FILLED | Director of Public Relations (Redwood City)

Come join a true disrupter in the cloud security space.  Our client has made  their name by delivering cloud-based security long before the cloud was mainstream. 

Our client seeks an experienced public relations professional to lead its PR and Analyst Relations functions.  It intends to create a quantum leap in its corporate reputation, staking its claim as the emerging leader in enterprise security with both technical and business audiences. The candidate must be skilled at all aspects of PR including messaging/storytelling, media relations, agency management and analyst relations.   We are seeking someone with the following personal qualities: initiative, integrity, devotion to results, adaptability, diligence and grit.

Experience:
·         Minimum of 7+ years of PR experience – preferably in a B2B high-tech or web-centric business.
·         Experience managing PR agencies.   International experience preferred.
·         Experience driving thought leadership programs.
·         Experience working closely with industry analysts.
·         Experience with social media as a public relations tool.
·         BS/BA degree required. MBA a plus.

Knowledge/Skills:
·         Solid understanding and comfort with enterprise software and cloud technology, preferably within the context of IT security.
·         Strategic and original thinker also able to execute.
·         Excellent verbal and written skills; able to effectively communicate internally and externally.
·         Strong business acumen who can effectively communicate to C-level audiences. 
·         Initiative and drive; does not wait for detailed direction.  
·         A change agent willing to topple “sacred cows” and speak truth to power.

FILLED | Field Sales Manager (San Francisco Bay Area)

This role is based in the San Francisco Bay area and will be responsible for selling the company's Agile Application Lifecycle Management (ALM) products and services within the Western US geographic territory. The candidate should be a self-starter with excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences. Experience with Challenger Sales Model is preferred. Insight selling or Solutions Sales experience is a must.

Responsibilities

·         Primary driver for adding new accounts and growing existing client relationships within the territory.

·         Solution selling to existing customer base and new prospects.

·         Manage the overall relationship with the client from the initial engagement through contract negotiations and into a long-term relationship.

·         Generate quotes and respond to Requests for Proposal (RFPs).

·         Management of sales pipeline and forecasts in Salesforce.com.

·         Must live in the greater San Francisco / Silicon Valley area -- and have a strong experience working with IT managers, development managers, IT business executives and procurement personnel of the accounts located in the region.

·         A proven track record with a minimum of 5 years field sales experience in Application Lifecycle Management (ALM) or Software Configuration Management (SCM) software, consulting and solution selling experience.

·         Strong team selling background: ability to work with inside sales, field engineering and field consulting.

·         Knowledge of Challenger sales techniques, insight selling or solutions sales.

·         Demonstrated success in closing large, complex, conceptual sales transactions required.

·         Ability to work with both the business and technical client contacts.

·         Exceptional selling skills and excellent oral/written communication skills.

·         Industry knowledge of Agile, Scrum, ALM and SCM software development market and track record of success in the market highly preferred.

·         Travel as necessary to call on customer accounts, work with expanding partner network and work at trade shows.

Education/Experiential Requirements

·         Bachelor’s Degree – technical degree, ideally.

·         8 years of industry background with at least 5 of those in field enterprise software sales.

Our client is a well established and a global leader of enterprise cloud development. Over the last decade, they have successfully pioneered collaborative and distributed agile software development in the cloud for many of the world’s largest organizations.  Due to expansion, we have an immediate opportunity for a seasoned sales / business development professional to drive growth in Western US. This is an outstanding opportunity for a solid technical sales pro.

FILLED | SVP Client Relations for a PR firm in San Francisco

We are searching for a great personality to join our dynamic PR Agency client.  This role requires a high EQ, and the ability to support client relationships.

