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VP Sales

  • Hybrid
    • New York, New York, United States
  • $125,000 - $125,000 per year
  • Americas

Job description

Natilik is a Global Technology Solutions Partner. Our mission continues to be two-fold; growing a brand that is seen as the industry’s ‘Confident Guide’ sat between the vendors who make technology, and our clients who want to use it to help deliver the outcomes most important to them. We offer products, services, platforms, applications, and expertise to help. We also want to continue to build a business that we can be proud of, with a focus on five stakeholders: clients, people, partners, communities, and shareholders; putting our people at the heart of everything we do. From the small and simple, to the large and complex, we want a life-long partnership, a company our clients and employees can rely on. There has never been a more exciting time to take a step into the world of digital transformation, and we’re looking for individuals to confidently guide our clients on their journey.


We might help our clients in a simple way, such as supplying them with the ‘equipment’ they know they already need. Alternatively, they might want to partner with us and allow us to fill holes in their understanding. Or they might want us to take care of everything, helping to agree on the destination and guiding them every step of the way. From the small and simple, to the large and complex, we want a life-long partnership, a company our clients can rely on. To ensure we live up to our mission and purpose we focus on five fundamental principles that have driven our award-winning success to date, namely:

  • Caring deeply about our people
  • Caring deeply about our clients
  • Developing differentiated and valuable product, service and solution offerings
  • Driving operational success through our processes, systems and methodologies and a mindset of continual improvement
  • Continuing to grow organically and profitably


The Role

We’re looking for a VP Sales for our Americas market to lead the continued growth and development of our Sales function. Reporting to the Chief Revenue Officer (based out of the UK) the VP Sales will be a key member of the Americas team and the Natilik Global Sales function, ensuring all aspects of our sales engagement with Clients are executed with excellence. This role will initially take responsibility and sole ownership for a number of existing clients, and then over time to add additional sales talent as the market evolves and grows.


The VP Sales has the critical role of balancing time with our Client and Partners, building outstanding relationships as well as overseeing the successful growth of our existing clients. To grow, manage and measure our business we focus in five key areas and the headlines of the role in each will be:

People: Presently supporting the wider Americas team as the Sales SME, eventually going on to build a successful sales team by recruiting, developing and retaining the best talent.

Clients: Build amazing relationships, ensuring your team is taking Natilik’s solutions and services proposition to every Client.

Proposition: Maintain the amazing relationship with have with our key Vendors and ensure our sales community understand our solutions and services proposition and are experts in where and how to apply it.

Operational: Look at ways we can adopt and implement our sales processes more efficiently and effectively for a better Client and People experience and/or outcomes.

Fiscal: Take responsibility for hitting sales targets through net new sales Gross Profit target, renewals target and logo acquisition.


The Approach

  • The VP Sales will build upon existing A-End clients transacting with Natilik US.
  • The VP Sales role will work predominately in 6 Metros across the East coast of the USA.
  • The VP Sales role and team will be set up to only work with existing clients; New Business sales generation will be run by a dedicated team based out of the UK which will focus on 3 verticals.


Main activities, tasks & duties

  • Build amazing relationships with your Clients and understand the outcomes they are trying to achieve. Be the voice of your Client within Natilik. Build amazing relationships with your colleagues at Natilik and Focus Partners who will help you deliver to your Clients.
  • Become expert at understanding and applying Natilik’s go-to-market proposition and understand how this can positively impact our Clients
  • Co-ordinate and direct your Virtual Team in Natilik to ensure your wider team is helping you and your Clients achieve their outcomes.
  • Manage a sales cycle, from opportunity discovery through to closure
  • Ensure the financial integrity of every Client contract/deal/transaction
  • Use Natilik’s tools to document and develop our relationship and sales strategy with our Clients.
  • Forecast both short- and long-term opportunities
  • Regularly review Client relationships and pipeline health.


