversify our ideas, experiences, and viewpoints. We strive to be inclusive of Race, Ethnicity, Religion, Sex, LGBTQ+, Veterans, Disabilities, and Age. Synack welcomes you! As a candidate, Synack cares about your privacy. Please view our candidate privacy policy here . (£120,000 base + variable) Salary is determined by a combination of factors including location, level, relevant experience, and skills. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. The compensation package for this position may also include equity, and benefits. For more details about our benefits, please see here . Then for the Employer code, enter: synack