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[Remote] AVP Customer Base - Americas
Note: The job is a remote job and is open to candidates in USA. Dayforce is a global human capital management company headquartered in Toronto and Minneapolis. The Area Vice President for Customer Base Sales is a critical leadership role focused on driving customer base revenue growth and managing a sales team to achieve software targets.
Responsibilities
- Develop and execute a strategic sales plan to achieve software and profitability targets, while maximizing solution coverage and win rate
- Direct and lead all new sales activities in customer base segments in the Americas
- Plan and execute demand strategies against the white space in our customer base, build robust pipeline coverage, leverage customer success, marketing and partner teams
- Drive account planning, deal qualification and management activities in line with the defined sales process and framework
- Provide accurate forecasting and budgeting for the business
- Ensure teams effectively utilize sales force automation tools
- Engage for deal strategy, execution and contract negotiations
- Collaborate and align with cross-functional teams, including services, marketing, ecosystem, advisory, and customer success
- Lead and run all sales operational cadence per the playbook
- Create and manage a digital customer base sales motion for lower value transactions
- Build and maintain executive-level relationships with key decisionmakers and executives at our largest customer organizations, effectively ensuring Dayforce remains the preferred HCM solution
- Lead and participate in sales meetings and presentations to articulate the value proposition of expansions and upsells, while addressing customer needs and pain points
- Ensure full alignment with Dayforce Customer Relationship Management (CRE) in onboarding, expanding, referencing and renewing customers
- Ensure value realization is at the center of customer retention and expansion
- Ensure proper transition of customers to the customer base team
- Set, track and report sales performance metrics for attainment, growth, linearity, participation and conversion
- Drive team performance with guidance, coaching, and inspection
- Manage sales performance for contribution and Attainment
- Conduct regular performance reviews and provide feedback to sales team members to enhance their strategic selling skills, product competency and competitive capabilities
- Analyze sales data and market trends and identify targeting opportunities, deal cycle and deal size trends, win and attach rates
- Conduct regular deal reviews for current quarter and next quarter critical deals
- Recruit, train and develop a sales team with skills and experience aligned to meet Dayforce’s needs and the market
- Set clear goals, expectations and development plans for all direct reports
- Build succession plans and leadership depth in your organization
- Analyze activity and take action to improve individual and team performance
- Ensure Dayforce culture and values are nurtured
- Build and maintain a professional sales team with product and industry expertise, certify on Dayforce solutions
Skills
- In-depth knowledge of and proficiency in selling HCM solutions, Managed and Global Payroll, WFM and HR transformation
- Bachelor's degree in business, Marketing, Engineering or a related field (MBA preferred)
- 10-15 years of proven Enterprise sales and sales Leadership
- Experience in selling SaaS, Cloud, and complex integrated business process solutions
- Strong understanding of enterprise-level sales processes, including account planning, solution selling, and pipeline management
- Demonstrated success in consistently meeting or exceeding growth sales targets in the HR software or cloud/SaaS industry
- Excellent communication and presentation skills, with the ability to influence and negotiate at executive levels
- Proven ability to establish and manage C level relationships
- Strong business and financial acumen, high energy and integrity, sense of urgency, work ethic and drive for results are required
- Strategic thinker with the ability to analyze market trends in the HR software and cloud/SaaS space and develop effective sales strategies
- Experience leading and motivating a high-performing sales team
- Results-driven mindset with a strong sense of accountability and ownership
Benefits
- Excellent time away from work programs
- Comprehensive wellness initiatives
- Recognition through competitive pay and benefits
- Volunteer days
- Dayforce Cares charity
Company Overview
