VP-Enterprise Sales - West Region

Job Summary

The Vice President (VP) of Sales is responsible for driving revenue growth for Access. In this role, the VP is accountable for revenue realization from new logo new business development, organic growth from current clients via cross-sell and upsell as well as retention and contract renewals of current client relationships. The position will execute and lead sales and revenue growth strategies and initiatives to achieve the company’s short- and long-term goals in their region, while working closely with the SVP, Client Success & New Business Development.

This role will be hands-on, leading, hiring and coaching his/her Business Development Executive and Account Executive team to meet and exceed their targets. The individual will leverage and partner with aligned resources (Unify Consultants, Software Consultants, SDRs, Renewal Team and Client Care) to achieve regional goals. The ideal candidate will be an ambitious individual who embraces the change and atmosphere of a growth organization. Success will be measured by delivering on commitments, exceeding goals, and doing both with integrity and respect for peers and direct reports.

Primary Functions:

• Lead a team of 7-10 Business Development Executives and Account Executives

• Engage, coach, mentor and interact with the team to provide feedback and direction on a daily basis.

• Lead the team in developing a pipeline to support and exceed annual quotas; hold team accountable for updating pipeline and forecast sales activity in Salesforce.com

• Possess a strong understanding and commitment to sales process and a consultative approach to selling. Candidates will have strong abilities to follow and instill sales process in their teams starting with strategic national and territory plans.

• Well versed in sales metrics and uses them to build demand, create and manage quality pipeline, and consistently deliver against a bookings forecast.

• Train team to use consultative selling techniques ensuring clients recognize and agree our solutions meet and exceed their needs.

• Hold team members accountable to activity metrics/KPIs and sales performance.

• Ensure overall strategy and execution on eligible contract renewals to protect the base business and execution of appropriate price adjustments per contracts.

Education & Experience Required

• Bachelor’s degree in business administration, sales, marketing or related field required: MBA preferred

• Minimum 8 Years of sales experience with 5 years in a sales leadership position

• Sales leadership experience in physical records management, shredding, conversion services/document management or ECM software strongly preferred

Salary: 165-175K base + Variable Compensation