Strategic Accounts Leader
Perforce
Perforce is a community of collaborative experts, problem solvers, and possibility seekers who believe work should be both challenging and fun. We are proud to inspire creativity, foster belonging, support collaboration, and encourage wellness. At Perforce, you’ll work with and learn from some of the best and brightest in business. Before you know it, you’ll be in the middle of a rewarding career at a company headed in one direction: upward. With a global footprint spanning more than 80 countries and including over 75% of the Fortune 100, Perforce Software, Inc. is trusted by the world’s leading brands to deliver solutions for the toughest challenges. The best run DevOps teams in the world choose Perforce.
Position Summary:
Perforce is searching for a leader for our Strategic Accounts Team. This team will be focused on a small number of the largest, most strategic prospects and customers within the Perforce brand portfolio with the sole purpose of expanding ARR and share of wallet within existing brands and/or addition of new brands. Reporting to the General Manager, this Sales Leader will be responsible for driving growth and significantly scaling revenues across all market segments and regions with a heavy focus on the USA to start. They must provide outstanding sales leadership and direction to the sales team to ensure it achieves financial targets and ultimately drive Perforce’s growth objectives as the segment moves into new markets.Responsibilities: Develop Strategies for growing business and achieving the company’s sales goals.Provide timely and accurate forecasts, clear visibility on sales opportunities and revenue performance by actively and accurately managing the pipeline of opportunities across the team.Become an expert on DevOps software solutions and connect that knowledge directly to customer needs and requirements to identify, uncover, and develop new account opportunities utilizing solution-selling and value-selling techniques to effectively guide sales process to close.Lead, inspire, train and motivate the sales team to help them achieve their sales plans and activities.Ensure that the team has the knowledge, skills and developmental plans to overachieve in their assigned quotas.Develop strategies with the sales team to coordinate cross-functional product offerings to help customers maximize the value from Perforce solutions.Manage customer expectations and contribute to a high level of customer satisfaction.Work closely with the marketing function to establish successful support, channel and partner programs.Partner with cross-functional internal teams (Engineering, Marketing, Product, Customer Success, Support) to efficiently navigate complex, executive level sales cycles.Manage key customer relationships and participate in closing strategic opportunities.Requirements: 10+ years direct enterprise sales experience, preferably in the DevOps arenaProven top performer (consistently overachieves quota) selling into the Fortune 1000.Experience selling directly into complex enterprise environments.Understanding of the Software Development Life Cycle (SDLC), DevOps or Agile Development practices.Successful experience managing and closing large scale 6-7-figure deals.8+ years experience managing sales organizations, both direct and matrixSuccessful experience hiring and on-boarding sales representatives.Proven client relationship skills including understanding a client’s strategic objectives and both short and long business requirements.Travel when appropriate for in-person meetings with customers and partners and to develop key relationships.Proactive mentality, with the foresight to intervene and provide support to the sales team when needed.Succinct and organized communicator.Hungry and intellectually curious personality.A strong and decisive operational mindset that can drive tactical execution while balancing strategic vision with a bias towards action.Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company. If you are passionate about the technology that impacts our day-to-day lives and want to work with talented and dedicated people across the globe, apply today! Perforce Software is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth, pregnancy-related conditions, and lactation), gender identity or expression (including transgender status), sexual orientation, marital status, family or relationship structure, military service and veteran status, physical or mental disability, genetic information, gender identity, or any other characteristic protected by applicable federal, state, or local laws and ordinances. Perforce Software's management team is dedicated to this policy with respect to recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities, access to facilities and programs, and general treatment during employment.
Position Summary:
Perforce is searching for a leader for our Strategic Accounts Team. This team will be focused on a small number of the largest, most strategic prospects and customers within the Perforce brand portfolio with the sole purpose of expanding ARR and share of wallet within existing brands and/or addition of new brands. Reporting to the General Manager, this Sales Leader will be responsible for driving growth and significantly scaling revenues across all market segments and regions with a heavy focus on the USA to start. They must provide outstanding sales leadership and direction to the sales team to ensure it achieves financial targets and ultimately drive Perforce’s growth objectives as the segment moves into new markets.Responsibilities: Develop Strategies for growing business and achieving the company’s sales goals.Provide timely and accurate forecasts, clear visibility on sales opportunities and revenue performance by actively and accurately managing the pipeline of opportunities across the team.Become an expert on DevOps software solutions and connect that knowledge directly to customer needs and requirements to identify, uncover, and develop new account opportunities utilizing solution-selling and value-selling techniques to effectively guide sales process to close.Lead, inspire, train and motivate the sales team to help them achieve their sales plans and activities.Ensure that the team has the knowledge, skills and developmental plans to overachieve in their assigned quotas.Develop strategies with the sales team to coordinate cross-functional product offerings to help customers maximize the value from Perforce solutions.Manage customer expectations and contribute to a high level of customer satisfaction.Work closely with the marketing function to establish successful support, channel and partner programs.Partner with cross-functional internal teams (Engineering, Marketing, Product, Customer Success, Support) to efficiently navigate complex, executive level sales cycles.Manage key customer relationships and participate in closing strategic opportunities.Requirements: 10+ years direct enterprise sales experience, preferably in the DevOps arenaProven top performer (consistently overachieves quota) selling into the Fortune 1000.Experience selling directly into complex enterprise environments.Understanding of the Software Development Life Cycle (SDLC), DevOps or Agile Development practices.Successful experience managing and closing large scale 6-7-figure deals.8+ years experience managing sales organizations, both direct and matrixSuccessful experience hiring and on-boarding sales representatives.Proven client relationship skills including understanding a client’s strategic objectives and both short and long business requirements.Travel when appropriate for in-person meetings with customers and partners and to develop key relationships.Proactive mentality, with the foresight to intervene and provide support to the sales team when needed.Succinct and organized communicator.Hungry and intellectually curious personality.A strong and decisive operational mindset that can drive tactical execution while balancing strategic vision with a bias towards action.Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company. If you are passionate about the technology that impacts our day-to-day lives and want to work with talented and dedicated people across the globe, apply today! Perforce Software is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth, pregnancy-related conditions, and lactation), gender identity or expression (including transgender status), sexual orientation, marital status, family or relationship structure, military service and veteran status, physical or mental disability, genetic information, gender identity, or any other characteristic protected by applicable federal, state, or local laws and ordinances. Perforce Software's management team is dedicated to this policy with respect to recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities, access to facilities and programs, and general treatment during employment.
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