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Job Description:
This position is responsible for leading the work of the Channel Sales focused on Oracle/Netsuite ERP, Microsoft D365, and Workday ERP, meeting sales targets by creating demand generation, resulting in sales from their given assignment. Achieves sales goals by hiring and training employees, leading and coaching them to develop their channel selling skills. Works closely with strategy, marketing, and field sales to maintain an understanding of the evolving market. This role will include incremental responsibility for 3-5 key partners to drive business across multiple ERPs.
ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:
- Responsible for overall quota and overall revenue generation as well as partner relationships within designated team to support the channel execution.
- Leads and manages the Channel sales representatives including, but not limited to; hiring and on-boarding process, defining and providing training and education, territory and pipeline oversight, mentoring and coaching, and oversight and responsibility for quota attainment.
- Coordinates all functions necessary to maximize the daily productivity of the Channel sales team.
- Oversees the execution and follow up of channel sales execution and ensure alignment with Vertex processes and service level agreements.
- Focuses on growing the skills and performance of the team members and managers – improve individual team member performance, plan and prepare associates for advancement and promotion.
- Participates in setting employee performance standards, and, with respect to the team being supervised, conduct effective performance-monitoring, coaching, counseling, and employee development activity to maximize sales focus and produce results during all sales calls.
- Provides guidance and manages global lead generation activities promoting the organization's products and services ensuring that key performance indicators are met.
- Enables informed management action through improved visibility of pipeline and sales cycles through reporting and analysis.
- May lead projects and performs other duties as assigned.
- Business travel will be required.
SUPERVISORY RESPONSIBILITIES:
- Determine appropriate resourcing of staff in order to achieve goals and objectives.
- Build an effective team through mentoring and formal education that focuses on management and project management principles.
- Define annual Key Performance Indicators aligned with corporate goals.
- Direct and mentor leaders on performance gaps, career development opportunities, and strategies.
- Accountable for collective results and recognizing others’ contributions and share credit for success.
- Own attainment of high employee satisfaction and retention; lead development of program and initiatives within group to attain high employee satisfaction.
- Lead change management initiatives to drive improvements and efficiencies.
- Ability to interact collaboratively and communicate effectively with external, internal customers, and stakeholders to address issues and ensure alignment.
- Prepare and manage budget as assigned; analyzes variances and initiates corrective actions to maximize operational performance.
KNOWLEDGE, SKILLS AND ABILITIES:
- Strong working knowledge of Oracle/Netsuite, Microsoft D365, Workday ERP systems and workflows.
- Strong working knowledge of tax accounting, and direct tax compliance and provision principles.
- Strong knowledge of Transaction/Sales and Use Tax, strongly desired.
- Familiar with the solutions, field's concepts, practices, and procedures.
- Proven ability to apply experience and judgment to plan and accomplish goals.
- Knowledge of the organization's products, taxation, hardware and software terminology and/or SFDC.
- Excellent interpersonal, organizational, and time management skills.
- Strong negotiating, closing and decision-making abilities.
- Strong presentation and both oral and written communication skills.
- Ability to work in a highly collaborative, team-based environment.
- Ability to communicate business and sales objectives to cross-functional teams.
- Results-oriented and customer driven with strong attention to detail.
- Must have ability to prioritize and meet aggressive deadlines.
- Demonstrated ability to team with and manage cross-functional teams.
- Openness to work with a variety of groups, from highly technical to sales-oriented people.
- Must demonstrate ability to think and work independently.
- Must be skilled at building relationships with customers for mutual benefit.
- Expert knowledge of developing and maintaining customer relationships at manager, director and executive levels.
- Excellent project and program management skills.
- Ability to interact directly with customers at management and executive levels.
- Ability to work independently, managing resources and multiple projects simultaneously.
- Strong ability to work with a team and an ability to learn and adapt quickly.
- Ability to serve as a trusted advisor to clients.
- Ability to articulate the organization's value proposition clearly and to listen actively to clients to identify and prioritize client needs.
- Proficiency in Microsoft Office Packages.
EDUCATION AND TRAINING:
- Bachelor’s Degree in Business, Marketing, Sales, or related field required.
- Twelve (12) plus years successful direct sales experience in the indirect tax software arena.
- Five (5) plus years leadership responsibility.
- Or equivalent combination of education and/or experience.
Other Qualifications
The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.
• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.
COMMENTS:
The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.
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