Leadership: Main activities, tasks & duties

  • Manage growth of the team in-line with fiscal plans, recruiting, releasing, and retaining people accordingly.
  • Represent the ‘Voice of our Clients’ within Natilik at a leadership level, ensuring client opinions and escalations are shared with your people and Americas leadership peers.
  • Host Clients at social and marketing events and achieve set Client NPS targets (+70 from 70% of clients)
  • Meet with your Vendor Partner peers regularly to grow relationships.
  • Contribute to Natilik’s Tech Stack and Services propositions and go to market
  • Own and manage the Americas margin and renewals target.
  • Ensure we are protecting annual recurring revenue in Clients whilst also increasing new ARR from Clients
  • B-End Opportunities. Ensure that we work closely with other Natilik Business Units on B-end opportunities and respond to pricing requests or assistance into the Americas region in a timely manner.
  • ARR Growth: Ensuring our clients not only renew their contracts on time but expand on their current subscriptions. We seek an improvement on renewal performance through a focus on understanding our clients ARR value via Salesforce and maintaining relationships with our clients through regular engagement ensuring successful renewal and upsell.
  • Longer Term Planning and Forecasting: As our Americas Market grows, our relationships with key Clients have become more strategic rather than just transactional. However, our ability to account plan, analyse whitespace and work on longer term strategic goals with Clients could still improve and your oversight and management of this with the sales team will be key.
  • Marketing: You will work closely with our Chief Marketing Officer to help them understand what is required to make the Americas Sales function successful.

Job requirements

Sales: Key Qualities

To deliver in your role we expect the following skills, abilities, knowledge & experience:

  • Be Client Obsessed: Having a desire to always do best by customers, delivering 100% for every prospect and client.
  • Relentless Approach: Sales can be hard and having an attitude that allows you continue moving forward despite setbacks is useful.
  • Sales Aptitude: The ability to question effectively and truly understand our customer’s needs, as well as having inherent negotiating skills.
  • Relationship Builder: Both internally and externally, it’s vital that this person can develop lasting relationships if we intend to deliver successfully to clients.
  • Continuous learner: Someone that’s constantly looking at ways to improve their sales approach and their industry knowledge.
  • Diligent Documenter: Making sure we’re capturing the right information in the right systems throughout the process.
  • Time Management: Highly organised and capable of prioritising your workload based on customer requirements.
  • Professionalism: Appropriately representing Natilik when engaging with customers and partners, while also treating colleagues with respect.


Leadership: Key Qualities

To deliver in your role we expect the following skills, abilities, knowledge & experience:

  • Energy: Demonstrates high levels of personal drive, positivity, agility and passion. Sets the example - always upbeat and ready, brings out their A game and able and willing to shift approach and/or change tact as the situation dictates. Resilient in the face of business challenges and endlessly resourceful. Leads from the front but reasonable in their expectations of others.
  • Energiser: Articulates clear vision and creates meaning for and inspires others to perform. Simplifies complexity and makes sense of ambiguity to establish a clear, meaningful and relevant direction. Able to paint a picture that explains “why we are doing this” and “how I can contribute…”.
  • Engager: Build deep connections with others and foster trust, loyalty and commitment. Demonstrates strong empathy and understanding and leverages this to build deep commitment. Role models a high level of self-awareness and capacity and willingness to learn. Is honest, open and shows integrity in all communication.
  • Edge: Have a competitive spirit and know the value of speed. You are considered and confident in making decisions, you do not get paralysed by paradox. Role models decisiveness and effective prioritization, takes considered risks to move the agenda forward. Creates an environment in which others are enabled to act decisively. Encourages constant candid dialogue. Is strong but fair in making decisions.
  • Executes: Consistently delivers on commitments. Effectively manages the process of execution (expecting setting, doing, measuring and reviewing) and holds others accountable for delivery. Keeps their word.


Experience

  • Proven success selling technology solutions covering Networking, Security, Multicloud, Collaboration and Customer Experience.
  • Knowledge of strategic vendor partners such as Cisco, Palo Alto and Pure Storage.
  • Working in a fast paced, target driven B2B Sales environment.


How you will make an impact

  • Achieving your fiscal targets: Booked Gross Profit, Renewals, Achieving your LAND target
  • Having happy Clients
  • Being a valued and respected member of your team
  • Achieving the goals set out with your Leader in your Individual Development Plan


Benefits

  • 25 days annual leave per annum, rising with tenure
  • Medical Insurance (ADP) including dental
  • ADP extras including Gym & Retail discounts, life insurance and EAP scheme
  • Matched 401k contribution (3%)
  • Quarterly Awards and Bonuses
  • Flexible Working
  • Industry-leading home working and mobility technology


Natilik Diversity & Inclusion

At Natilik we know it's crucial that our people reflect the diversity of our clients around the world. And we know that having people from all walks of life makes us a more creative and innovative company. That variety of experience, culture and background allows our teams to be better. We make sure we do whatever we can to support our people too: making them feel valued and included and unlocking their potential is essential. We're incredibly proud of our diversity.

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