Job Summary

Located in our Atlanta office or Remote, the VP Sales will focus on providing leadership and support to our Enterprise Account Executives in North America. This ideal candidate will be an experienced sales leader able to collaborate and create a sales strategy working with the inside sales team, channel partners, and marketing to deliver exceptional revenue growth results. The role of the VP Sales has evolved rapidly in today's changing environment, with a much stronger connection between Marketing, RevOps, Channel and Inside Sales all partnering to grow revenue. The VP Sales will be a player/coach that can connect with potential customers in order to progress sales opportunities while providing guidance and coaching to team members to improve their sales skills. Utilizing sales trend data the VP Sales will be able to adjust quickly to shorten sales cycle times and improve close rates. The VP of Sales will work closely with the CRO as a team with a focus on making our sales team successful.

Essential Functions

The following duties are essential functions of this position. Employees must be able to perform these functions with or without reasonable accommodation:

• Lead, mentor and develop a team of Account Executives to achieve sales targets and enhance skills
• Forecast, plan, execute and build a sales pipeline consistently to exceed revenue targets
• Analyze sales trends to identify areas of growth and improvement to shorten sales cycles and improve close rates
• Work closely with the CRO to develop a winning sales strategy and a high-performance sales culture
• Utilize sales tools, business analytics and dashboards and promote excellent sales hygiene. Work closely with the RevOps and BI team to ensure accuracy and relevance of the information
• Leverage the partner ecosystem and collaborate with the channel sales team to grow the pipeline of qualified opportunities
• Team across the organization including RevOps, Customer Success, Professional Services and Solutions Engineering to deliver consistent sales results and revenue growth

Supervisory Responsibilities

• Direct Reports: Sales team members
• Management Duties: Full people management responsibilities including hiring, performance management, and team development
• Budget Authority: Team expense management
• Leadership Scope: North America AEs

Required Qualifications

Education:

• Bachelor's degree in Business, Marketing, or related field required

Experience:

• 10+ years as VP of Sales, or similar leadership role within the technology sector preferably in SaaS and network automation or related fields
• Track record of meeting or exceeding sales targets and driving consistent revenue growth
• Excellent communication, negotiations and presentation skills
• Proven track record of navigating competing priorities and managing expectations with a variety of stakeholders required

Skills & Competencies:

• Knowledge of data center systems, cloud networking, networking controllers, AI basics, and ITSM
• Strong ability and experience engaging with multiple functions/roles within an organization to successfully perform mutually beneficial partnerships
• Ability to understand high-level growth and expansion strategies, translate them into people, process, and tools requirements, and drive execution
• Demonstrated experience driving hands-on performance at all levels in the organization
• Ability to successfully lead in an agile, fast-paced environment developing new and unproven standards
• Familiarity with sales automation and CRM systems (SFDC and GONG highly desired)
• Ability to travel as needed

Certifications/Licenses:

• None required

Preferred Qualifications

Education:

• MBA or advanced degree in business or technology

Experience:

• Management Consulting experience
• Previous experience building sales teams selling network automation or infrastructure software
• Experience with channel partner ecosystems and business development

Skills:

• Expertise in implementing a sales methodology design and enablement
• Sales team leadership
• Understanding of network automation and orchestration market
• Experience with accelerating revenue growth as a sales leader

Physical Demands & Work Environment

Physical Requirements: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Sitting: Frequently (4-6 hours per day) for strategic planning, meetings, and administrative work
• Standing/Walking: Frequently for executive presentations, partner events, and conferences
• Lifting: Occasionally lift/carry up to 30 pounds (presentation materials, event supplies)
• Vision: Constantly use close vision for computer work, data analysis, and document review
• Hearing: Constantly for executive meetings, partner negotiations, and team leadership
• Communication: Constantly communicate with partners, executive team, and global sales organization
• Manual Dexterity: Constantly use hands/fingers for keyboard use and presentation delivery

Work Environment:

• Location: Atlanta office or Remote within the United States
• Noise Level: Variable from quiet strategic work to busy partner events and conferences
• Travel Requirements: 50% or more travel for partner and customer meetings, conferences, and team leadership
• Schedule: Executive hours with flexibility for global time zones and partner availability
• Technology: Use of CRM systems, analytics platforms, partner portals, and executive communication tools

Compliance Statements

• ADA Accommodation: Itential is committed to providing reasonable accommodations to qualified individuals with disabilities. If you require accommodation to perform the essential functions of this position, please contact Human Resources to discuss available options.
• Equal Opportunity: Itential is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by law.
• Employment at Will: Employment with Itential is at-will, meaning either the employee or the company may terminate the employment relationship at any time, with or without cause or notice.