Job Description
Job Location (Short): Madison, Alabama-USA Workplace Type: Hybrid Req Id: 2895 Responsibilities Octave’s Physical Security team is seeking a dynamic, growth-oriented Vice President of Sales for the Americas to lead our sales strategy and drive revenue growth in collaboration with marketing, product, and professional services teams. As a global technology leader specializing in Physical Security and Enterprise Incident Management solutions, Octave partners with hundreds of customers worldwide to deliver video management, data analytics, and incident management solutions across critical sectors such as financial institutions, transportation, utilities, and smart cities. Reporting to the VP of Global Sales, you will develop and execute strategies to expand revenue and deepen relationships with various partners, enterprise-level clients in key verticals, including government, transportation, retail, and campus environments. Leading a team of 20 sales employees (5 direct reports), including vertical sales managers, inside sales representatives, and pre-sales engineers, you will provide hands-on leadership, coaching, enabling you to achieve ambitious goals. Success in this role requires strong strategic leadership, effective team management, and the ability to navigate complex customer and partner relationships. You must bring business acumen, data-driven decision-making skills, and a collaborative mindset to align with cross-functional stakeholders. Responsibilities Continued. Strategic Thinking & Execution Develop and execute a strategic sales plan focused on growing revenue within the company’s most critical and high-value accounts. Identify potential strategic partners, alliances, and relationships to expand core products lines or by introducing new product lines to the organization. Lead the region in strategic planning and sales execution of accounts. Identify and implement market-driven strategies to achieve revenue goals. Identify and prioritize high-impact opportunities across existing accounts. Contribute to the strategic planning and execution of all sales and marketing activities. Customer & Relationship Management Build and maintain senior-level relationships with key partners and clients, acting as a trusted advisor and executive sponsor. Anticipate client needs and proactively address concerns or opportunities. Working with the Director of Partner programs, build on the relationship of partners, alliances and key clients. Sales Leadership & Team Development Lead a sales team of 20 including 6 direct reports, providing coaching, mentorship, and performance management. Set performance expectations, coach for growth, and create accountability. Ensure proper training and resources are available for the sales team. (added this one) Recruit and develop top sales talent. Foster a culture of collaboration, ambition, and customer excellence. Financial Acumen & Commercial Strategy Oversee pricing strategy, contract negotiations, and revenue forecasting. Ensure profitability and long-term value through rigorous financial analysis. Align sales efforts with corporate financial goals and budgeting. Meet or exceed financial targets and sales pipeline generation targets, with a bias towards enterprise software opportunities. Identify growth opportunities within accounts, including upsell, cross-sell, and partnership expansion. Collaboration & Influence Collaborate cross-functionally with Product, Services, PreSales, Marketing, Finance, to align account strategy with broader business objectives and deliver integrated solutions. Influence internal stakeholders to prioritize strategic account needs. Navigate matrixed environments to align resources around shared goals. Data-Driven Decision Making Use of market data to drive prioritization of sales effort. Use CRM and reporting tools to monitor performance and pipeline health. Leverage data to adjust strategy and improve sales effectiveness. Establish and track OKRs, for example new logo growth, deal velocity, and margin. Track, analyze, and report on key account metrics, pipeline health, and forecast accuracy. Education / Qualifications Minimum 15 years of software sales experience, including a minimum of 10 years of Sales Leadership experience working with partner programs to develop accounts. Strong preference for candidates with extensive Physical Security experience. Bachelor's degree in technical or business field preferrable Proven ability to build, inspire and grow high performing te