Job Purpose

• To provide strategic counsel for clients and manage client relationships
• To interface with all levels of staff regarding organization and to reinforce core values/guiding principles of the agency 
• To maintain big picture perspective, contributing to the overall growth of the company
• To develop and maintain an active pipeline of new business prospects

Duties and Responsibilities

• Provides strategic counsel to clients across a variety of practice groups
• Manages significant accounts, develops account budgets, negotiates budgets with clients
• Develops, manages and/or reviews communications and media strategies
• Manages overall quality of account staff work and client satisfaction levels
• Develops and manages internal budgets
• Leads internal/client meetings and conference calls
• Manages billing process; including review of prebills, budget management, timely entry of timesheets, and establishment/accomplishment of profitability goals
• Promotes, reinforces and upholds our client's core values
• Coaches/mentors account staff
• Participates in overall firm management, staff recruitment, training, hiring and supervision
• Demonstrates a significant proficiency in new business
• Actively participates on executive team
• Bills 60-80 hours of client work per month

Qualifications

• BA or BS in related field required
• Requires 10-12+ years of public relations, marketing or related experience
• Big picture perspective
• Senior strategist sought out by clients to provide counsel
• Knowledgeable on industry and related areas
• Experienced, solid multi-tasker
• Creative problem-solver 
• Strong writer with excellent presentation skills

Business Development : Software Sales in NYC area

This role is home-based in the NYC/NJ area and will be responsible for selling the company's Agile Application Lifecycle Management (ALM) products and services within the North Eastern US geographic territory.

 The candidate should be a self-starter with excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences. Experience with Challenger Sales Model is preferred. Insight selling or Solutions Sales experience is a must.

Responsibilities

·         Primary driver for adding new accounts and growing existing client relationships within the territory.

·         Solution selling to existing customer base and new prospects.

·         Manage the overall relationship with the client from the initial engagement through contract negotiations and into a long-term relationship.

·         Generate quotes and respond to Requests for Proposal (RFPs).

·         Management of sales pipeline and forecasts in Salesforce.com.

·         Must live in the greater New York City metropolitan area -- and have a strong experience working with IT managers, development managers, IT business executives and procurement personnel of the accounts located in the region.

·         A proven track record with a minimum of 5 years field sales experience in Application Lifecycle Management (ALM) or Software Configuration Management (SCM) software, consulting and solution selling experience.

·         Strong team selling background: ability to work with inside sales, field engineering and field consulting.

·         Knowledge of Challenger sales techniques, insight selling or solutions sales.

·         Demonstrated success in closing large, complex, conceptual sales transactions required.

·         Ability to work with both the business and technical client contacts.

·         Exceptional selling skills and excellent oral/written communication skills.

·         Industry knowledge of Agile, Scrum, ALM and SCM software development market and track record of success in the market highly preferred.

·         Travel as necessary to call on customer accounts, work with expanding partner network and work at trade shows.

Education/Experiential Requirements

·         Bachelor’s Degree – technical degree, ideally.

·         8 years of industry background with at least 5 of those in field enterprise software sales.

Our client is a well established and a global leader of enterprise cloud development. Over the last decade, they have successfully pioneered collaborative and distributed agile software development in the cloud for many of the world’s largest organizations.  Due to expansion, we have an immediate opportunity for a seasoned sales / business development professional to drive growth in New York City / New Jersey and the surrounding area. This is an outstanding opportunity for a solid technical sales pro.

Business Development Director for Cloud Services company

The candidate should be a self-starter with excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences. Experience with Challenger Sales Model is preferred. Insight selling or Solutions Sales experience is a must.

Responsibilities

• Primary driver for adding new accounts and growing existing client relationships within the territory.
• Solution selling to existing customer base and new prospects.
• Manage the overall relationship with the client from the initial engagement through contract negotiations and into a long-term relationship.
• Generate quotes and respond to Requests for Proposal (RFPs).
• Management of sales pipeline and forecasts in Salesforce.com.
• Must live in the greater Chicago or surrounding area -- and have a strong experience working with IT managers, development managers, IT business executives and procurement personnel of the accounts located in the region.
• A proven track record with a minimum of 5 years field sales experience in Application Lifecycle Management (ALM) or Software Configuration Management (SCM) software, consulting and solution selling experience.
• Strong team selling background: ability to work with inside sales, field engineering and field consulting.
• Knowledge of Challenger sales techniques, insight selling or solutions sales.
• Demonstrated success in closing large, complex, conceptual sales transactions required.
• Ability to work with both the business and technical client contacts.
• Exceptional selling skills and excellent oral/written communication skills.
• Industry knowledge of Agile, Scrum, ALM and SCM software development market and track record of success in the market highly preferred.
• Travel as necessary to call on customer accounts, work with expanding partner network and work at trade shows.

