Global VP Channels and Alliances - OSS Software

Xhen Associates Ltd
28 Nov 2016
02 Dec 2016
Contract Type
Full Time
Title: Global VP Channels and Alliances - OSS Software Location London or Reading Package: GBP(base very compt) + bonus Ref : vp alliances /ji/8092 Role and Person Profile Our Client is a major OSS software company. It is operating globally, selling into the Telco's across the Globe. They design, develop, market and sell technologically advanced software for the Telco market space Role and Responsibility The mission of the Global VP of Channels and Alliances Sales is to lead the company's Channel and Alliance organization, leverage resources efficiently to drive continued revenue growth, build and grow relationships with new and existing Telco partners, and meet revenue, margin and profit targets. We're seeking a driven, truly inspirational leader, one who can build and lead a growing team with passion, enthusiasm, strong commercial business instincts. In Summary Highly experienced Alliances leader with a strong sales focus with experience in creating and managing global Alliance relationships with the leading Telecom Operators (Fixed and Mobile) and partnerships with large and medium sized niche SI's. Operators Fixed and Mobile - to cover Globally - EMEA LATAM, ASIAPAC SI's - leading players - IBM, HP, Accenture,Cap,Wipro,Infosys etc Network Infrastructure Vendors - Ericcson, Huawei Key responsibilities and deliverables are: Be accountable for results, looking at sales and margin targets and exceeding them. Bringing on new Clients and developing existing Clients. Continue to build and improve the performance level of the team. Communicate accurate forecast information monthly and quarterly to the Board, this can be achieved by understanding the specific market space and each member of your team. Increase and improve the deal flow Contribute to overall company leadership by partnering closely with the MD and Senior Management in developing and refining the sales strategy for the company. Professional Background and Experience The goal is to dominate the market. Exceptional leadership, organizational, and missionary selling skills are essential - along with personal commitment and passion for the role. Essential background characteristics include: Required is an individual who has taken a company through a significant revenue ramp as the head of Channel and Alliances, ideally from an OSS Software company who has a Telco customer base. Highly customer focused - has extensive experience of European Telco's and North American Telco's, also understands customer issues and challenges and able to interface credibly with senior management of the Telco's , the candidate will expected to have Board level contacts with the Telco's. Significant sales and sales management experience (typically 10+ years in selling; 5+ years in management) selling complex software to the Telco's Successful track record of closing multi-million dollar deals with Telco's customers. Missionary sales mentality, proven ability to evangelize technologies and compete successfully against competitive players. Active, hands-on approach with customers, not afraid to get on a plane and personally help close when necessary. Familiarity with systems integrator partners. A demonstrated track record as a top performer throughout his or her career. A record of building/managing organizations that delivers targeted sales and market share numbers. Not looking for Not looking for transferable skills from different industries , my Client wants someone up and running straightaway from the software industry, who has extensive Channel and Alliance experience, who has sold into the Telco's and has a verifiable successful track record of selling and as a result of the success has developed extensive contacts into the Telco's Not looking for someone who is expecting unlimited resource or someone who has worked in large bureaucratic organizations and expects the team to do all the work whilst they collate information via spreadsheets, my Client is a growing organisation looking for an VP with drive , energy and ambition. Personal Attributes and Values Entrepreneurial mentality with a driving desire to win big in the market. A charismatic and motivational leader; outstanding people management skills with the ability to successfully incentivize and challenge a team of talented and creative people at all levels in the organization. Able to balance openness and approachability with driving the team for results. Straightforward, no-nonsense operating style with the ability to make informed decisions quickly. A self-assured leader. A self-starter who has both a macro and micro view of an organization. Intellectual, strategic thinker who can formulate the long term vision while also being a strong personal contributor. Is also Operational and willing to roll up the sleeves and execute. Exceptional interpersonal and communication skills with proven track record of quickly building credibility both internally and externally. Team player; personable, social, good at building internal relationships. High energy, competitive and hungry to win.