The Regional Vice President (RVP), Transact is responsible for sales generation and growth within the North American Higher Education marketplace. The RVP – Transact will manage a team of field based sales professionals covering a defined US territory.
Blackboard is looking for a knowledgeable and capable sales individual with a proven track record of managing a sales team in the commerce and security industry, emcompassing both enterprise-level software as well as hardware peripherals. He/she must be focused on meeting corporate sales, revenue, operational and strategic goals as well as the professional growth, development and success of their team members. The RVP will spend the majority of time working with salespeople to coach, counsel, and mentor them in all aspects of sales effectiveness.
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Attaining direct Blackboard sales objectives for the defined markets
Successfully managing a team of top-tier direct, field sales professionals (7-9 individuals).
Working with the Transact VP of Global Sales to identify strategies and tactics as well as developing a strategic business plan to successfully achieve the targeted sales for these markets.
Driving the sales team on a daily basis to achieve stated goals and quotas. This will be accomplished by following account activity, close rates, time-to-close data and strong pipeline management.
Recruiting, hiring, training and developing result-oriented sales professionals consistent with business needs and Blackboard's HR policies.
Ensuring availability and successfully managing the internal resources needed for success.
Managing, coaching, mentoring, and communicating effectively with a remote team. Specific needs in this area are training; gaining best value for service offerings with each sale; and utilizing support staff appropriately (sales engineers, RFP support, etc).
Identifying and providing leadership to strategic sales opportunities with prospective customers and involving all appropriate Bb personnel.
Participating in all Sales Management Meetings.
Reporting: submitting weekly reports to management that reflect closed business, forecasted business, pipeline development and other management issues or concerns.
Identifying areas for process improvement: includes support for implementing compensation plans, quality assurance for sales presentations and customer communication via sales teams, and defining and delivering local events within the territory.
PROFESSIONAL QUALIFICATIONS:
Bachelor’s degree in business, computer science, public policy, or other related discipline required.
Advanced degree preferred.
Minimum 10 years of experience in enterprise software sales; proven sales success in the Higher Education industry experience (or other public sector) required.
Must have a solid understanding and connections within the California State System and the University of California system and the respective campuses.
Minimum 5 years experience managing a team of field based individual contributors required.
Experience managing minimum of $25+ million in recurring and new revenue with an average deal size of $150K desired.
Experience with public sector competitive procurement processes.
Consultative solution selling approach required.
Must be extemely knowledgeable and experienced in the sales management process and associated sales generation, customer needs identification, personnel leadership and HR procedures and processes.
Ability to travel at least 50-60%.
Candidates must be located (or willing to relocate) in the assigned US region.
PREFERRED SKILLS:
Must be process oriented and experienced with sales performance metrics, reporting, and planning.
Must possess strong leadership, motivational, and presentation skills.
Must have a documented track record of attaining assigned targets.
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