Position Summary

The mission for the SVP, Sales for the Automate business segment at Precisely is to partner with the CRO and the Precisely leadership team, to drive organic and inorganic growth across the business segment. The Automate Business Segment provides a collection of market leading products and services focused on the automation of business processes and data management in the SAP market and represents ~$85m annual revenue. Automate is one of Precisely’s top performing business segments growing at ~20%CAGR. This individual will have command of the business and the market; of what drives relevant and high traction products sales, and of how to successfully integrate acquired products and sales teams. He/she must be data driven and take an analytical approach to sales optimization. This is a global role with a presence across the Americas, EMEA and APAC regions. His/her role will include acting as a true business partner to the CRO and leadership team, collaborating with but also challenging and influencing the team to act and move the business forward.

Responsibilities

Overall Responsibilities

· Lead the Automate field sales organization, creating and driving new strategic go-to-market plans to meet company growth and market share goals. This team consists of FLSM’s and AE’s.

· Build and develop a top-tier sales organization with industry and solution domain knowledge focused on fostering a customer for life mantra. Balances quotas with opportunities to ensure equal opportunities for success exist across each IC and team so that 75% of AEs achieve 75% or better of quota.

· Act as true business leader and general manager; work closely with cross-functional teams across the organization to establish and develop a strong and collaborative partnership to drive repeatable sustained growth and balance pipeline across product segments.

· Assess current sales and account management methodologies and team structure to propose/implement necessary adjustments to optimize performance and facilitate further growth. Force Management “Command of the Message/Sale” experience is very helpful.

· Be able to create loyalty and followership among the current team. Achieved through honest transparent communication that fosters teaming and trust. Help drive the mission/vision of Precisely to the Automate salesforce and broader organization.

· Continue to develop a cross-sell approach that contributes incremental revenue to the organization.

The Person

Pivotal Experience & Expertise

The ideal candidate will have 15-20+ years of professional experience, and will have a successful track record of leading and managing a major geo team within a well-regarded and branded technology company, a natural orientation to focus on the challenges already mentioned, and will have the following profile:

· A track record of success evolving teams from perpetual and subscription-based models to SaaS and data license models.

· SAP: Experience with SAP ECC / S4 business processes, data management, data migrations, process automation, RPA are important, either directly with SAP or through a consulting or ISV basis.

· Scale: Proven growth-oriented sales leader who has led enterprise software sales teams focused on net new bookings at the $50M plus level (Total Contract Value / TCV). The right individual could be the designated backfill for the CRO.

· Financial Discipline: Informed decisions based on strong financial discipline that deliver the best results for the company overall. Understanding of P&L implications and EBITA impact is very helpful in go to market decision as well as individual opportunity decision making.

· Global Orientation: Experience working across highly complex, global businesses; strong culture builder with the ability to transcend cultural and geographic differences to ensure the global Automate business is supported appropriately.

· Operational Rigor: Operationally strong, with a track record of installing discipline, process, and methodology into a team’s weekly cadence that provides transparency and predictability to the business. Ensures the forecast and backfill are well managed and allows for budget-or-better performance quarterly.

· Force Management: Precisely has implemented Force Management’s “Command of the Message and Command of the Sale” with assistance from Force Management. Experience with Force Management leading this enterprise-wide transformation is very helpful.

· Team Building and Leadership: Ability to galvanize the organization and align teams on messaging and goals.

· Growth Mindset: Precisely grows organically and inorganically. This creates a dynamic portfolio and significant optimization opportunities in a continuous flow of change. This leader must thrive in a dynamic landscape while delivering consistent results.

Leadership Capabilities

· Excellent communication, relationship building and influencing skills. The ability to collaborate, drive progress, as well as translate business and financial issues to terms understandable to a broad audience.

· A go-to-market leader who can be a conduit for change and transformation for Precisely’s Automate sales organization.

· Personal ambition to play a major role in the growth and success of a high-end innovative company; motivated and able to assume greater responsibility within Precisely.

· Exceptional ability to identify, recruit, motivate, coach, develop and retain a strong team.

· Sets the standard for personal integrity, honesty, teamwork, and public accountability to motivate the entire team to the highest levels of commitment and personal effort.

Culture Fit & Impact

· Character: The presence, integrity, and intelligence to interface with a sophisticated CEO, Executive Leadership Team and Board of Directors.

· Drive and Hunger: The trait of being an assertive self-starter with a strong work ethic, and good business sense. A high drive and hungry sales leader who consistently delivers results at or above commitments.

· Communication: Strong oral and written communication skills to interface with all levels of management and influence management by diplomatically gaining acceptance to new ideas and recommendations. Comfortable in functioning at all levels of the organization including the most senior levels of the company.

· Management Style: Consultative style and participative manager who is open and communicative. Outgoing individual comfortable in meeting people both in and outside the company, sensitive to international customs.

· Leadership: Leadership skills indicative of being able to groom and motivate existing staff as well as to attract and develop high caliber professionals and mold them into a team.

· Organization: Organizational skills to prioritize and manage multiple tasks concurrently, meeting specified and stringent deadlines.

· Analytical and Business Skills: Well-developed analytical and business skills indicative of an ability to effectively review financial operations and systems’ capabilities, analyze alternatives, and formulate, recommend, and implement appropriate solutions.

Other Qualifications

· Competitive drive - collaborative executive who thrives in an environment of continuous change and rapid growth.

· High level of mental agility and a strong learning mindset.

· Demonstrated the highest level of integrity - a values-based leader who can build and maintain and high integrity culture that motivates people to do the best work of their lives.

· Confident but realistic - listens to and absorbs others’ points of view.

· Decisive and courageous - demonstrated track record of good judgment and sound decision making.

· Genuine and low-ego executive - self-aware and always working to improve.

· Prioritizes company over own agenda - exceptional at working across organizational boundaries.

· BS/BA, MBA or equivalent preferred.

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