VP of Sales and Marketing

Kansys Inc. provides the only suite of non-disruptive enterprise billing solutions that simplify and enable global commerce innovation, helping businesses respond to the ever-changing customer and partner relationship landscape and to help turn data into actionable information to enable business’ to make logical decisions

We have a strong history providing System Integration, Developing, Hosting and Managing automated BSS Solutions that help communications, hospitality, software, transportation, finance and other companies monetize their complex business at scale. Here we value diversity, and all voices are welcome! Our culture fosters individual talent, mutual trust, and continuous learning. We see our customers as partners and walk in their shoes every day to push us forward.

Benefits

• Flexible working environment adapted to your needs. You can choose a remote or hybrid working model.
• Competitive salary and commission package and employee benefits including:
  • Healthcare and employee wellbeing schemes to keep you in peak condition.
  • Life insurance for peace of mind
  • No working on your birthday!
  • Holiday purchase scheme to promote work/life balance.
  • Bonus scheme
  • Pension plans to secure your future.
  • Income protection insurance for when the unexpected happens.

*Benefits may differ by country.

• We are committed to the continuous development of our professionals through training, talent development plans and mentorship. We’ll support, encourage, and guide you to reach your career goals.
• Part of Lumine Group, an international group of tech companies

About the Position 
As our VP of Sales & Marketing, you will be responsible for sales across the business including co-ordinating the pre-sales activities, identifying and managing new opportunities through closure and expanding the Kansys footprint in assigned customers and territories.  You will be a self-starter, leaving no stone unturned in maximising your sales bookings. You will collaborate positively, have a passion to succeed, be prepared to take smart risks, possess inspiring and empowering leadership qualities, be able to flex your expertise and use your strong sense of customer focus to exceed expectations every day.   The VP of Sales & Marketing will report to the Chief Executive Officer.

Responsibilities

• Progress prospects through a complex solutions sales process to successfully close opportunities in line with role and company goals.
• Ensure the annual sales targets are met or exceeded by developing and implementing effective and appropriate sales strategies and monitoring sales performance

• Actively participate in Kansys’s sales and marketing strategy, pursuing it with vigour and focus. Provide feedback and suggested alterations to make the strategy more effective, continually fine tuning the approach to maximise efficient use of resources

• Engage effectively at a senior level to articulate digital service provider strategic transformation strategy within the target prospects and internally
• Work with our existing customer base to drive further opportunities and to fully understand the competitive landscape

• Support the Pre-Sales and other team members to create statements of work providing details of all relevant commercials and payment terms

• Ensure pipeline and forecasting information stored in HubSpot is updated and accurate at all times

• Complete any financial invoicing process ensuring that all invoices, payment milestones and one-off charges have the correct purchase order and values agreed - when applicable

• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders

• Maintain high-level technical knowledge across the Kansys portfolio of services, products and technologies by attendance at product workshops, relevant training and review of release documentation

• Work with partners to extend our sales efforts in assigned territory 

• Be innovative and challenging in business development to generate qualified prospects

• Lead matrix management multi discipline teams to progress each sales opportunity

• Look for inventive commercial solutions that work well for both prospect and Kansys

• Strictly adhere to the published Kansys sales and forecasting process. 
• Be responsible for the line management and performance of members of the Sales team

Requirements

• Ability to engage and understand both at a business level and technical level internally and externally

• Ability to quickly understand a customer’s business and their technical drivers and convert them into a substantive Kansys value proposition which will achieve recurring revenue

• Understand Communications software, with prior employment history in this space selling solutions such as BSS solutions (like CRM, Billing, Mediation, etc.), IoT Platform/Applications and other such related software

• Ability to readily visualise an end game early in a prospect engagement and alter the approach appropriately to meet the needs of the customer requirements and Kansys’s ability to deliver

• Highly articulate with ability to communicate skills across all areas and strong presentation skills

• Responds well to pressure, looking for positive actions to create solutions and reacts well to developing sales situations

• Ability to understand at a high level the technical value proposition and then translate it into a business value position

• Experience of complex software and service sales process in a customer facing business 

• Strong sense of personal accountability & initiative

• Technically aware, with a software development or product implementation background

• Experience working with system integrator and solution partners

• Strong understanding of international markets and ability to forecast future sales, form sales plans and adapt to constant shifts in the marketplace

• Proven ability to sell remotely using all digital channels and techniques

• When required, travel to make sales calls and related business activities

• 10+ years in senior sales roles within the Telco industry

• Fluency in English essential. Fluency in French and/or Spanish a bonus

• Demonstrate ability to close large and complex deals >€1m, with history of doing large deals