Responsibilities
Octave’s Physical Security team is seeking a dynamic, growth-oriented Vice President of Sales for EMEA to lead our sales strategy and drive revenue growth. As a global technology leader specializing in Physical Security and Enterprise Incident Management solutions, Octave partners with hundreds of customers worldwide to deliver video management, data analytics, and incident management solutions across critical sectors such as financial institutions, transportation, utilities, and smart cities.
Reporting to the VP of Global Sales, you will develop and execute strategies to expand revenue and deepen relationships with various partners, enterprise-level clients in key verticals. Leading a team of sales employees, including vertical sales managers, inside sales representatives, and pre-sales engineers, you will provide hands-on leadership, coaching, enabling you to achieve ambitious goals.
Strategic Thinking & Execution
- Develop and execute a strategic sales plan focused on growing revenue within the company’s most critical and high-value accounts.
- Identify potential strategic partners, alliances, and relationships to expand core products lines or by introducing new product lines to the organization.
- Lead the region in strategic planning and sales execution of accounts.
- Identify and implement market-driven strategies to achieve revenue goals.
- Identify and prioritize high-impact opportunities across existing accounts.
Customer & Relationship Management
- Build and maintain senior-level relationships with key partners and clients, acting as a trusted advisor and executive sponsor.
- Anticipate client needs and proactively address concerns or opportunities.
- Working with the Director of Partner programs, build on the relationship of partners, alliances and key clients
Sales Leadership & Team Development
- Lead a sales team, providing coaching, mentorship, and performance management.
- Set performance expectations, coach for growth, and create accountability.
- Ensure proper training and resources are available for the sales team.
- Recruit and develop top sales talent.Foster a culture of collaboration, ambition, and customer excellence.
Financial Acumen & Commercial Strategy
- Oversee pricing strategy, contract negotiations, and revenue forecasting.
- Align sales efforts with corporate financial goals and budgeting.
- Meet or exceed financial targets and sales pipeline generation targets, with a bias towards enterprise software opportunities.
- Identify growth opportunities within accounts, including upsell, cross-sell, and partnership expansion.
Collaboration & Influence
- Collaborate cross-functionally with Product, Services, PreSales, Marketing, Finance, to align account strategy with broader business objectives and deliver integrated solutions.
- Influence internal stakeholders to prioritize strategic account needs.
- Navigate matrixed environments to align resources around shared goals.
Data-Driven Decision Making
- Use of market data to drive prioritization of sales effort.
- Use CRM and reporting tools to monitor performance and pipeline health.
- Track, analyze, and report on key account metrics, pipeline health, and forecast accuracy.
