Vice President, Sales - Global Corporate, Technology

The Sales Vice President (VP) in Corporate Tech will be responsible for managing and growing relationships with our existing book of clients across the US and EMEA. Specifically, you will oversee and develop revenue opportunities with existing clients by negotiating contract renewals, cross-selling GLG products, optimizing client experience, gaining market share, and pursuing excellence in close collaboration with a team of GLG servicing professionals. 

This is an exceptional opportunity for someone with Enterprise Sales experience and a track-record of strong people management. The candidate will report to the Global Head of Tech and Growth within GLG’s Corporate team and work closely with other members of senior management. They need to be able to thrive in a fast paced, energetic and rapidly shifting environment. They will also need to have the drive and desire to build the top performing sales team at the firm.

Specific responsibilities include (but are not limited to): 

• Drive Commercial Success The candidate will meet with senior level prospects and clients regularly to articulate the firm’s value proposition, especially with respect to new technologies and product development, ability to inform and accelerate new product development and go-to-market strategies, end-market intelligence, and other relevant topics. The successful candidate will leverage his/her own professional network and management experience to build new relationships at operating companies and engage at a granular level with industry executives on topics of critical importance to their businesses. 

• Team Management and Building The candidate will lead a team of account managers (~10 individuals) to support them with client-specific growth goals and professional development objectives. The candidate will help to recruit market-leading talent to the firm, develop those professionals through teaching in the apprenticeship model, and retain those individuals through meaningful professional experiences.
• Strategic Vision and Product Expansion The successful candidate will continually enhance customer targeting, segmentation and outreach while refining the firm’s value proposition across various segments. This person will continually assess industry trends, the marketplace, competitive behaviors, customer preferences, and best practices. In addition, he or she will work closely with Research and Service colleagues to co-develop client-specific value propositions, communicate industry-specific insights across the team, and provide mentorship to teammates as they develop.

Key performance metrics for this role include performance to revenue targets (i.e., retention and growth of existing book), opportunity/pipeline management (i.e. waterfall through stages), speed of adoption of products/services upon closing. 

Candidates for this position should have a demonstrated ability to be creative and commercial and/or have a track record of overachieving in a performance-based environment, preferably but not exclusively, with Enterprise level companies.  A demonstrated interest in and understanding of the content that matters to our Enterprise Technology clients is vital. 

 An ideal candidate will have the following: 

• 10+ years of experience in consultative selling within Enterprise level firms and/or Technology companies 
• Solid understanding and experience selling to and/or servicing large Enterprise level clients with robust Legal/Procurement teams 
• A demonstrated ability to manage sophisticated B2B relationships
• Proven experience managing performance to quota 
• Experience managing junior sales employees, specifically account managers whose remit is to farm and hunt an existing book
• Proven experience renewing/upselling existing client relationships and cross-selling across a product portfolio 
• Proven ability to work collaboratively with internal stakeholders across different functions for solving complex challenges, learning, and growing 
• Clear understanding of and hands on experience with creating and delivering “best in class” client service strategies and operating models 
• Impeccable attention to detail, ideally in a high-volume and fast paced environment 
• Strong communication skills 

An ideal candidate will also have the following leadership and personal attributes: 

• Hungry, Humble and Smart 
• Builds a team environment based on trust to drive commitment and accountability 
• Cares for people on a personal level and invests to help them grow as professionals 
• Hands-on, and leads by example 
• Relentless optimism about reaching the vision