Education/Experiential Requirements

• Bachelor’s Degree – technical degree, ideally.
• 8 years of industry background with at least 5 of those in field enterprise software sales.

Our client is a well established and a global leader of enterprise cloud development. Over the last decade, they have successfully pioneered collaborative and distributed agile software development in the cloud for many of the world’s largest organizations.  Due to expansion, we have an immediate opportunity for a seasoned sales / business development professional to drive growth in North Central US Region - Chicago IL  - and the surrounding area. This is an outstanding opportunity for a solid technical sales pro.

Field Marketing Manager in San Francisco Bay Area

We are searching for a Field Marketing Manager for our client in the San Francisco Bay Area. This role part of an innovative worldwide team and the key marketing point of contact between the VP Sales - Enterprise, the Sales Team and the Global Marketing Organization.  As Field Marketing Manager you are responsible for designing and executing a successful marketing plan and budget for the assigned regional/vertical area, in alignment with local market objectives, global company positioning, and regional vertical strategies. A locally customized blend of tactics will deliver on global and regional sales objectives and drive the success of our client’s cutting-edge global platform and region P and L. This role requires great creativity, the ability to communicate effectively across varying organizational levels and teams, the ability to manage competing priorities, and exceptional project management skills. Develop and execute the local marketing plan, managing the marketing mix and budget, including sales enablement programs, company brand awareness activities, channel promotions, events, marketing collateral, public relations, social media and web presence. Leverage the regional and global functional expertise, as well as global programs and content, to achieve the greatest return on global marketing resources. Drive demand generation programs and develop additional lead nurturing activities to achieve lead goals with a balance of inbound and outbound marketing programs. Ensure region marketing needs are effectively communicated to the global marketing organization. Provide input to identifying in-region customer targets by vertical, drive sales plays, advise on how to customize/build playbooks and measure progress against targets Manage local lead funnel by assessing lead quality through quantifiable program metrics/KPIs, engaging with sales team, guiding and accelerating lead movement thru the funnel, and drive sales SLA for leads and follow-up IBX (International Business Exchanges) marketing: launches, collateral and digital assets based on global product marketing guidelines, global inbound/outbound marketing and sales enablement activities. Contact acquisition and development strategy for local market: by vertical, job role, target account, suspect/prospect/customer. Key touch points: VP Sales - Enterprise and Sales team, programs managers, PR manager, web/digital marketing team, content managers, and marketing operations. Success Metrics:  MRR and TCV Pipeline contribution from marketing-generated leads; MQLs generated for in-region customers; MQL-SQL-Closed Won conversion rate; program delivery KPIs, sales activities/participation in programs and utilization of tools, PR metrics, upsell/xsell metrics

Required Qualifications and Experience:

·         Possesses an expert understanding of how to drive business and marketing through the sales channel to grow market share ·         Excels at cross-group collaboration ·         Strong project management skills, creative thinking and analytical ability ·         Demonstrated experience in working with partners driving pipeline and revenue, ·         Proven success developing business, marketing planning/analysis, opportunity identification and optimizing Return on Investment ·         Motivated self- starter who thrives on working in complex and challenging environments of a rapidly evolving business ·         Strong written and verbal communication ·         IT or network marketing experience preferred ·         Familiarity with: Excel, PPT, marketing automation tools ·         BA or BS, marketing focus preferred

Business Development Sales Rep in San Francisco

We are looking for a highly motivated and customer-obsessed sales development rep to dive headfirst into cloud computing. This offers an upwardly mobile opportunity to start your sales career in a high-growth yet established cloud computing leader with a clear career growth track. Sales Development Representatives (SDRs) are responsible for managing free trials and inbound lead activity, qualifying active buying interest, and driving prospecting for opportunities in Target Accounts. The SDR will close B2C sales, while contributing to the B2B sales pipeline by identifying B2B sales opportunities for Account Executives.

