VP of Sales or CRO

Ascera•St. Petersburg, FL

40d

About The Position

SP6 is seeking a Vice President of Sales or Chief Revenue Officer (CRO) to build and lead the sales organization for our AI Security and AI Compliance service and software practices, and to deliver our ambitious growth targets in high-growth markets. The exact role will depend on the candidate's prior skills and experience. The ideal candidate has led sales in professional services (consulting), managed services, and software organization (either having worked in SaaS or in a partner organization) and has a track record of exemplary, sustained performance. Software sales leadership is a significant plus, as our services are led by proprietary technology attached to services engagements. This role is ideal for a proven sales executive who wants to build a high-performance culture and a winning team. This leader will take responsibility for a 14-person sales team (including sales and sales leadership, and growing) that will be focused in the following areas: AI Security. Software and consulting services leading customer advisement and tool implementation around AI security, including AI agent inventory, preventing data leakage, securing how agents and used and/or built, and more. AI Compliance. Consulting services focused on AI standards including ISO 42001, NIST AI RMF and other AI-focused frameworks. SIEM and Data Analytics Consulting. SP6 is a leading technology services organization in the SIEM and data analytics space. Having been named Splunk’s three-time North American Professional Services Partner of the Year, SP6 is expanding services offerings with other market-leading software OEMs in the SecOps and Observability domains.

Requirements

10+ years of sales experience, including 5+ years of technology sales leadership at the director level or above.
Leadership of a direct sales team (this is not a channel or distribution role)
Prior sales leadership in software, professional services/consulting, or managed services
Experience leading B2B sales teams across both enterprise and middle-market customers (background in pure SMB will not be considered)
A track record of exemplary performance and sustained year-over-year sales growth
Working knowledge of solution selling or a consultative sales methodology
Prior CRO experience (for CRO role consideration)

Nice To Haves

Background in cybersecurity, MSSP, IT operations, and/or cyber compliance or GRC strongly preferred
Experience and knowledge with any of the following software products is a plus: Splunk, Microsoft (Sentinel SIEM product), CrowdStrike NextGen SIEM, Google SecOps, Rapid7, Exabeam, IBM QRadar, Palo Alto Cortex, SentinelOne, Dynatrace (Observability), GRC (Governance, Risk, & Compliance) solutions

Responsibilities

Drive new customer acquisition, expansion, and revenue growth by hitting the revenue number.
Owns the company's new-business and expansion revenue targets: software resale, services and recurring revenue.
Lead direct sales, channel sales, sales engineering, and a potential newly-developed SDR/BDR team.
Focusing on margin and revenue mix, not just total bookings; ensuring SP6’s mix of Closed Won business is blended across higher and lower margin business and that sellers are not selling on price.
Build, Mentor, and Lead the sales team.
Recruits, hires, trains and keeps account executives, sales engineers or solution architects, and sales development reps.
Ensure that proper sales enablement is in place for the constant development of sales team members.
Develop internal talent pipeline to ensure the scalability of SP6.
Architect SP6's selling systems.
Set the sales process and methodology and how performance is managed.
Set quotas and territories, and forecasts accurately each month and quarter.
Designs compensation plans that reward the right behavior, such as bonuses for selling services alongside software or for multi-year deals; as well as are in-line with industry best practices for sales compensation in our industry.
Manage the pipeline and the sales process.
Own pipeline health: coverage ratios (often 3–4x the target), deal stages, win rates and sales cycle length.
Runs deal reviews and forecast calls, and keeps CRM data clean.
Works with marketing on lead definitions, handoffs and the share of pipeline marketing is expected to source, which ties to the marketing revenue plan from earlier.
Through SP6's channel sales team, manage partner relationships.
Ensure the proper management of relationships with software vendors to include Microsoft, CrowdStrike, Splunk and others: partner tier status, certifications, deal registration and margin incentives.
Drive co-selling with vendor sales teams and uses vendor programs like marketplace listings, funding for proofs of concept and market development funds.
Own client relationships and growing accounts.
Oversee strategic account plans, executive relationships and renewals.
Drive land-and-expand: turning one project into managed services, add-on offerings and multi-year relationships.
Coordinate with delivery leaders so the team doesn't sell work the firm can't deliver profitably. This is critical in consulting, where staffing capacity and utilization limit what can be sold.
Marketing Ownership.
Own the marketing and demand generation team and function.
Establish marketing's pipeline and revenue targets as part of the company's overall revenue plan.
Plan how marketing budget is allocated across demand generation, events, content and brand, based on what produces pipeline and revenue most efficiently.
Drive accountability in Marketing at the same level as sales, with targets for sourced pipeline, conversion rates, customer acquisition cost, and return on marketing spend.