Head of Emea North Sales

3 weeks ago

London, United Kingdom Zoom Video Communications, Inc. Full time

Reporting to the Head of EMEA, the Head of EMEA, North will provide executive-level strategic, operational, and tactical leadership to the EMEA North sales team (UK, Ireland, Nordics).

Zoom is recruiting this strategic sales leadership position to grow our North Sales team to take our North Business to the next stage of growth. You will further develop the go-to-market strategy and promote the future vision for the North growth plan to scale our business to the next level.

**About the Role**:
You will also be tasked with the responsibility to help further expand our new customer portfolio across the region while continuing to champion our mission to deliver happiness to our customers by solving their toughest challenges with our solutions.

Supporting Zoom's vision, you will continue to build a profitable business by nurturing the existing inspired sales team and culture, and working with the Recruiting team on further expansion and recruitment.

You will have a track record with commercial experience in Enterprise Software sales management experience in Contact Center, Cloud, SaaS and Consumption base model selling, and in the space of UCaaS technology.

**About You**:
**Senior Leadership**
- You will help develop the sales strategy, establish KPI targets, and provide leadership for all direct sales activities focusing on enterprise-wide business development opportunities.
- A core part of our Senior Leadership team participating in cross-functional activities at a regional level.
- Lead the North regional management team discussions, resource planning and cross-functional strategic planning and collaboration.
- Envision and shape business development opportunities that are consistent with our strategy for strong revenue growth in prioritized markets.
- Work with business leaders to coordinate strategy in the core areas and ensure the voice of the market(s) is included in ongoing investment and development roadmaps.
- Develop high-value relationships at the Executive level with important customers and prospects.
- Be the senior spokesperson for the North region, when requested, and participate in core public relations activities.
- Represent the region in primary government affairs programs, when requested, and core strategic relationships in the market.

**Sales**
- Implement the direct and indirect sales strategy across essential market segments.
- Build and coach a motivated target-driven sales organization, with a focus on sales performance. Exceed sales targets assigned.
- Ensure structured use of Salesforce and related software tools, to create a pool of opportunities through the sales cycle to ensure growth targets are met (including your individual targets).
- Develop and orchestrate an array of necessary channels to attain our growth target (including direct sales, enterprise sales, events and distributors).
- Support the marketing team to promote solid customer, channel partner and event interaction.
- Prepare and maintain accurate sales forecasts.
- Conduct regular sales & business reviews including Quarterly Business Reviews (QBR), monthly stand-deliver, weekly forecast calls and coaching sessions.
- Deep understanding of Sales methodologies such as MEDDPICC, 3 Why’s etc. highly desirable.
- Responsibility over marketing and channel and ensuring alignment across the business including pre sales and customer success.

**Product & Proposition Development**
- Support the business in identifying new high-growth propositions for revenue acceleration.
- Ensure effective interaction & communication between the sales team and product teams.
- Support brand/market awareness and opportunity development by delivering expertise and experience to the market through forums, conferences, panels and PR activities.

**People Management**
- Lead a team of Sales Managers with their AEs to ensure revenue goals are exceeded and the opportunities maximized and captured.
- Manage sales activities, provide direction and hold team members accountable for set goals.
- Management responsibilities include hiring, managing performance.
- Create and develop an outstanding Sales Team and Culture.

**Skills and experience**
- Senior-level leader with more than 10 years of EMEA North Sales and Leadership experience
- A self-starter with experience scaling a business and selling B2B solutions in a fast-growing environment.
- Awareness and involvement in B2C solutions
- Proven, verifiable sales experience with experience in networking, setting appointments, pipeline building, negotiation, and closing solution sales
- Experience growing, inspiring and developing sales teams to success
- An ability to grasp new technologies, in addition to demonstrated interest in our business
- Strong affinity to sales, Contact Center and UCaaS technologies.

**Ways of Working**
Our structured hybrid approach is centered around our offices and remote work environments. The work style of each role, Hybrid, Remote, or In-Person is indicated in

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