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Job Title:
VP, Sector and Practices, NAJob Description
VP, Sector and Practices is responsible for leading and managing a team of Sellers, ensuring they maintain proactive relations with Account Executives on the Tech Partners side and engage with them to identify and pursue opportunities. The Manager/Leader collaborates with Concentrix Account Executives within the Tech Partners vertical/GEO to proactively discuss solutions and identify sell/co-sell opportunities. Partner Sales Leader understands the Vendor ecosystem and coaches the sales team on how to navigate. They oversee the team’s efforts from initial sales qualification to pursuit to close, utilizing enterprise solution selling, practice area expertise, and developing productive relationships with key buyers and decision-makers at new clients. This strategic leadership role is crucial in fostering a high-culture team environment that positively encourages growth and development.Strategic Relations:
- Leads the team in proactively maintaining relations with Tech Partner Account Executive(s) for key vertical/GEO accounts.
- Collaborates with the Alliance/Partner marketing team to plan partner technology Account Executive and Solutions Engineer briefings, co-hosted customer/prospect workshops, and events.
- Ensures the team attends regional Partner and industry events per the annual plan and is accountable for lead management leveraging Concentrix standard lead management process.
- Understands Concentrix sales organization leader priorities, deal types, and opportunities to proactively propose tech partner solutions, and guides the team in doing the same. organization leader priorities, deal types and opportunities to proactively propose tech partner solutions.
Strategic Selling and Business Growth:
- Acts as a strategic leader who can originate, shape, and commercially enable complex sales opportunities, and maintain an active funnel as a result.
- Leads the team in generating and building new client relationships from qualification to close.
- Demonstrates a strong understanding of CX Operations and the tech-led solutions that innovate CX at B2B and B2C organizations, and ensures the team does the same.
- Builds and maintains relationships across multiple disciplines, lines of business, and strategic needs, ensuring the team follows suit.
- Provides effective and clear leadership to virtual pursuit teams featuring SMEs from multiple practices and disciplines of the company.
- Articulates a compelling and differentiated value proposition to prospects that aligns with their business outcomes, and coaches the team in this process.
- Sustains urgency through creating compelling events through active listening, storytelling, and personal experiences.
- Leads and supports business negotiation for complex transactions and opportunities.
- Works closely with portfolio and practice leaders to leverage relevant subject matter experts in support of the pursuit.
- Engages global leadership as appropriate and shepherds deals through the solutioning and approval process.
- Provides discipline and rigor to the sales process as an expert on sales best practices.
- Leads and aligns a complex network of stakeholders, including interaction with senior management levels at a client and/or within Concentrix, involving negotiating or influencing significant matters.
- Builds and demonstrates a very clear understanding of the target client’s business and their strategic business objectives, and ensures the team does the same.
- Builds and demonstrates a strong understanding and knowledge of BPO and Technical Services associated with the target client’s industry sector and guides the team in this process.
- Develops and executes the sales strategy across all appropriate levels of the target client organization and oversees the team’s execution.
- Leverages exceptional communication skills to speak at forums both internally and externally, and encourages the team to do the same.
Team management and Talent Development:
- Strategically selects and implements the optimal structure for the team, ensuring talents are appropriately assigned. Oversees talent transitions to minimize any business disruptions.
- Drives team growth by delivering targeted talent development opportunities and implementing strategic succession planning to secure a strong leadership pipeline for the future.
- Provides strategic direction to the team, ensuring alignment with company goals and culture.
- Mentors and coaches Sellers in the team, providing guidance on best practices, sales techniques, and professional development.
- Conducts regular performance evaluations, providing constructive feedback and recognizing high performance. Addresses performance issues promptly and effectively, developing improvement plans as needed.
- Acts as a role model and ensures that the Concentrix Culture is embedded.
Collaboration and Coordination:
- Works closely with Portfolio Leads, Sector Leaders, and other internal teams to align sales strategies with overall business goals.
- Leverages internal resources and expertise to develop and propose high-value and profitable solutions to clients.
- Ensures the team provides effective and timely transition of client relationships to the appointed Account Executive for sold deals independently or in partnership with Enterprise Sellers.
- Ensures the team collaborates with Account Executives to understand the context of their respective accounts and with the broader sales and account management community by sharing insights, best practices, and assisting with sales-related tasks.
- Monitors and reports on team's sales performance, tracking key metrics, and reports on progress to Sales Leaders.
- Gathers and shares client feedback and insights with internal teams to inform strategy and improve service offerings.
- Prepares and delivers regular reports and updates to Leaders on team sales performance and metrics.
- Stays updated on industry trends, emerging technologies, and best practices in sales management.
- Participates in training and development programs to enhance skills and knowledge.
- Actively seeks opportunities for professional growth and career advancement within the organization.
Qualifications:
- Bachelor’s degree in business administration, Marketing, or a related field with 12+ years of experience in sales.
- At least 3 years’ experience of managing a sales team selling complex tech solutions. Knowledge of CX tech and BPO marketplace is an advantage.
- Experience interacting with and selling to senior leaders across multiple functions and lines of business, including but not limited to, CX, Operations, Technology, Finance, Sourcing, etc.
- Strong communication and interpersonal skills with the ability to build new client relationships of trust and become a trusted advisor.
- Excellent problem-solving and conflict-resolution abilities.
- Ability to analyze data and use insights to lead solution build processes and win strategy creation.
- Proficiency in using CRM systems (e.g., Salesforce) and other relevant tools.
- Self-starter and strong time management skills.
- Ability to work collaboratively within a closely linked team environment.
The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel working within this job title.
Concentrix is an equal opportunity employer. Concentrix evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability status or any other legally protected characteristic.
Location:
USA, CT, Work-at-HomeLanguage Requirements:
Time Type:
Full time
Physical & Mental Requirements: While performing the duties of this job, the employee is regularly required to operate a computer, keyboard, telephone, headset, and other office equipment. Work is generally sedentary in nature.
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