The SVP Sales and Account Management position oversees the general management of activities related to both Sales and Account Management, globally. These activities include establishing and executing sales strategies, revenue target and financial goals management, prospecting customers, overseeing and managing formal correspondence (including RFPs, RFIs and Proposals), driving pricing strategies and models, managing overall customer relationships as they advance through the sales pipeline, leading the negotiation of contracts where applicable, transferring knowledge and ownership of closed customer accounts to Delivery and representing the company and its products in industry forums.
The ideal candidate will apply deep industry knowledge to achieve sales objectives, identify trends, to provide insight and analysis to sales-related decisions and to mentor the sales and pre-sales organization.
Establish and execute sales strategies
Assists the CEO and SVP Sales in defining sales strategies at various levels, including by industry segments, geographies, business models, etc.
Recognizing the role of the sales organization in the company’s long-term vision, drives the establishment of short, medium and long-term sales-related goals
Uses detailed understanding of competitors and their products to drive the strategies of Odessa and its products in sales-related efforts
Sets realistic objectives individually, for teams, for sales organization that align with business and uses effective governance systems to oversee their achievement with little to no oversight
Sales cycle management
Drives the growth and management of the Hit List and Sales Pipelines
Using industry best practices, manages the RFI/FIP and full proposal lifecycle, looking for ways to improve it and to make it more efficient
Based on industry and product knowledge, meaningfully participates in and leads presentations and demonstrations
Maintains close pulse on all transactions and develops (unique) strategies to best address concerns and demands that come up
Proactively takes steps to continuously advance clients through the sales cycle to optimize the closing of the sale.
Manages the efforts needed to close accounts in the final stages of sales cycle
Proactively own and manage multiple high-visibility and high-touch client relationships.
Establishes productive, professional relationships with key stakeholder and decision makers
Initiates interactive business conversations with key decision makers around new or emerging opportunities with focus on bringing new revenue opportunities to team partners.
Understands the client landscape and recommend, develop, and implement new and creative approaches to growing the business.
Proactively assesses, clarifies and validates customer needs on an ongoing basis.
Works cross functionally with key team members on client product implementation and have regular dialogue with assigned team leaders.
Coordinates the involvement of teams to meet account performance objectives and customer expectations
Works closely with Sales and Product Development in order to provide recommendations for product enhancements/new products.
Ensures successful implementation and achievement of account management goals and plans
Takes ownership of and responsibility for the achievement of revenue targets and financial goals
Drives the establishment of revenue targets and financial goals within the context of helping achieve organizational objectives
Partners with the Finance and Accounting and Delivery organizations to drive pricing strategies, pricing related models and their transactional application to best meet organizational goals
Competitive and industry knowledge
Responsible for gaining in depth understanding of competitors, their management structure, products, go-to-market strategies, pricing strategies and branding initiatives
Keenly aware of the strengths, weaknesses, opportunities and threats represented by each competitor and able to accurately and meaningfully speak to the alternative/s presented by Odessa against each competitive aspect for each competitor, respectively
Is able to make recommendations to the Product and Delivery Organizations based on experience gained during sales-related efforts and based on market demands and trends
Participates in key industry forums to represent the company, to build its brand and credibility and to acquire knowledge that can be applied to internal decisions
Knowledge of company’s technologies, technology roadmap and how these compare to that of competitors.
Ability to meaningfully present and talk to these differences in client settings.
Sufficiently deep knowledge of technical and functional knowledge and roadmaps to respond to RFPs and to develop proposals
In depth knowledge of the company’s SDLC and the detail behind each phase
Requirements and qualifications
Bachelor’s Degree in IT/Business Administration or similar field; Master's preferred
10+ years of previous sales experience in technology or in the software industry
Proven sales track record identifying and closing business providing customer satisfaction and solutions
Strong business acumen, problem solving, analytical and negotiation skills
Highly motivated with a strong sense of work ethic and drive to succeed
Basic understanding of software requirements and design process.
Understanding of basic Financial / Managerial accounting
Skills and competencies
Ability to understand the challenges inherent to closing large transactions and is able to meaningfully provide insight, analysis and solutions that impact the organization’s approach, by transaction and by overall go-to-market strategy.
Ability to set realistic objectives individually in conjunction with effective governance systems to oversee achievement
Detail-oriented with a proactive attitude that focuses on creating ideas and plans for correcting issues or handling daily tasks
Excellent written and verbal communication skills, with an ability to meaningfully present and credibly communicate technological concepts in client settings
Leads high-level presentation of the company and its products
Strong research capabilities and critical thinking skills
Action-oriented; comes up with solutions to critical situations, and takes calculated risks
Up to 50% travel
Additional Salary Information: Details will be discussed and evaluated in the interview process.
About Odessa Technologies
Odessa is a global software development and consulting company. With a singular focus on asset finance since 1998, Odessa provides the LeaseWave system and Odessa Platform to power a diverse, vibrant customer community.
LeaseWave is a functionally rich, end-to-end solution comprised of 180+ configurable modules. Designed to meet world-class standards of scalability and performance, the system automates leasing operations while generating the underlying accounting entries for transactions. The Odessa Platform enables self-service through low-code development, test automation, reporting and business intelligence features to ensure organizations can more effectively align business and IT objectives.
Over the last 21 years, Odessa has consistently distinguished our solution via three unique selling propositions:
Cutting-edge Technology: built on an industry-standard technology stack, our solutions separate business functionality from the technology driving it. Odessa's Platform allows for ongoing upgrades to provide technology advances with minimal impact to end-users.
Configurable Design: engineered to be configured and customized by users, our solutions enable business ag...ility to to meet ever-changing requirements. Customers can extend and enhance their system functionality and build custom leasing or standalone apps.
Mature Functionality: our solutions have the maturity to manage the largest, most sophisticated leasing and finance companies in the world from a diverse cross section of industries and sales channels.