Vice President of Sales

About ISG Technology At ISG Technology, we're unlocking possibilities for our clients by providing IT services that help drive business growth. We're freeing them from the burdens of day-to-day IT maintenance, securing their networks, protecting their data and helping them design, implement and manage their IT infrastructure. And we've been doing it for over four decades. Join in on the Success As part of the Twin Valley Family of Companies and a fourth-generation family business, ISG Technology has grown and evolved into a recognized leader in the Midwest by aligning our success with the long-term success of our clients. We are consistently recognized in CRN’s Top Managed IT Service Providers in the nation, most recently as part of the Security 100 for excellence in managed security offerings. But all those accolades take second stage to our Customer Satisfaction Scores (CSAT), which have consistently been 97% while our Net Promoter Score is 70, compared to the industry average of 47. If you're the type that takes pride in providing world-class support, you may have what it takes Job Summary: The Vice President of Sales & Marketing provides inspirational, visionary leadership to the sales and marketing functions to help propel the company to its next stage of growth while meeting or exceeding today’s objectives. This position partners with executives to set the long-term vision and strategy of ISG Technology. Key Accountabilities: LMA Sales / Marketing Budget Ownership Sales Quota Performance Leadership / Assignment / Measurements Marketing Practices for ISG Technology Aligned with TCP Quality Participate in Client Executive Level Strategic Planning What you bring to the position: You are a visionary who can see the big picture and develop and implement strategies and maintain the drive and focus to achieve aggressive expansion goals. You have a strong command of both sales and marketing at a senior level, and you play a major analytical role by conducting business, performance, and competitive analyses. You study and evaluate sales results, comparing them against the business targets and metrics to control the success of sales initiatives and develop changes and solutions. You exhibit a strong executive presence and sound business judgment. You use data-informed analyses to drive initiatives forward internally with stakeholders from other functional areas of the company. You are a team-first leader who leads by example and knows how to have fun in a professional environment. You have experience with marketing automation and sales enablement tools and know how to coach a sales professional to utilize the tools to increase conversion rates. You appreciate that while there are different roles between marketing and sales, they operate as a fully integrated team to help our clients through the buyer’s journey. You can drive results by working with a sense of urgency and resourcefulness. You are a problem solver with strong analytical and quantitative skills, and the ability to use data and analytics to understand and improve performance. You embody and align with our core values and appreciate the strength and stability that comes from working with a values-based company. You appreciate the power and efficiency of consistency in the “ways” we operate. You embrace change and have the resilience required to continually improve yourself. You can think creatively and can adapt to evolving situations. You understand the need to collaborate with your team members and other departments and that synergy comes from everyone rowing in the same direction. You have a strong desire to provide customers with optimum technology solutions and exemplary customer service, and you achieve your goals that you mutually set with your supervisor. You are a self-starter who is prepared to develop and execute your plan and deliver on quarterly goals on a consistent basis. You take what you do seriously, but you do not take yourself seriously and you know how to have fun in a professional environment. You are humbly confident and use your knowledge to build confidence without being a “know-it-all.” You successfully fulfill the following essential duties and responsibilities: You will provide STRATEGIC OVERSITE to the position by: Providing exceptional leadership and strategic direction to the sales and marketing program, growing opportunities within the current customer base through effective marketing. You establish departmental metrics and evaluate the effectiveness of sales and marketing initiatives, making appropriate changes that lead to reaching overall sales targets. Owning and developing strategic sales and marketing business plans and budgets for each market segment and core offering. Communicating outcomes and analyses in reports, presentations, and make recommendations to the executive team. Creating financial feasibility studies to determine sales growth and revenue targets for the sales department. Collaborating with executive team in development of the strategic path of our MSP business guiding our company towards financial, operational, and client supremacy. You will utilize your ADMINISTRATIVE AND BUSINESS SKILLS to efficiently: Exceed company financial metrics while implementing sales behaviors consistent with long-term growth and profitability. Work with the Vice President of Services and Chief Technology Architect to ensure standardization and consistency across markets and offerings. Develop standards for the continuous improvement and enhancement of customer segmentation strategy across the organization. Leverage the CRM and identify and drive process improvements, automation and innovations which enhance efficiency, accurate forecasting, and financial results. Structure and enforce necessary sales process for MRR: Needs Analysis, Heat Map, Assessments, QBR’s. Manage annual recurring revenue of quotas and budgets as assigned, minimizing churn, maximizing up-sell and cross-sell. You will use your PEOPLE MANAGEMENT SKILLS to inspire and coach your team by: Having a creative and proactive approach to conflict resolution and problem solving, mentoring, coaching, recognition and performance management. You treat your staff with dignity and respect, and use inspirational methods, rather than punitive methods, to achieve results. Effectively communicating the roles and responsibilities of your team, set clear expectations, and