Global Head of Sales

Location: 
Edinburgh (United Kingdom)
Salary: 
Competitive
Reports to: 
CEO
Reference : 
GHOS:2017
Closing Date: 
Friday, June 2, 2017
Skill Area: 
Sales
Department: 
Sales

Company background

Axios Systems is an international IT Service Management (ITSM) software company headquartered in Edinburgh, United Kingdom with offices across Europe, North America and Asia Pacific and has strategic partnerships worldwide. Axios Systems develops, sells, implements and supports a high-value, top tier Enterprise Service Management solution to large blue-chip organizations and to the public sector worldwide.

Functional Focus

  • Develop significant growth in the sales of Axios Systems through the leadership of the global pre-sales and sales teams
  • Drive continuous improvement in selling technique and approach to increase win rate etc.

Benefits to you

  • You will work in a positive team environment and have the opportunity to learn from experienced sales managers and sales leadership.
  • You will be supported and trained in ITIL and best practise sales methods to enhance your own career value.
  • You will work in a flexible and supported environment with good mentoring and training prospects.

Job purpose

The Head of Global Sales provides leadership, direction, and resource management to the organisation’s sales function. As the organisation’s senior sales leader, the Head of Global Sales is accountable for overall sales organisation performance, the profitable achievement of sales organisation goals, and for aligning sales objectives with firm business strategy.   

Job responsibilities

  • Aligns the sales organisation’s objectives with firm business strategy through active participation in corporate strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting.
  • Accountable for effective sales organisation design, including sales job    roles, sales channel design, and sales resource deployment.
  • Meets assigned targets for profitable sales volume, market share, and other key financial performance objectives.
  • Leads learning and development initiatives impacting the sales organisation, and provides leadership of sales and sales management talent, through active, productive partnerships with Human Resources and the wider business.
  • Oversees the effective delivery of training and development programs, actively assesses the value of training and development investments, and monitors learning and development outcomes to ensure high ROI.
  • Establishes and oversee the sales organisations performance management system. This includes establishing guiding sales organisational principles for managing performance, establishing and prioritising critical performance measures for all sales jobs; overseeing the equitable allocation of organisation objectives across all sales channels, markets, and personnel; and ensuring all key sales and sales management associates are held accountable for assigned results.
  • Provides leadership to the sales organisation’s management team, while fostering a culture of accountability, professional development, high-performance, and ethical behaviour.
  • Accountable for the sales organisation support budget. Proactively assesses existing sales organisation support investments, including those in technology, training, and administrative support. Ensures support investments yield productivity benefits consistent with established objectives. Provides managerial leadership to Sales Operations in meeting this responsibility, and works closely with the Senior Management Team in delivering the company strategy.
  • Leads sales organisation change initiatives.
  • Establishes and maintains productive peer-to-peer relationships with customers and prospects.   
     

Skills and experience

Essential

  • Previous sales management experience in enterprise B2B Application / Software vendor
  • Proven experience driving and leading a global sales team
  • Proven track record in solution selling environment for large enterprise IT solutions
  • Has extensively used Sales process and methodology in managing a sales team
  • Excellent communication skills with the ability to build customer and sales team confidence
  • Ability to take ownership of implementing change
  • Experience managing pre-sales teams and demonstrable understanding of more product level elements on solution selling
  • Highly proactive, driven to meet and exceed expectations with a challenging entrepreneurial mindset 
  • Motivating and ability to lead by example
  • Driven by success and helping sales team achieve success 
  • “Can do attitude” with the ability to work on own initiative 
  • Highly organised and coordinated in approach to working activities

Desirable

  • Previous sales management experience in ITSM / ITAM / ESM or a Systems Management software vendor
  • Worked closely with marketing to develop leads and build potential a potential Leads
  • Experienced in changing sales organization from product to solution / value selling approach
  • Advocate and proven coach in use of sales process and methodology 
  • Experience of specific industry selling to add value to sales team 
  • Familiar with CRM / Sales Forecasting applications 
  • Preferred target selling model experience driving new business through techniques like selling to VITO 
  • ITIL aware or qualified
 
To apply please send your CV or a link to your LinkedIn profile

The organisation will offer a comprehensive benefits package to the successful candidate.

For more information about career opportunities:

Email

recruitment@axiossystems.com

Phone

+44 (0) 131 220 4748

Fax

+44 (0) 131 220 4281

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