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Vice President of Global Sales, Transact
Blackboard Inc.
Phoenix, AZ, United States
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Blackboard is helping education leaders enhance every aspect of the teaching, learning and campus experience. Blackboard’s broad reach covers our traditional, market-leading e-Learning solutions, in addition to mass notification, financial transactions and campus security. We are dedicated to fostering a culture of lifelong learning and individual growth. Across courses, campuses, organizations, companies, government agencies, and communities, Blackboard is enabling education around the globe.
Blackboard Transact™ and its integrated technology platform helps improve the student experience and campus safety through a single, highly secured credential all while elevating the student experience, streamlining business operations, and increasing revenue. The Blackboard Transact platform includes capabilities across three aspects of an institution’s business operations and student experience:
• Transaction Management: facilitates campus ID credential issuance, cashless payment processing, account management and reporting on-campus, off-campus, and online.
• Security Management: monitors all campus activity using integrated door access control, video surveillance and mass notification capabilities.
• Financial Services: offers innovative options for tuition presentment and payment, payment plans, financial aid disbursement, revenue enhancement or cost savings through market-leading technologies that further enhance the student experience.
POSITION RESPONSIBILITIES
Reporting directly to the President of Blackboard Transact, the Vice President of Global Sales is responsible for pipeline creation, sales generation and growth within the integrated and unified campus credential, financial trasnaction and security management marketplace. The VP will lead an expanding team of approximately 65+ professionals covering field and inside sales, channel management and a significat ratable revenue renewal base.
Blackboard is looking for an experienced senior executive with a proven track record of managing enterprise software sales organizations. Ideally, the VP will have knowledge of the higher education industry or the public sector industry, specifically in the area of enterprise-class technology. International expereince is a plus. He/she must be focused on exceeding pipeline, sales, revenue, operational and strategic goals as well as the professional growth, development and success of their team members.
The responsibilities of the Vice President are:
• Creating a continuous atmosphere of success and empowerment within the sales organization, motivating the sales team to accomplish stretch goals.
• Providing sales leadership in an organization that is an existing market leader looking to continue to drive the acquisition of net new clients as well as focusing on both up-sell and cross-sell growth strategies to existing clients.
• Serving as an inspiring mentor to Regional Vice-Presidents and front line sales executives with a solutions-focused orientation and architecture that drives higher revenue per client and enables statewide or countrywide deals.
• Working with the Regional Vice-Presidents, Channel Managers and the President of Transact to maintain a mature sales management approach, including: setting stretch but obtainable objectives, defining and implementing winning sales strategies, designing an effective performance management process, continuously building out sufficient pipeline, effectively managing the stages of such pipeline and providing accurate multi-quarter forecasting.
• Working with the Senior Manager of Solutions Engineering to maintain a high level of product expertise, to enable the solutions engineers to design complex campus commerce/security solutions that are tightly aligned to each client’s specific requirements.
• Guiding the development of effective training and professional development programs for the sales force, and solutions engineering team to ensure continuous sales enablement and support.
• Collaborating cross-departmentally throughout Blackboard, Inc. to develop effective internal relationships and smooth processes that drive sales success.
• Working with the VP of Consulting Services to plan sales strategies that meet services revenue targets and help ensure client success.
• Creating meaningful and strategic relationships with C-Level client leadership and in the external marketplace to increase the team’s probability of success.
• Gathering important market feedback to inform product strategy, marketing, client support and other operational areas to maintain our level of service and competitive advantage in the market.
• Leading Transact’s Annual User’s Conference as well as representing Blackboard’s Transact sales at national conferences, client meetings and other public forums.
Again, the VP is the leader of a team of 65+ sales professionals including Regional VPs, Account Executives, Client Managers and Channel Managers and over 1,400 client relationships, whose performance influences the results of the entire Company. As such, the demand for proven and seasoned sales and business leadership is foundational.
SPECIFIC QUALIFICATIONS
• High degree of personal integrity.
• Experience managing $200+ million in revenue.
• Must be extremely knowledgeable and experienced in the sales management process and associated pipeline and sales generation, customer needs identification, personnel leadership and HR procedures and processes.
• Bachelor’s degree. Advanced degree preferred.
• 12+ years of professional sales management experience, with 5+ years of proven SVP or VP senior sales leadership managing other senior sales leaders.
• Ability to establish a clear and understandable vision and sales strategies for the Transact Sales organization.
• Proven track record of providing leadership to a large enterprise solutions sales force with a history of delivering exceptional results.
• Proven experience in an enterprise software environment with a complex ecosystem of related hardware.
• Ability to motivate and inspire a diverse national sales force and across global channels.
• Proven experience in recruiting and retaining high-quality enterprise-class sales professionals.
• Experience and a proven understanding of the Higher Education marketplace.
• Strong listening, communication, and presentation skills and style appropriate for the higher education industry.
• In-depth knowledge of and experience using Solution Selling methodology.
• Ability to quickly gain knowledge of the company’s business model, products, services, practices and client environments; fast learner.
• Proven ability to establish strategic alliances with key decision makers with major clients, combined with the ability to model for direct reports and sales team to do the same.
• Meaningful network amongst the enterprise software community.
• Extremely high energy, work ethic and stamina to perform consistently and at a high level in a very demanding environment.
• Must be currently based in Phoenix, AZ or willing to relocate.Must be able to travel 50% of the time
REQUIRED EXPERIENCE
• Enterprise-class software and hardware, preferably financial transaction, ERP or SIS.
• Public sector market.
• International sales and/or leadership (preferred).
This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.
Blackboard is an equal employment opportunity/affirmative action employer and considers qualified applicants for employment without regard to race, color, religion, sex, national original, age, religion, disability, marital status, sexual orientation, gender identity or expression, military/veteran status, or any other protected factor.
Location/Division: Phoenix, AZ, USA Job Requisition: BB-1260