Regional Vice President, Western Us Strategic Sales

Overview

The Regional Vice President, Western US Strategic Sales is a quota-carrying, Sales leadership role responsible for leading a field-based sales team running named accounts to achieve team sales goals. This role reports to the VP, Strategic Sales and operates at a key functional intersection including both tactical execution of selling activities as well as being a leadership presence with customers and working with executive leaders in the company. The primary objective of this position being to achieve the team sales goals.

Responsibilities

Essential duties and responsibilities include the following. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The ideal candidate is located in Texas or the Central/West regions.

• Participate in the interviewing and hiring of top-performing Strategic Account Managers along with VP of Sales
• Lead, manage, mentor team of Strategic Account Managers to achieve assigned business targets
• Host Weekly Sales Meetings to address team needs; expect full attendance from team
• Mentor the Strategic Account Managers on how to identify best opportunities to be competitive in the territory –competitive pricing, strategic products, partnerships, references, lobbyists, etc.
• Work with VP of Sales to Identify areas of needed training/improvement and engage sales enablement, etc.
• Other duties as assigned
• Hold weekly 1:1’s with each Strategic Account Manager, which includes reviewing progress towards quota, pipeline growth, forecast & forecasting accuracy, deal status, quarterly performance, GAP plans, and any performance-management tools (coaching plans or performance improvement plans)
• Travel with Strategic Account Managers regularly, and personally visit and be involved with key customers and key deals and step in to personally lead key/large opportunities when necessary
• Work closely with Strategic Account Managers on their individual Weekly Forecast submissions
• Actively participate in QBRs along with VP of Sales
• Follow-up with team directly on initiatives/communications sent to All Sales as it applies to team
• Submit territory Weekly Forecasts to VP of Sales for your territory based on your inspection of your Strategic Account Managers individual forecast submissions
• Identify areas for improvement and coach Strategic Account Managers in those areas
• Drive collaboration in our parallel Sales model with Solution Specialist teams
• Ensure team is prepared for QBRs and completes an annual Territory Plan
• Identify opportunities for VP and Executive Team involvement
• Understand deals for territory, coach the Strategic Account Managers on successful deal strategy, and drive them to successful discovery, objection-handling, deal timeline management, etc.

Qualifications

To be considered for and to perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required.

• 15+ years+ experience in sales including enterprise technology sales preferred
• Ability to accurately forecast sales on a weekly, monthly, quarterly and annual basis
• Prior sales management experience preferred
• Works well in a collaborative environment
• Ability to analyze and develop quality business and territory plans
• Experience using CRM systems (Salesforce.com preferred)
• Excellent presentation and product demonstration skills
• Bachelor’s Degree

Competencies

• Collaboration – Fosters cooperation, communication and commitment among groups and teams. Anticipates and resolves conflicts and removes barriers to success. Turns team diversity into an advantage. Encourages collaboration within and across organizational boundaries.
• Emotional Intelligence – Engages easily and effectively with a variety of people. Successfully solicits needed effort and support from others. Negotiates effectively. Has good listening skills, builds strong relationships, demonstrates flexibility and handles cultural differences effectively. Defuse conflict before it starts. Resolve disagreements in a way that all individuals feel heard and respected, and that brings out the best thinking to find causes of and solutions to problems.
• Business Acumen – Understands PowerSchool, the market, the industry and the competition. Create and adjusts strategy that balances short and long-term goals. Keeps teams’ work aligned with overall goals which lead to individual and department success. Maintains and develops advanced system and technical skills for any relevant/applicable systems and platforms based on role.
• Driving Results and Execution - Ability to build excellence by setting clear goals with exceptional follow-through to ensure execution and goal achievement. Makes and acts on tough decisions with a sense of urgency. Systematically gathers information, sorts through issues, and seeks input from others to develop a multi-faceted perspective. Considers short-term and long-term consequences. Accountable for own actions and performance and for team actions and performance. Monitors decision quality and adjusts as necessary.
• Leadership Development – Inspires and motivates others throughout the organization. Able to cascade and be a champion for organization vision and purpose. Possess a general manager perspective, leads through change and adversity, makes the tough call when needed, builds consensus when appropriate, motivates and encourages others. Supports others’ growth and achievement. Provides coaching, challenges, and develops employees. Provides visibility and opportunity. Effectively represents the company to internal and external individuals and/or audience.
• Change Leadership – Acts as a key player in managing corporate change initiatives. Initiates and drives constructive corporate, organization and/or work group changes. Encourages continuous process improvement and avoids status quo. Deals with ambiguity effectively and achieves process during uncertain times. Serves as a role model for managing change effectively.
• Communication (Verbal & Written) – Communicates well both verbally and in writing. Shares important information and ideas with key stakeholders using effective methods and channels in a timely manner. Identifies other functions and groups that would benefit from information sharing. Cascades company and departmental information appropriately and shares information that is actionable and meaningful.

Compensation & Benefits

PowerSchool offers the following benefits:

Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D)

Flexible Spending Accounts and Health Savings Accounts

Short-Term Disability and Long-Term Disability

Comprehensive 401(k) plan

Generous Parental Leave

Unrestricted paid time off (known as Discretionary Time Off - DTO)

Paid Community and Volunteer Time Off (VTO)

Wellness Program, including ClassPass& Employee Assistance Program

Tuition Reimbursement

Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program and Prepaid Legal coverage

A reasonable estimate of the base compensation range for this position is $157,803 – $210,993. The compensation range is specific to the United States and incorporates many factors including but not limited to an applicant’s skills and prior relevant experience and training; licensures, degrees, and certifications; internal equity; internal pay ranges; and market data/range parameters.

EEO Commitment

PowerSchool is committed to a diverse and inclusive workplace. PowerSchool is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. Our inclusive culture empowers PowerSchoolers to deliver the best results for our customers. We not only celebrate the diversity of our workforce, we celebrate the diverse ways we work. If you have a disability and need an accommodation regarding our recruiting process, please let us know by emailing [email protected] .