Responsibilities
     Interact with prospects via telephone, Skype and email
     Manage B2B sales process in Salesforce.com
     Qualify inbound leads
     Prospect into Target Accounts
     Manage a pipeline of evaluators to sale
     Pass qualified B2B sales opportunities to the Enterprise team when appropriate
     Update lead scores and prospecting activities in salesforce.com and Marketo
     Collaborate with Customer Success team
     Consistently achieve qualified opportunity quotas
     Provide closed-loop feedback to ensure continuous process optimization

Desired Skills & Experience
     Opportunity qualification and objection handling
     Positive and energetic phone skills, excellent listening skills, strong writing skills
     Ability to work in a high-energy sales team environment; team player
     Concentrated yet flexible multi-tasker
     Time and territory management
     Proficient with standard corporate productivity tools (email, voicemail, MS Office)
     College degree or equivalent work experience Salesforce.com experience a plus
     Software/engineering/technical aptitude a plus

The Company

Our client is a well established and a global leader of enterprise cloud development. Over the last decade, they have successfully pioneered collaborative and distributed agile software development in the cloud for many of the world’s largest organizations.  Due to expansion, we have immediate opportunities for inside sales representatives. These growth-oriented positions can be based out of the San Francisco Bay CA area, or in Portland, OR.

FILLEDE | VP of Technology for Bank in San Francisco

Our client, a leading regional bank, is seeking anew VP Technology.  This position will support one key department and will be responsible for maintaining the technology vision and roadmap for that department.  This role involves heavy interaction with both internal departments and external vendor partners as it relates to upgrades and maintenance.

Responsibilities:

• Develop, communicate and execute an a technology strategy with key stakeholders.
• Ensure that day-to-day technology needs are met for the department.
• Establish and maintain business relationships with appropriate leaders within the organization. Create transparency with the business and supporting technology groups.
• Assess and communicate risks associated with installed technology.
• Lead significant departmental technology initiatives (e.g. Wire systems upgrade/replacement)
• Add and manage staff (FTE and/or contract) as needed
• Research applicable technology trends, stay abreast of technology directions, educate business partners on technology opportunities and refine appropriate roadmap(s).
• Champion the appropriate use of technology to acquire/develop cost effective, innovative solutions as appropriate.
• Understand business partner technology needs, challenges assumptions, and champions efforts within the Technology group to develop cost effective, innovative solutions that can be leveraged across the enterprise where applicable.
• Facilitate and support technology governance reviews within and across business groups.
• Report on relevant metrics, provide recommendations for improvements, create presentations, and bring together appropriate stakeholders.     

Requirements:

• 10+ years work experience of relevant  industry experience, with a minimum of five years in leadership/management.
• Bachelors degree  
• Demonstrated ability to bring the benefits of technology to solve business issues while also balancing costs and risks
• Strong vendor management skills
• OSI/Total Plus experience
• Fiserv experience is a plus
• Demonstrated ability to develop and maintain internal partnerships within technology and the business units in order to achieve results.
• Strong communication, interpersonal, and coaching skills
• Ability to inspire and motivate others to take action. Resolve conflict effectively within a team environment including outside partners and vendors.
• Ability to align and leverage resources as appropriate
• Ability to make difficult decisions based on calculated risks.
• Strong negotiation skills.
• Proven ability to lead and influence teams

FILLLED | Sales Manager with experience in Real Estate Services

We are searching for an New Business Development Manager to support the Real Estate Services rm for our global publically traded company.  Our client has  operations in over 10 countries serving clients in over 50 countries in the BPO/ITO space is looking for Account Directors.

The incumbent will work on helping to improve the performance of customers’ operational processes and expand on the partnership.

Key Responsibilities

·         Work with clients to uncover business needs and objectives, develop strategies, and identify/implement appropriate solution to help achieve client goals.

·         Develop broad industry knowledge in terms of trends, challenges, best practices etc.

·         Ultimate responsibility for Account governance

·         Understand clients business and generate ideas to enhance client performance. 

·         Build trust, credibility, and client referrals. 

·         Achieve client targets within the context of the underlying opportunities.

·         Work with business development, solutions, and technology teams to develop sales proposals. 

·         Balance client demands with participation in broader organizational initiatives. 

·         Coach and mentor delivery leadership and account management teams

·         Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones.

·         Proactively assesses, clarify, and validate customer needs on an ongoing basis.

·         Liaise with Industry bodies and institutions to bring in global best practices and build a brand.

