Vice President of Sales- Enterprise Applications
The Senior Vice President, Enterprise Applications provides leadership to DLT s division focused on growing Oracle-based business. This position provides oversight of all aspects of selling activities that include strategy, prospecting, quoting, pipeline progression, transacting, service contract renewals, etc. to government customers (federal, state, local, and education). Primary responsibilities are to maximize revenue and margin with that sales team and optimize the company relationship with Oracle, particularly the government sales team and vendor partner channel executives, and our customers. Develops plans and strategies for developing business and achieving the division s sales goals Manage division s operating plan and budget Lead company focused sales team in attainment of revenue and margin targets and generation of sales value enhancement to vendor partners Implement sales programs (bundles, trade-ins, cross-selling, SPIFFs) to assist in selling efforts Define and coordinate sales training program that enables sales staff to achieve their potential and support division s sales objectives Hire and develop sales staff Manage key customer relationships and participating in closing strategic opportunities Work closely with marketing to establish joint plan for branding, lead generation, and awareness Implement best practices for service contract maintenance renewals to achieve world class support renewal rates, attachment rates and contract revenue performance Work with vendors and internally to execute shift to cloud and subscription model Oversee and lead comprehensive forecasting process to improve predictability of future revenues Manage and motivate leadership team to ensure effectiveness, productivity and maximum sales performance Undertake competitive intelligence gathering and reporting to ensure competitive edge in market Provide expertise and compliance with existing processes and policies to enhance customer and vendor experience Provide business analysis to "scorecard" team performance and explain variances versus metrics targets Maintain ongoing analysis and monitoring of existing vendor/partner initiatives Develop business plans for sales team in support of company strategic direction and growth initiatives Ongoing analysis of vendor portfolio offerings, customer segments and opportunities for expansion Support and enforce company policies and procedures as a member of the management team Establish and maintain effective professional working relationships with co-workers and all levels of management Relationships with Vendor Management VP s, District Managers, Regular Managers and Channel Managers Coach Sales Representatives on effective solution selling Other job related duties as assigned Bachelor's degree (computer/IT or engineering background preferred) - MBA a plus Minimum of seven years of progressive, strong sales senior management (inside and outside) experience Experience with government sales channels including GWACS, state/local contracting arrangements and teaming agreements Oracle experience preferred Reseller and sales channel knowledge, including systems integrators in government sector Experience with and understanding of software and/or application software Familiarity and experience with sales of services offerings and world class benchmarking Excellent verbal and communication skills Excellent problem solving and decision making skills Excellent organizational and presentation skills Strong P&L management Strong sales management background and proven track record Knowledge and ability to use various software programs including Microsoft, Word, Excel, PowerPoint and Outlook at extremely proficient levels Strong customer service skills. Ability to interact in a positive with internal and external contacts Ability to complete multiple tasks within critical deadlines Ability to maintain the highest level of confidentiality Ability to work independently DLT is an Equal Opportunity Employer and treats all employees and applicants for employment without unlawful discrimination as to race, creed, color, national origin, sex, age, disability, marital status, sexual orientation or citizenship status in all employment decisions, including but not limited to recruitment hiring, compensation, training and apprenticeship, promotion, upgrading, demotion, downgrading, transfer, lay-off and termination, and all other terms and conditions of employment.