VP, Global Selling Services ServiceSource
THIS JOB HAS EXPIRED Job Description:
VP, Global Selling Services
The VP, Global Selling Services is the Senior Executive responsible for the overall success of the client's comprehensive renewals program, including SREV program, client policies & procedures, and client value proposition. This individual will develop and execute on client renewals' global strategy in a way that is aligned with overall SREV strategy. The position has direct accountability for 250+ person staff, execution of contracted business, delivery of multi-million dollar operating plan & attainment of contribution margin. The position also contributes to client relationship management and ongoing business development.
P&L for selling services of large, global accounts
Deliver on client's quarterly and annual operating plan.
Partner with SREV global and client financial organizations to define client annual plan (REV & OPEX)
Assist in develop of and deliver annual financial and operational plan (Op Plan) for SREV
Customer Retention and Loyalty
Deploy methodologies and rigor for Clients For Life (C4L), and employee certification and training.
Be part of Global Team that establishes and develops broad, high value key client executive relationships
Build relationships across the client organization to support the global renewals results (field sales, finance, partner management, order management, etc.)
Define and deliver high NEB maintaining balance between SSI and client priorities.
Subject matter expert for renewals optimization for client organization.
Ensure contract continuity
Customer satisfaction, formal relationship management & development plans
Performance in support of client retention for the account
Develop and deploy operational and sales strategies to deliver superior results
Sales methodology, including Value Proposition, Path to PO, deal & territory forecasting
Sales management methodology, including integrated rep coaching, territory reviews, pipeline management, portfolio management and forecasting
Work with sales operations to:
Establish and manage account-specific operational/sales metrics to supplement the standard
Manage & track renewals metrics. (e.g. up-sell rates, discount management, forecast accuracy)
Ongoing process management to ensure continual improvement of key operational metrics
Communication of company strategy, goals, priorities and successes to employees.
Manage investment decisions and define structure for account
Drive employee satisfaction by leveraging key talent development tools, employee surveys, and compensation and rewards systems. Develop a plan and manage turnover at all levels.
Global, Enterprise team
Outside Sales & Marketing
Consistently produce accurate financial forecasts covering quarterly/annual revenue targets and operating expenses
Establish cash conversion metrics that align with Enterprise targets
Deliver incremental (%) revenue growth for client?s service business
Show strong and progressive client satisfaction/relationship management scores based on direct feedback, survey data, Client Retention &Loyalty Index
Draft playbooks that outline the approach to execute on each development strategy and expand assigned accounts ? first 120 days
Ensure client is a reference-able account
Deliver insightful operations review to Enterprise GM covering sales production, staffing & resource utilization, ? 90 days
Establish go-forward operations metrics targets that align with Enterprise objectives (Bookings, MCE Renewal Rate, Conversion Rate) ? 90 days
Develop a comprehensive strategy to develop each account ? first 120 days
Management & Leadership
Construct development plan and establish career goals for key employees ? 6 months
Assemble a team that produces high performance and achievement ? 90 days
Produce consistently high retention and engagement scores of key talent
ServiceSource is the global leader in recurring revenue management. Renew OnDemand?, the only cloud application built specifically to grow recurring revenue, automates a highly valuable but typically manual business process. By leveraging big data to give companies a complete view of their customers, Renew OnDemand? and our proven services drive higher subscription, maintenance, and support revenue, improved customer retention, and increased business predictability.
With over a decade of experience focused exclusively on growing recurring revenue, our products and services are based on proven best practices and global benchmarks. Like a funded start up, our continued growth in our service business allows us to aggressively invest our software product.
||735 Battery Street |
San Francisco, CA 94111
THIS JOB HAS EXPIRED