Skills/Experience

·         10 - 15 years of experience in client facing roles

·         8+ year’s account management experience; Business Process Outsourcing projects, large IT-outsourcing projects or complex IT-solutions (multi-million dollar projects).

·         Bachelor’s Degree or higher education credentials

·         Having a background in Technology is a plus but not essential

·         Ability to manage, support, develop and coordinate the actions of the assigned solutions teams

·         Experience in Insurance, Real Estate, Healthcare, Financial Services, logistics or similar  services industry is essential.

·         Extensive knowledge and experience in consulting, building shared services in distributed  delivery model is desired.

·         Demonstrated track record of building client relationships, development business and providing quality service 

·         Ability to interact with C-Suite level executives with proven global expertise and perspective

·         Must be able to travel domestically and internationally to cover global client sites  

·         In-depth knowledge of the ITO/BPO Industry 

·         Strong business acumen with excellent negotiation skills and an ability to conceptualize and sell ideas.

·         Strong mediation and conflict management skills

·         An ability and experience to manage accounts globally is a must, overseas work experience would be a plus

·         Strong organizational, multi-tasking, time-management and analytical skills.

·         Excellent communication & interpersonal skills

Areas of Experience – Real Estate Services

·         Finance and accounting

·         Customer administration

·         Business analytics

Field Marketing Manager - Financial Services - NY/NJ

We are searching for a Field Marketing Manager for our technologies services client.  

This Field Marketing Manager will be part of an innovative worldwide team and the key marketing point of contact between the VP Sales - Enterprise, the Sales Team and the Global Marketing Organization.  As Field Marketing Manager you are responsible for designing and executing a successful marketing plan and budget for the assigned regional/vertical area, in alignment with local market objectives, global company positioning, and regional vertical strategies.

A locally customized blend of tactics will deliver on global and regional sales objectives and drive the success of our client’s cutting-edge global platform and region P&L. This role requires great creativity, the ability to communicate effectively across varying organizational levels and teams, the ability to manage competing priorities, and exceptional project management skills.

Responsibilities

·         Develop and execute the local marketing plan, managing the marketing mix and budget, including sales enablement programs, company brand awareness activities, channel promotions, events, marketing collateral, public relations, social media and web presence

·         Leverage the regional and global functional expertise, as well as global programs and content, to achieve the greatest return on global marketing resources

·         Drive demand generation programs and develop additional lead nurturing activities to achieve lead goals with a balance of inbound and outbound marketing programs

·         Ensure region marketing needs are effectively communicated to the global marketing organization.

·         Provide input to identifying in-region customer targets by vertical, drive sales plays, advise on how to customize/build playbooks and measure progress against targets

·         Manage local lead funnel by assessing lead quality through quantifiable program metrics/KPIs, engaging with sales team, guiding and accelerating lead movement thru the funnel, and drive sales SLA for leads and follow-up

·         IBX (International Business Exchanges) marketing: launches, collateral and digital assets based on global product marketing guidelines, global inbound/outbound marketing and sales enablement activities

·         Contact acquisition & development strategy for local market: by vertical, job role, target account, suspect/prospect/customer

·         Key touch points: VP Sales - Enterprise & Sales team, programs managers, PR manager, web/digital marketing team, content managers, and marketing operations

·         Success Metrics:  MRR & TCV Pipeline contribution from marketing-generated leads; MQLs generated for in-region customers; MQL-SQL-Closed Won conversion rate; program delivery KPIs, sales activities/participation in programs and utilization of tools, PR metrics, upsell/xsell metrics

Qualifications & Experience

·         Possesses an expert understanding of how to drive business and marketing through the sales channel to grow market share

·         Excels at cross-group collaboration

·         Strong project management skills, creative thinking and analytical ability

·         Demonstrated experience in working with partners driving pipeline and revenue

·         Proven success developing business, marketing planning/analysis, opportunity identification and optimizing Return on Investment

·         Motivated self- starter who thrives on working in complex and challenging environments of a rapidly evolving business

·         Strong written and verbal communication

·         IT or network marketing experience preferred

·         Familiarity with: Excel, PPT, marketing automation tools

·         BA or BS, marketing focus preferred