VP of Sales
We are looking for a VP of Sales to manage the Channel Partnership and Direct Sales teams and all related sales processes for enterprise relationships throughout North America. The solution SaaS platform to help commercial buildings reduce energy consumption and carbon emissions as well as enhance asset management and utilization. Our platform provides complete visibility into a building’s most granular electrical activity with real-time intelligence into every plugged-in piece of equipment. We work across all industries. This role requires an experienced, highly intelligent, creative, and strategic business development person who can drive and close consultative partnership and direct sales. Reporting directly to the Chief Revenue Officer, the ideal candidate brings multiple senior level sales experiences involving multi-million-dollar opportunities. This position will be a key member of the senior management team.
Responsibility
The primary responsibility is a roll-up-the sleeves, lead-by-example, sales leader who can manage and close your own deals as well as hire, mentor and lead a team of account executives (“AE’s”) who will exceed sales revenue and profitability objectives while staying within budget. The role involves strategic planning, managing people, selling, leveraging technology, and improving processes.
Partnership Strategy and Leadership:
Go-to-Market Strategy: Create and execute channel partnership go-to-market and operational strategies. This includes building and leading a unified partnership program to achieve the sales plan across a partnership network focusing on large enterprise accounts complementing our product offerings. Define target profiles via user, market, and competitor research.
Roll-Up-The-Sleeves Approach: While this role does have direct reports, it is very much a hands-on role that requires material individual contribution to execute large channel partner deals and programs.
Segment Focus: Oversee various partnership segment areas including:
Large commercial property/RE services companies: These organizations provide corporations with the ability to address operating costs and facilities management with smart technologies and efficient, safe, and sustainable building management (examples include strong and diverse relationships with CBRE, JLL, Cushman & Wakefield, etc.). The opportunity is to have the Solution as an additional strategic service offering that these property management companies can bring to their existing customers as well as use a differentiator to win new business.
Utilities: These North American electric utility accounts represent the ability to provide plug load management programs to their customers as well as leverage utilities’ incentive and rebate programs.
ESCO’s & Energy Efficiency Companies: These provide other organizations with energy efficiency consultation and implementation and represent the opportunity to have the Solution as an additional strategic service offering that the ESCO can bring to their existing customers as well as use a differentiator to win new business.
Municipalities/Government: Include Federal, State & Local Government and K-12 Educational segments. Requires working with government stakeholders and building relationships and knowledge of government procurement.
Partnership Sales:
Build Partner Relationships: Design plans for targeting new strategic partnerships, build relationships with these prospective partnerships, and close deals that will require proper education and cultivation with partners. These mutually beneficial relationships should help access new markets, expand existing footprint, and lend additional credibility and power to the brand.
Build the Funnel: Research and analyze market data to identify potential partnerships, and initiate contact to foster relationships. Should also encourage lead generation through referrals and fostering existing alliances.
Ecosystem: Develop a channel partner ecosystem with onboarding and ongoing enablement of the partnership value proposition and education.
Ongoing Education:Educate accounts regarding products and services to existing and potential partners that increases brand awareness and develops more efficient means of driving revenue. This can include a partner portal with asset library, newsletters, incentive programs, referral programs, Terms and Conditions for partners,
Compensation/Referral Plans: Track status of each partner against program goals, requirements, and possible compensation.
: Build and manage a partnership team. Scale the channel organization with hiring of additional team members.
KPI Metrics: Measure and track all relevant metrics contributing to success including (but not limited to): # channel relationships, # channel partner sourced deals, and creation of a potential certified channel partner program execution.
: Work with marketing team to generate interest for partners by effectively communicating benefits and opportunities.
Drive awareness of the Channel Program through in-person events, digital campaigns, co-marketing initiatives and other marketing-related activities.
Develop underlying tracking & analysis, and marketing experimentation to measure the acquisition, engagement, and monetization value of our channel partnership approach.
Direct Sales:
Enterprise Sales Skills:You are an expert when it comes to enterprise sales skills at the Fortune 1000 level, including how to properly penetrate accounts across many entry points as well as identify and develop relationships with executive sponsors, decision makers and other advocates.
Quotas/Compensation: Responsible for sales quotas; compensation plans and performance improvement initiatives.
Sales Stage Management: You will manage and directly participate in sales negotiations, supervise and conduct presentations, and help close deals.
Sales Proposals: You will oversee and help develop sales proposals and RFPs/RFIs in support of the company solution.
Proper Messaging: You will ensure that your AEs are effective at communicating the company value proposition using appropriate collateral.
Marketing Engagement: You will partner with marketing to develop effective content and a lead generation program to ensure a steady flow of qualified opportunities using high-performing sales collateral with automated delivery at the right time in the sales cycle.
Qualifications:
7 to 10 years of business development and channel partnership experience in a similar role developing strategic partnerships.
Expertise in selling commercial building automation systems (BAS, EMS, etc) and energy conservation measures (ECMs) is an absolute requirement!
Strong existing network is required with top tier property management companies like CBRE and JLL.
Experience in navigating large corporate structures, identifying points of strategic intersection, and securing business partnerships.
Proven skills building go-to-market plans for channel and partner organizations.
Knowledge of SaaS is highly preferred.
Must be comfortable interfacing with all levels of management, both internally and externally.
Experience with Salesforce is a huge plus.
Travel required and having an MBA is a bonus.
Certification in LEED or other energy efficiency and conservation related organizations is a plus.
