Browse thousands of opportunities across our network of innovative companies
VP of Global Sales, Digital Adoption Solutions
Nexthink
Sales & Business Development
Boston, MA, USA
Posted on Nov 14, 2024
Company Description
Nexthink is the leader in digital employee experience management software. The company provides IT leaders with unprecedented insight allowing them to see, diagnose and fix issues at scale impacting employees anywhere, with any application or network, before employees notice the issue. As the first solution to allow IT to progress from reactive problem solving to proactive optimization, Nexthink enables its more than 1,200 customers to provide better digital experiences to more than 15 million employees. Dual headquartered in Lausanne, Switzerland and Boston, Massachusetts, Nexthink has 9 offices worldwide.
Nexthink Adopt is transforming the digital landscape by empowering business leaders to harness the full potential of technology. Our platform enhances digital adoption through guidance, engagement, insights, and automation, boosting employee efficiency, providing executives with deeper visibility into digital usage, and maximizing the value of digital assets to drive successful digital transformation.
Job Description
We seek a senior executive to join our team as the Business Unit Leader for our Adopt offering at Nexthink. This role calls for a passionate and results-driven individual with a proven track record in leading a cross-functional team selling enterprise software solutions to large organizations. As a key member of our executive team, you will leverage your expertise in leading digital adoption platform sales growth to lead the teams to success. Your history of consistently exceeding team quotas will be instrumental in helping us expand our reach and impact in this rapidly evolving market. If you thrive in a dynamic environment and are enthusiastic to shape the future of digital adoption, we want to hear from you!
What You'll Own:
- Achieve sales goals and targets for our Adopt solution Globally on a quarterly basis
- Lead a team to prospect, identify, qualify, and develop sales pipeline
- Develop a global strategy and plan to grow the Adopt ARR
- Leverage the wider Nexthink organization and customer base in support of growth
- Take a consultative approach with customers by understanding their challenges and future strategies to drive the Nexthink Adopt solution within the marketplace.
- Lead the team to develop new sales opportunities in greenfield territories
- Sales process management and opportunity closure
- Build well-developed and effective Executive level relationships, resulting in growth opportunities
- Work closely with the Professional Services team to achieve customer satisfaction
- Sell a complete solution of software, services, and support to ensure customer success
- Work with Marketing to conduct seminars, trade shows, and other marketing-related events
- Provide input and guidance on the continued evolution of the Adopt solution and strategy
Responsibilities:
- Recruit, hire, onboard, and retain an all-star team
- Consistently deliver revenue targets – ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year.
- Accurately forecast quarterly and annual revenue numbers for the Adopt Business Unit.
- Direct sales activities globally, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.
- Train the team to follow a clear sales process. This will help us better understand our customers' needs, turn them into cooperative advocates, highlight the unique features of Nexthink Adopt solutions, and negotiate favorable prices and terms by emphasizing their value.
- Use CRM systems (Salesforce) extensively.
- Develop and execute plans to embed the Nexthink Adopt solution as a key enabler for Digital Transformation.
- Develop and execute plans to grow Nexthink Adopt revenue, targeting key areas for collaboration and mutual growth with the wider business.
- Navigate the customer organizational structures to develop strategic C-level relationships.
- Execute growth plans while working with key internal stakeholders (e.g., account teams, product teams, engineering, marketing teams and corporate resources)
- Create & articulate compelling value propositions around the Nexthink Adopt solution.
- Drive business development inside our MSP partnerships.
- Prepare and give business reviews to the senior management team regarding progress and roadblocks in business unit development.
- Represent Nexthink at relevant events, conferences, QBRs and more, enhancing the Nexthink brand presence and visibility.
- Monitor market trends and competitor activities within the Adopt landscape to guide strategic decision-making.
- Facilitate enablement sessions for the broader teams.
- Develop and disseminate appropriate materials to enable and facilitate teams.
Qualifications
- 10+ years of experience selling enterprise SAAS solution in a fast-paced and competitive market.
- Background in consultative selling into HR, Applications or BI.
- Goal oriented, with a track record of overachievement.
- Driven – possesses a strong desire to be successful.
- Disciplined – skilled in managing time and resources.
- Intelligent – possesses the aptitude to learn quickly and establish credibility.
- Proven experience in selling within a broader Partner Ecosystem, including Direct and Indirect Engagement.
- Ability to thrive in a growing and evolving culture.
- Curiosity for uncovering and addressing customer needs.
- Affinity for solving customer challenges with innovative technology.
- Knowledge of Digital Adoption Platforms
- Experience selling a disruptive technology.
- Experience building out enterprise sales teams.
- Excellent leadership and influencing skills; ability to build strong business partnerships both outside and within the organization.
- Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.
- Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDPICC is a plus.
- Highly professional persona and polished demeanor. Strong verbal/written communication and presentation skills; effective at delivering executive-level presentations.
- Bachelor's degree; MBA a plus.
- Experience working with product teams and influencing product strategy.
Additional Information
We are 800+ employees strong in 21 countries across 8 different time zones speaking 60+ languages. We are positive, we get things done, we keep growing, and we are one team, we are Nexthink. We believe actions are stronger than words when it comes to diversity, inclusion, and equity in the workplace. Nexthinkers are multinational and multilingual, and come from all walks of life. We are committed to hiring a genuinely representative workforce that can create solutions and foster innovation for the modern digital employee experience.
Total Rewards @ Nexthink
At Nexthink, we offer one of the most comprehensive and generous benefits plans. Your total rewards compensation package includes base salary and may also include a commission or performance bonus plan, as well as equity. We provide our US employees with 100% covered company benefits that consist of health, dental, vision as well as access to life insurance, long-term disability, and accidental death/personal loss coverage.
In addition, we offer:
- 🏖️ Flexible Hours and unlimited vacation (employees have unlimited paid time off on top of the 15 days of holidays we offer), 11 company-paid holidays, and 3 extra days for volunteering.
- 🏡 Hybrid work model that balances office and remote work, with structured onboarding to foster connections and team integration.
- 📚 Free access to professional training platforms to explore your interests and enhance your skills.
- 🍼 Up to 16 weeks of paid leave for birthing parents/primary caregivers, 6 weeks for secondary caregivers.
- 💰 Plan for the future with a 401(k) plan featuring up to 4% company matching contributions, vesting immediately, to grow your retirement savings.
- 📣 Bonuses for referring successful hires after three months of continuous employment.
Base salary ranges are determined by country, role, level, experience, and skills. The range displayed on each job posting reflects Nexthink’s good faith determination of the minimum and maximum targets for new hire salaries across all US locations. Individual pay is determined by related factors, including job skills, experience, and relevant education or training, which may impact a final offer. Your Talent Acquisition Partner can share more about the specific salary range during the hiring process.