Vice President - Sales

SAI360 – Who We Are

SAI360 is giving companies a new perspective on risk management. By integrating Governance, Risk, Compliance (GRC) software and Ethics &Compliance Learning resources, SAI360 can broaden your risk horizon and increase your ability to identify, manage, and mitigate risk. See risk from every angle. Visit www.sai360.com.

Job Scope and Accountabilities:

Overall responsibility for developing a high-performance sales culture and building a team that can identify and develop target accounts in the Americas to optimize revenue for the GRC and Compliance product lines at SAI360.  

·       Developing and executing the team sales plan;  

·       Leading major sales prospecting opportunities;  

·       Demonstrating how to close mid-to-large scale sales;  

·       Sales coaching for B2B solution sales;  

·       Team selection and professional development of all sales staff;  

·       Pipeline management, forecasting and reporting;  

·       Effective performance management; and 

·       Negotiating and executing successful sales campaigns that result in closed business for the company.  

The ability to show BDMs how to present and demonstrate GRC risk management software offerings is critical to success. The VP, Sales must be able to work in a fast-paced environment and to manage simultaneous team sales campaigns, as well as manage the transition of the closed deals to colleagues in professional services and support. Immediate documentation of deal-related activities is expected from team members and accurate reporting of deal status is a critical, measured, component of the job. 

Key Responsibilities:

• Lead, manage and coach assigned Sales Team to identify sales channel, leverage solutions and services, and ensure strong, regular go-to-market programs to drive demand generation and feed sales channels. 

• Meet annual sales goals for our GRC and Compliance products and services, with a core focus on selling SAI360, to Enterprise prospects and other target markets. 

• Qualify target accounts using “Solution Selling” methodologies and primarily hunt into prospected accounts to sign new logos. 

• Execute a consultative sales process from opportunity identification, through negotiation of license agreement, to meet quarterly and annual sales goals. 

• Manage all aspects of a research based, strategic sales process to identify new opportunities based upon understanding client pain points. 

• Manage and coordinate the smooth transition from pre-sales to post-sales activities, efficiently moving target accounts from qualification through to evaluation, technical review, and proposal, following through with successful negotiation to deal closure.  

• Deliver effective executive presentations to demonstrate compelling business use case and strategic partnership based upon SAI360 differentiation and unique value within the Compliance and GRC space. 

• Maintain accurate account and opportunity information in Salesforce.com, including timely updates to opportunity pipeline and monthly forecasts. 

• Support delivery of timely response to requests for information (RFI) and proposal (RFP) for well-qualified opportunities. 

• Work collaboratively with other internal departments, particularly product management, services, and customer support, to enable effective client implementations, in addition to ongoing support and satisfaction. 

• Utilize Microsoft Office 365 tools to communicate and strategize with other SAI360 sales and service team members on cross selling opportunities within assigned territory. 

• Represent SAI360 as a thought leader in the GRC and Ethics & Compliance software / solutions markets, attending industry groups and conferences, while providing critical market perspective, trends insight, and feedback to SAI360 leadership. 

• Actively engage in industry networking events to establish credibility and develop referrals for new opportunities. 

• Work effectively in a home office environment, with the ability to travel (~5-15%) to meet onsite with clients, in addition to attending occasional, ad-hoc meetings onsite in our US-based offices (< 5%).  

Qualifications and Experience Required:

• Bachelor’s degree from an accredited four-year college or university preferred; Master’s degree is considered beneficial; or equivalent experience in a sales leadership role. 

• 10+ years of proven success as a SaaS/services sales professional with an aptitude for leading business development teams to prospect and close on new business. 

• Proven experience selling multi-year, subscription-based SaaS products – mostly big ticket ($500K-1M+) deals, typically on a 6-12 sales cycle. 

• Ability to present and demonstrate the benefits of using SAI360 GRC software and affiliated services to potential clients, becoming well-versed in our core solution offerings. 

• Ability to develop interest in SAI360 within assigned territory. 

• General understanding of GRC solutions, business ethics or GRC challenges, and/or standards and regulations within corporate markets – strongly preferred! 

• Basic technical ability with Microsoft Office 365 products, Salesforce.com or other popular CRM brands (IE. Siebel), LinkedIn / other social media platforms, and remote meeting tools (IE. GoToMeeting). 

Interpersonal Skills:

• Excellent interpersonal, written, and verbal communication skills required with the ability to work within all levels of an organization. 

• Strong business acumen and confidence/comfort meeting with and selling to senior executives – C-Level, general counsel, attorneys, compliance directors, etc.  

• Adept ability to create strong customer relationships and leverage them for cross-sell opportunities, with expert sales process management skills. 

• Self-motivated and reliable with a strong independent work ethic and entrepreneurial mindset.  

• Complex problem-solving ability, solutions oriented. 

• Mature, polished business acumen rooted in years of client-facing experience. 

• Disciplined time and territory management skills.