continually assess that your team members are in the right seats, are bought-in, and have the passion to consistently win. Helping your team execute at a high-level focused on ensuring your team understands and knows how to consistently navigate the tools and resources available within the company to achieve success. Leveraging existing business and sales frameworks and coach team on how to improve account executive productivity and meet and exceed scorecard metrics. Recruiting and hiring the right sales team and manage poor performers through performance improvement processes. You will utilize your SALES ACUMEN to drive sales by: Owning the sales funnel from thought leadership, demand generation and throughout the conversion of the various sales cycles, including post-sales client success. Owning key/strategic client relationships, improving the economics of client engagements and opportunities. Leading the sales team in developing cross-sell sales strategy within accounts. Consulting with executive team on development and executing the Managed Service Provider product offering portfolio and roadmap. Facilitating on-going MRR (Monthly Recurring Revenue) and MSP (Managed Service Provider) training. Developing strategies to ensure sales staff can conduct successful negotiation and execution of agreements. You will use your COLLABORATIVE SKILLS to: Develop strong business relationships in the designated markets. Work closely and productively with key cross-functional leaders to create highly visible business plans and strategies that have buy in and full alignment across the organization. Move a multi-functional set of professionals in a single direction and with a common vision and objective. Work with the executive leaders and counsel them on sales strategies, forecasting, and general management discrepancies to align the organization’s efforts and advance the success of the business’s overall goals and targets. Tackle complex challenges with a strategic mindset and create thoughtful recommendations and action plans for solving them with product and cross-functional leadership. Collaborate with peers and colleagues cross-functionally, acting as an interface among other departments including information technology, supply management, sales, and finance to drive the development of best-practice MSP processes and workflows. Align with Strategic Account Management/Customer Success functions to ensure high levels of customer satisfaction and support. Support the Company by completing other job duties assigned. As a successful employee, you will demonstrate the following professional skills as you carry out your position: Oral Communications – Speak clearly and persuasively in positive and negative situations; respond well to questions; demonstrate group presentation skills and participate in meetings. Written Communications – Write clearly and informatively, edit work for spelling and grammar; present numerical and statistical data effectively and is read and interpret written information. Customer Service – Respond promptly and courteously to customers’ requests for service and assistance; manage difficult or emotional customer situations. Presentation – Deliver business, non-technical, and limited-technical presentations to audiences of 20-150 individuals. Leadership – Lead people and get results through others in a positive and inspiring manner. Management – Organize and manage multiple priorities. Ethics – Treat people with respect; keep commitments; inspire the trust of others; work with integrity and ethically; uphold company values. Organizational Support – Follow company policies and procedures. Judgment – Include appropriate people in decision-making process. Interpersonal Skills – Maintain confidentiality; keep emotions under control; listen well. Strategic Thinking – Develop strategies to achieve organizational goals; analyze market and competition; identifies external threats and opportunities and adapts strategy to changing conditions. Planning and organization – Prioritize and plan work activities; use time efficiently; plan for additional resources; set goals and objectives; organize or schedule other people and their tasks. Professionalism – Approach others in a tactful manner; react well under pressure; treat others with respect and consideration regardless of their status or position; accept responsibility for own actions; follow through on commitments. Adaptability – Adapt to changes in the work environment; manage competing demands; deal with frequent change, delays, or unexpected events. Detail & Task Oriented – Manage and follow through on multiple tasks, items and communications in a timely manner. Requirements: You will meet the following educational and work experience requirements: Bachelor’s degree in similar or related field required, Master’s degree in business-related field preferred. Minimum 10 years of successful experience in a high-level sales and marketing position in a fast-paced and dynamic business environment. Technologically savvy and understand sales, marketing, and industry technology. Have experience and working competence in computer skills including key company tools and software; spreadsheet software; word processing software; virtual meeting software, email, and communications software. You will follow the ISG Technology Core Values: Humor & Fun We believe it’s important to take time outside of work to spend time with family and keep the wind in our sails. We collaborate and value sharing our unique perspectives. We’re inclusive and create activities that align with people’s interests and passions. Resilience We pride ourselves in meeting high-pressure challenges. We never quit and demonstrate the ability to see daunting assignments through successfully. Lead by Example We demonstrate courage in having crucial (and sometimes “tough”) conversations. We are reliable and highly accountable in our use of systems and tools. Continuous Improvement We’re creative thinkers who can adapt to evolving situations. We’re humbly confident, know our stuff, are willing to coach and be coached. We’re willing to make “healthy” self-sacrifices for the greater good. “Team First” Initiative We are pro-active and stay on top of training and certifications. We willingly take on more responsibility if we see a need and can assist. We view individual accountabilities as representing the whole team. #J-18808-Ljbffr