VP Sales

Job Description: 

Vice President of Sales

Aptech

The VP of Sales is responsible for (i) establishing and maintaining strategic relationships with key client executives and contacts; (ii) managing the members of the assigned sales Team, (iii) assisting Team members with attaining their individual Annual Sales Quota, and (iv) ensuring that the Annual Sales Quotas of the Team are reached.   The VP of Sales has the responsibility to find and win new business in the Hospitality market within all North American accounts and Corporate/Key Accounts. The ideal candidate will create strong value propositions through solution selling to win both new and add-on sales of Aptech. They will also have strong negotiation and closing skills, along with the ability to manage and motivate the sales team.

JOB RESPONSIBILITIES:

• Work with Regional Sales Mangers (RSM’s) that are expected to prepare and maintain Regional Territory Plans, identifying key markets and targets within the assigned region.
• Make sure plans are well thought out, robust and attainable and can be measured using SMART goals.
• Work with RSM’s to identify business opportunities through industry/account research, qualification and discovery to establish prospects and customers’ needs and key drivers.
• Build Relationships to gain trust and position products as a solution sale that meets the customer/prospect’s determined strategic needs and goals.
• Work with RSM’s and/or Application Consultant to provide tailored presentations that showcase product differentiators and meet the specific key drivers required to win the business and successfully close sales.
• Maintain existing client relationships by offering continued guidance, recommendations and best practices based on Industry expertise.
• Stay up to date with Industry trends, market activities and competitor products.
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
• Recognize trends in the market, and be fully knowledgeable of competitive activities to regularly communicate information to the sales and management team
• Demonstrate knowledge of account management, and the processes and procedures specific to each. Identification of strategic objectives, areas of concern, business drivers, etc.
• Make sure the RSM’s maintain a clean and accurate pipeline in Salesforce.com that provides management with detailed forecasts on a monthly, quarterly and annual basis that will demonstrate how you will meet your sales objectives.
• Follow company policy with regards to pre-configurations, proposal generation and contract matters.
• Set proper expectations with customers and prospects regarding our solutions, installation/training procedures and product support.
• Working with SVP Sales, manage expenses relating to sales in a responsible way, minimizing unnecessary expenses and maximizing territory profitability.

JOB QUALIFICATIONS:

• 5-7 years of consultative software sales experience and/or equivalent experience
• 1-2 years of managing and coaching direct reports
• Proven track record of hitting or exceeding annual quota along with the ability to train others
• Solution selling experience preferred, with strong leadership skills
• Ability to conduct sales presentations with emphasis on showing value and return on investment
• General experience with Windows, MS Office software and Salesforce
• Ability to learn technical details regarding hospitality software, computer hardware and third-party software products offered by the Company.
• Ability to work well individually or as part of a team
• Desire to provide outstanding account management and customer service
• Excellent organizational skills
• The ability to communicate both written and verbally in a professional and courteous manner
• Willingness to continually grow and enhance your own skills
• Travel is required. Most travel will be within North America, but the role may be required to travel Internationally.
• Proficient at working independently and have a home office.
• Ability to negotiate skillfully in tough situations with both internal and external groups

COMPETENCIES:

Management Experience

Team Building

Customer Focus

Negotiating

Organizing

Presentation Skills

Written Communications

Business Unit: 

Scheduled Weekly Hours:

Number of Openings Available: 

Worker Type: 

More About Jonas Software:

Jonas Software is the leading provider of enterprise management software solutions to the Country and Golf Clubs, Foodservice, Construction, Fitness & Sports, Attractions, Salon & Spa, Education, Radiology/Laboratory Information Systems, and Product Licensing industries. Within these vertical markets, Jonas is made up of over 65 distinct brands, which are respected and leaders within their own domain.

Jonas’ vision is to be the branded global leader across the aforementioned vertical markets and to be recognized by customers and respective industry stakeholders as the trusted provider of ‘Software for Life’ and as an ambassador for technology, product innovation, quality, and customer service.

Jonas Software is the valued technology partner of over 60,000 customers worldwide in more than 30 countries. Jonas employs over 2,000 skilled individuals consisting of a cross-section of industry experts and technology professionals.  Jonas is headquartered in Canada and also operates offices throughout North America, the United Kingdom, Europe, Australia New Zealand and Africa.  Jonas is a 100% owned subsidiary of Constellation Software Inc., headquartered in Toronto and traded on the S&P/TSX 60.