VP, Solutions Enablement
What We'll BringGoal of this position: Ensure that all verticals are properly supported in their ability to sell Marketing Solutions. This is accomplished through setting strategic priorities with each vertical leader, establishing the support model most appropriate for that vertical, being a senior voice of the Marketing Solutions offerings with key clients and leading the functions within the Solutions Enablement team: Sales Engineers, Embedded Sellers, and Product Marketing.
What You'll BringSkills Required for this Role:
Ability to lead and set plans in an environment of many unknowns and tough choices (we can’t make everyone happy); including in a matrix with dotted/hard line reports.
A leadership and communication style that results in senior level partnerships across vertical leadership (multiple people/levels) to create an effective short and long term partnership between Marketing Solutions and each of the relevant verticals
Ability to be a strong consultative seller in the room with senior clients – without owning the sale but to be able to influence what we sell and how we sell it
Experience with creating customer solutions in the marketing and marketing-technology space and ability to translate feedback bi-directionally (to/from clients) to improve our offerings
Ability to translate between and guide both sales and product/solutions teams
Operational strength – detailed planning and detailed/timely execution is a must
Impact You'll MakeResponsibilities:
Revenue & Strategic Plan For Each Vertical
Partner with vertical leaders to set the annual revenue targets for their vertical (related to Marketing Solutions)
Partner with Vertical leaders to develop the strategy and support model for how Marketing Solutions offerings are sold into their clients in order to achieve the financial plan
Sales Engineer (SME) Team Leadership
Develop the playbook for how sales engineers engage in sales processes and ensure delivery against that playbook
Lead and develop the team of sales engineers (aka SMEs) reporting directly to this role
Ensure that Sales Engineering team are experts in the products/verticals they support
Create (or adopt from other groups) processes to track and manage the effectiveness of sales engineers in supporting revenue capture
Sales Support & Revenue Capture
Whether through Sales Engineers or through embedded Marketing Solution sellers, ensure that revenue opportunities are managed and priority opportunities are pushed (as much as possible without owning the sale) to close
Lead the team of FS Marketing Solution sellers (BDEs) in conjunction with FS Sales leadership: leadership role here is to set the standard for how embedded BDEs function including how they interact with clients, their level of product knowledge, how they partner with the Marketing Solutions team and more
Assess the success of the embedded BDE model and determine the right model for each vertical
Participate directly (in conjunction with Sales team) in key client/prospect pitches; effectively represent the vision/solution set of Marketing Solutions with senior client contacts.
Develop a team of people, whether through Sales Engineers, embedded BDEs, or other, that effectively communicate and activate Marketing Solutions capabilities and capture revenue wins
Lead the Marketing Solutions Product Marketing function; in conjunction with the head of Product Marketing, oversee this function and assigned resource through strategy setting and managing day to day deliverables.
Ensure that the necessary product/pricing materials are created for each vertical to effectively sell-in Marketing Solutions.
Represent the voice of the customer back to the Marketing Solutions leadership and product strategy teams