Senior Vice President, Sales & Account Management

Company: Fahrenheit Advisors
Location: Lakeland
Posted on: January 16, 2022

Job Description:

Fahrenheit Advisors has been retained by our client, MotionPoint, to assist in the search and selection of a Senior Vice President, Sales & Account Management (SAM), to join its growing leadership team. This position will report to the Chief Executive Officer and will ideally be based out of the Greater Fort Lauderdale area. However, candidates outside the area will be considered dependent upon the specific circumstances.
About MotionPoint: MotionPoint solves the operational complexity and cost of digital content translation and localization. The company's cloud-based platform translates, deploys, and operates multilingual content and commerce websites, while optimizing customer experiences across channels. MotionPoint has over twenty (20) years of experience helping hundreds of large and midsize enterprises across industries and geographies achieve their global business growth objectives.
Specifically, the company delivers a "turn-key" managed services (combining subscription- based annual platform fees and ongoing project-based translation services) value proposition for its' customers by delivering "Translation-as-a Service" freeing up internal business and technology teams and budgets for other value-add projects. Average contract value (ACV) is $120K per customer with a range of $30K-$1M+ depending on the number of websites, and volume of translated content. Project-based services include initial implementations, ongoing project management and content translation services, which represent approximately 50% of total revenues.
Ideal Candidate:As an ideal candidate, you take a hands-on approach to managing the team and owning both new logos and existing customer renewal/upsell growth targets by being a player/coach leading by example every day. As you "lead from the front", you are interacting and selling to prospects and current customers, and ensuring your team exceeds their quotas. You own the overall bookings and net revenue retention numbers for MotionPoint and "get your hands dirty" to meet/exceed those goals. You have been part of a successful leadership team driving the transition from a founder-owned to customer-centric business with focus on establishing a culture of accountability that will be relied upon by PE owners to develop accurate financial projections.
You are a seasoned and serially successful B2B Sales and Account Management (SAM) leader and builder of high-performing teams selling software/SaaS, and technology-enabled services into both mid-market and enterprise companies. You thoroughly understand the website, translation/localization technology and services ecosystems and have delivered above-quota performance through both direct solutions selling to new logos, upsell and renewals for existing customers and through third-party sales channels with meaningful contacts and existing relationships from which to leverage. Experience selling web/data/analytics-oriented products and into the CMO suite within customers is also relevant.
Additionally, you have developed, managed, and grown successful multi-channel, SAM teams and organizations growing from $50 million to $100-200 million in both recurring subscriptions and engagement-based services revenue. You are actively involved across all pipeline stages in the context of coaching and strategizing sales pursuits, interfacing with prospects and customers. You can articulate a compelling SAM growth strategy/plan that aligns with our corporate growth and profitability strategies and comfortable establishing, and being accountable for ongoing sales, renewal, and overall revenue forecasting.
Primary Responsibilities:

• Align the SAM organization's objectives in concert with the overall company's strategic priorities and plans in establishing a culture of accountability and performance
• Deliver repeatable, profitable growth in new logos and existing customer renewals/upsells to meet/exceed quotas by building, leading, and managing teams and developing a highly efficient, scalable SAM organization
• Manage the ongoing operations of the SAM organization including activity management, budgets and the formulation and development of an effective program for landing and expanding direct and indirect key accounts
• Provide detailed and accurate new logo sales and existing customer renewal and upsell forecasting that can be relied on to develop accurate financial projections
• Manage key customer relationships and leads in closing strategic opportunities
• Leads the coordination of training and professional development of the entire SAM team
• Assist in designing and implementing relevant marketing/demand generation campaigns, and supporting assets
• Maintain a strong, up-to-date knowledge of the marketplace and competitive products/services
• Collaborate with marketing/demand generation and the leadership teams to devise new and innovative ways to position our products & services in our target markets/segments
• Prepare, maintain, and present SAM activity and performance reports
• Devise new and innovative ways to position our products & services in our target markets/segments
• Create a culture of success and ongoing business and goal achievement
• Define optimal SAM team structure and territories for both indirect and direct channels
• Define and oversee SAM team compensation and incentive programs that motivate the sales team to meet/exceed their sales targets
• Compile, manage and apply information and data related to customer and prospect interactions to coach and improve SAM team performance
• Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions
  Preferred SAM Leadership Skills & Experience:
• 10+ years successfully recruiting, building, developing, and managing SAM teams selling both mid-market and enterprise level technology-based products/services on a national and/or global scale
• Proven experience developing and leading SAM organizations within companies delivering $50M - $200M of annual revenue
• Metrics orientation and historical ability to consistently and reliably forecast by establishing a performance focused culture up and down the SAM organization.
• Proven ability to scale revenue organically, while optimizing SAM performance through well-developed sales and customer success processes from lead generation through close in both direct key accounts/Accounts-based Marketing (ABM) and indirect channel partner programs
• Proven track record of designing, implementing effective SAM compensation plans
• Demonstrate a history of proactively managing SAM KPI's such as Lead-to-Closes, Customer Acquisition Cost (CAC) relative to Lifetime Value (LTV), pipeline funnel management metrics, and retention/ activity metrics relating to customer success, retention/renewal, etc.
• Understands how to implement effective pricing, packaging, and positioning in both new logo pursuits and existing customer renewals.
• Strong, hands-on, and collaborative leadership within the SAM team and across the entire company.
  Preferred Technology Skills & Experience:
• Deep knowledge of SFDC and HubSpot or similar marketing automation tool experience
• Google for Business, including Gmail, Google Sheets, Docs, Slides, and Drive
  Preferred Education Skills & Experience:
• Four-year college degree required
  Other Competencies and Skills:
• Demonstrates customer-centricity and customer success and customer service skills
• Demonstrates empathy and patience with frustrated and/or reluctant clients
• Communicates clearly and effectively, excellent interpersonal skills
• Exhibits awareness and use of market-leading SAM models/methods, metrics and everyday practices
• Experience with nationally and globally deployed SAM organizations
  Travel Requirements:
• Significant travel throughout the United States and overseas

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