FILLED | Director of Business Development:Financial Services Technology

Reporting to the SVP Sales and; Business Development, the Sales Director will drive revenue initiatives of complex, multimillion dollar, multi-year, SaaS deals with North American Financial Institutions. This is a strategic, executive sales position.

Major Responsibilities:
• Develop and lead a sales strategy and account plan for Strategic and Target Accounts.
• Develop new opportunities through cold calling, prospecting, networking; follow up from inside sales generated leads.
• Maintain a visible presence with ISVs/enterprises/software enabled firms and personally close key deals. Contribute to solving customers' development challenges by applying a combination of technology, business, interpersonal, and professional experience.
• Achieve aggressive sales and profit targets.
• Achieve high levels of customer acceptance and satisfaction, resulting in the renewal of contracts.
• Continue to grow strategic accounts through executive relationships, technology and business leadership, and company alignment.
• Provide accurate sales forecasts; maintain accurate and timely contact and sales pipeline information.
• Leverage market knowledge and customer feedback to enhance company strategy, positioning, solutions, and marketing efforts.
• Stay abreast of marketing trends and business drivers and the corresponding technology solutions required.
• Function as a creative, effective leader both within and outside the company, demonstrated by actions and results.

Profile:
• Combines the attributes of presence, confidence, professionalism, and authenticity.
• Driven, self-starter, high sense of urgency; hands-on, roll-up-the-sleeves; strong desire and ability to make direct, positive impact on the company's bottom line.
• Developed business/sales acumen.
• Strong blend of analytical and communication skills; can create and implement plans with tactical efficiency.
• Background that combines the sophisticated training from a large company with experience from a smaller, developmental organization.
• Strong organizational and proven time-management skills; meets deadlines and maintains clear and concise documents and records.
• Team player with the ability to interact across company organizations.

Experience:
• Professional technology sales executive with a minimum of seven (7) years of sales experience; proven track record of exceeding sales targets; experience selling strategic technology, business consulting, or strategic services to CTOs, Vice Presidents and CEOs. Must be familiar with SaaS and Managed Service offerings and can work with clients to recommend appropriate business operations outsourcing solutions
• Track record of proactively approaching, opening and managing complex, multi-year, multi-tier deals with enterprises; proven and quantifiable record of aggressively growing sales and exceeding quotas, with deals sizes in the range of $2 - 10M.
• Superior contract negotiation skills; good at negotiating win-win agreements at the senior executive-levels.
• MUST HAVE experience in selling systems to Financial Institutions.

Requirements:
• Bachelors degree; MBA preferred.
• Significant travel within the selected geography.
• Computer literate. Competent in MS, Windows-based and SFA applications.

Location and type:
Full-time employment in Burlingame, California. Will accommodate remote office for right candidate.

Compensation and benefits:
Compensation will be a competitive salary with benefits, including health, dental, and vision, 401k with fully vested company match, and generous paid time off / holidays. Pre-IPO stock options are available for the exceptional candidate.

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