Head of Sales

4 weeks ago

Anaheim, United States Right Executive Search, LLC Full time

Head of Sales (IT Consulting & Solutions Sales)

Main Vertical Focus: Capital markets, banking and insurance, mortgage and lending.

Hybrid. Office Location options: Anaheim, CA; Dallas, TX; Portland, OR, Washington, DC metro.

Requires: Minimum 6 years’ enterprise sales team management experience in IT Consulting& Services/Solutions industry, proven track record in building new revenue, excellent presentation and team leadership skills. Requires vertical experience with at least one of the following: capital markets, banking and insurance, mortgage and lending.


Our client is a fast-growing technology firm providing IT consulting and solutions to varied industries ranging from capital markets and financial services to manufacturing.

The company is poised for rapid growth in the U.S. marketplace and is seeking a dynamic and strategic Head of Sales with a proven track record in hunting for new business opportunities.


The ideal candidate will lead and coach the company’s sales team in identifying, pursuing, and closing new clients to drive revenue growth across multiple verticals. The Head of Sales will develop and execute strategies to expand the customer base and achieve aggressive sales targets. The position is ultimately responsible for the sales function, and developing and implementing sales strategies and policies that help the organization meet its revenue goals.


By fostering a collaborative environment, this role focuses on generating trust and respect within teams. This position is responsible for developing and implementing sales plans and forecasts for overall business development and account management. The Head of Sales tracks actual performance against expectations and modifies strategies, territories, or incentive plans in response.


Responsibilities of the Head of Sales:

· Leads and coaches the company’s sales team in identifying, pursuing, and closing new clients to drive revenue growth across multiple verticals.

· Identifies and generates new business with targeted prospects and large clients

· Grows existing accounts and prospective clients to full potential and generates maximum revenue on a long-term basis

· Develops and implements a sales action plan with objectives and strategies to increase revenue and aggressively acquire new accounts

· Makes and develops contacts with selected staffing clients and strategic partners

· Develops customer relations including sales leads, research, cold calling, qualifying leads, developing leads and customer service

· Maintains and develops client relations for new and larger established existing customers, assuring all existing customers are contacted regularly to ensure customer satisfaction and develop need-based marketing relations

· Seeks and creates opportunities to expand business with current clients and identifies further business needs and develops and presents solutions

· Grows existing accounts and prospective clients to full potential and generate maximum revenue on a long-term basis

· Develops sales documentation including but not limited to spreadsheets, correspondence, sales proposals, presentations, and internal paperwork for new customer proposals and presentations

· Regularly interacts with executives of major and prospective clients

· Analyzes existing and anticipated client needs and promotes company services to fill such requirements

· Manages the preparation and implementation of sales and business development plans, sales forecasts and strategies

· Formulates the overall objectives and strategy to develop a high-value relationship within all targeted areas of the accounts

· Understands prospective client’s culture, product portfolio, competitive position, financial state, organizational structure and key decision-makers

· Includes staff in planning, decision-making, facilitating and process improvement; Makes self-available to sales staff; provides regular performance feedback; develops subordinates' skills and encourages growth.

· Solicits and applies customer feedback (internal and external). Fosters quality focus in others; improves processes, products and services


Qualifications of the Head of Sales:

· Bachelor’s degree in related field or equivalent; advanced degree is a plus

· 6+ years enterprise sales team management experience within IT Consulting & Services/Solutions industry with sales to BFSI/financial services sector which should include at least one of the following: capital markets, banking and insurance, mortgage and lending

· Strong, consistent quota track record.

· Ability to create sales results in a complex sales environment

· Well-developed negotiation, project and account management skills

· Excellent written, verbal, and interpersonal communication skills; tactful and respectful with others

· Proven leadership and business acumen skills, continually strives to improve supervisory skills

· Demonstrated ability to make successful presentations to individuals and/or groups at all levels of an organization

· Commitment to excellence and high standards, ethical, works with integrity

· Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm.

· Proficient using CRM, MS Office Suite


Compensation: 175-250k Base/ OTE 300-350k.


Keywords: sales, sales management, sales hunter, sales forecasting, fintech, technology consulting, managed services

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