• VP European Sales

    Location UK-London
    ID
    2018-4252
    # of Openings
    1
    Category
    Sales
    Department
    International Sales
    Posting Level
    Professional
  • Job Overview:

    The Vice President, European Sales will be responsible for driving the execution of our sales efforts in Europe for both existing and new accounts to achieve our targeted revenue growth within the segment while maximizing customer retention.  Reporting into the SVP, Sales, this position will be responsible for the management of the European sales team, delivering the European sales numbers to the SVP, forecasting and creation of executive-level awareness of current and future European results, as well as assessing risk.  

     

    In this role you will initially manage Account Executives within assigned European territories to close new business, as well as grow existing accounts.  Additionally, you will oversee the Account Development function for Europe, responsible for handling inbound requests driven by marketing, as well as outbound targeting of named accounts, qualifying and developing opportunities within these businesses.  The Vice President, European Sales will also maintain relationships with key accounts in this region to drive customer satisfaction and to  support the revenue expectations of those customers.

    About Us:

    iCIMS extends a work culture unlike any other East Coast-based technology provider. We focus on hiring candidates who display our seven core competencies: passion, drive, transparency, adaptability, empathy, kaizen and customer commitment. If you eat, sleep, and breathe our competencies and desire to work in a casual yet results-driven environment that embraces innovation, then you’re just what we’re looking for!

     

    iCIMS is a high-growth Software-as-a-Service (SaaS) company that’s routinely voted one of the Best Places to Work in New Jersey. We are the industry's premier recruitment software provider, delivering technology that supports approximately 4,000 contracted customers around the globe. Committed to both growth and stability, we have a lot of opportunities for career advancement within our organization. Come grow with us—apply today!

    Responsibilities:

    Strategy

    • Reinforces the iCIMS Sales vision and subsequently, the EU Sales strategies across the organization to support sales objectives and revenue targets.
    • Ability to convey the voice of the Sales (both prospect and customer) to internal stakeholders to appropriately influence product roadmap and product/ market fit.

     

    Operations

     

    • Successfully drives the execution of the European Sales strategies and objectives ensuring that processes and metrics are in place to hit and exceed revenue targets set for the segment in alignment with the iCIMS’ strategic plans.
    • Evaluates and advises direct reports on the impact of account planning to execute and drive on growth and retention processes, providing accurate, short and long-range forecasts; planning of new programs & strategies by account and consistently exceeding team quota and metrics.
    • Advises and coaches team on identification and accurately blueprinting accounts, uncovering new opportunities and planning for continued growth.
    • Monitors team practices to ensure consistency across the team.
    • Fosters an environment of sales excellence and the consistent application of kaizen of sales practices.
    • Drives forecast accuracy and pipeline tracking with team.
    • Collaborates with Demand Generation team to ensure that leads and resulting opportunities are appropriate, actionable, and reported accurately.
    • Ensures adequate front of funnel development through the Account Development function and in collaboration with the Demand Generation team.
    • Collaborate with SVP, Sales, Sales Operations & Finance to analyze Sales Analytics that inform the success of European Sales results.
    • Maintains a working knowledge of Talent Acquisition best practices, industry trends and competitive intelligence and ensures team understanding of such to enable informed discussions with key customer stakeholders.
    • Oversees the management of key customer relationships within the segment to foster customer advocates and help close strategic sales opportunities.
    • Engage in key customer negotiations as appropriate, while leveraging managers effectively to achieve desired outcomes.
    • Professes value of product and ensures that teams operate within confines of company pricing approach
    • Identifies resource needs and develops business cases for the changes required to support business growth.
    • Conveys the Voice of the prospect and customer to internal stakeholders to appropriately influence product road map and product/market fit.
    • Champions the Sales curriculum framework (Vista Value Selling) and partners with Talent Development to implement sales training to support on-boarding and development of the European sales team.

     

    Team Leadership:

    • Leads and inspires the European Sales team (Account Executives, Account Development Executives, and Sales Engineers) modeling team and leadership behaviors, to achieve goals and to advocate for our customers through open, honest, and transparent communication.
    • Manages team members’ performance including formal reviews, establishing department and individual goals and individual assessments to further company goals.
    • Ensures a fun, dynamic work environment & builds merit-based culture which appeals to the top talent
    • Builds and maintains highly effective and collaborative cross-departmental relationships/with other senior sales and iCIMS leaders (Marketing, Sales Engineering, Product) to achieve companywide goals.
    •  
    • Consistently ensures that business is conducted with integrity at all times and that behavior aligns with iCIMS’ core competencies, policies and procedures.
    • Proactively identify and address opportunities to improve performance, processes, and talent and partners with Talent team to effectively serve as a change agent as appropriate.
    • Reports on team metrics and results to department leadership and stakeholders.
    • Holds sellers accountable for agreed weekly/monthly metrics and deliverables.
    • Makes recommendations for organizational improvements and proactively plans for, organizes and delivers well thought out and executed change management programs.

    Qualifications:

    • A Minimum 8 years of B2B sales experience spanning prospect sales and account management, preferably in the HR / HCM space and/or Software / Software-as-a-Service industry with primary customer base in Fortune 1000.
    • A minimum of 5 years of management experience in managing seasoned sales professionals
    • Successful execution of complex sales cycles with CxOs via consistent Selling methodology (e.g., Value Selling, Miller Heiman)
    • Track record of disciplined execution that creates cross-functional alignment and delivers predictable outcomes under the pressure of a monthly sales cadence.
    • Experience managing key customer relationships, executing major negotiations, and closing strategic opportunities.
    • Experience navigating various personas (CHRO, CIO, CTO, HR Ops Leaders, TA Leaders )/ influencers in the buying process throughout the organizations up through the C-level.
    • Ability to manage reporting analystics and to develop sales forecasts with a high degree of accuracy.
    • Successful experience leveraging Salesforce.com or other CRM to develop insights, manage team sales tasks, pipeline, and closing data.
    • Experience leading both direct and indirect sales teams, preferably in enterprise (consultative) sales environments required.
    • Ability to motivate, effectively coach and challenge a seasoned and growing sales team.
    • Exceptional listening and interpersonal skills with a high degree of approachability. Must possess the ability to work seamlessly in a team-oriented environment.
    • Excellent communication (written and verbal), with the proven ability to effectively translate complex ideas and tailor key messages to multiple audiences
    • Learn-it-all vs know it all with strong intellectual curiosity to develop and embrace new best practices and build a “learning” culture.
    • Combines competitiveness with empathy, along with a high-level of personal and professional integrity.
    • BS/BA degree desired; or equivalent combination of education and experience.
    • Fluency in multiple languages (English, French, German preferred)
    • Travel: 50%+.

     

    EEO Statement:

    iCIMS is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, national origin, protected veteran status, disability status or any other characteristic protected by law.

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