VP, Sales

19-Mar-2024

US Remote

9226BR

Company Summary

Deltek is the leading global provider of enterprise software and solutions for government contractors, professional services firms and other project-based businesses. For decades, we have delivered actionable insight that empowers our customers to unlock their business potential. 22,000 organizations and millions of users in over 80 countries around the world rely on Deltek to research and identify opportunities, win new business, recruit and develop talent, optimize resources, streamline operations and deliver more profitable projects. Deltek - Know more. Do more. www.deltek.com

Business Summary

The Deltek Global Sales team has a passion for empowering project-based businesses to achieve their goals. We relentlessly focus on our customers' needs and strive to deliver an exceptional experience for all clients. If you are an enthusiastic, motivated professional who enjoys building and nurturing relationships - join our highly collaborative team to help power project success for our customers.

Position Responsibilities

Reporting to the SVP of Global Sales, we are seeking a Vice President with experience of building and leading Global Partners and Alliances with a track record of monetizing these relationships. As the Global Partner and Alliance Vice President, you will be responsible for developing and executing strategies to enhance the company's partner ecosystem and channel network on a global scale. Leveraging your expertise in partnership management and channel development, you will drive revenue growth, increase market penetration, and strengthen our position as a market leader in our software solutions. With the support of the Partner Enablement and Partner Marketing team, the GPA VP will empower their team to integrate Deltek technology into partner go-to-market motions and solutions.

Key Responsibilities

• Achieve Financial Plan: Achievement of global partner and alliance sales bookings and revenue quota. This includes net new sales as well as customer renewals. Driving execution of and managing others responsible for:

• Regional partner programs and performance measurement frameworks

• Regional business plans for the assigned route(s) or business models

• Partner business planning, execution, and tracking

• Regional to-and through-partner marketing strategy

• Partnership Strategy Development: Collaborate with senior leadership to adjust and modify our existing comprehensive partnership strategy aligned with business objectives and market trends. Identify and prioritize target partner segments based upon strategic fit and growth potential.

• Partner Recruitment and Onboarding: Lead efforts to identify, recruit, and onboard strategic partners, resellers, system integrators, consultants, and technology partners. Establish robust onboarding processes to ensure partners are equipped with the necessary resources and knowledge to effectively promote and sell our software solutions.

• Program Management: Design and manage GPA programs, incentives, and promotions to incentivize partner engagement and drive sales growth. Monitor and analyze program performance, providing regular reporting and insights to optimize program effectiveness and ROI.

• Market Expansions and Development: Identify new market opportunities and emerging trends to expand the company's partner ecosystem and channel presence globally. Develop innovative go-to-market strategies and initiatives to penetrate new geographies and customer segments. Overseeing the execution of field marketing plans.

• Partner Enablement and Training: Work with Partner Enablement team to develop and deliver partner enablement programs, including training sessions, workshops, and certification programs, to enhance partners' technical expertise and sales capabilities. Provide ongoing support and resources to enable partners to effectively market, sell, demo and implement our solutions.

This role leads a function and so you will be expected to operate autonomously with full accountability for meeting strategic financial and operating objectives. You'll resolve highly complex problems that require resolution at a senior management level and which often have little or no organizational precedent. Overall responsibility of planning, staffing, budgeting, managing expense priorities, and recommending and implementing changes to organizational methods are also requirements. And you will be passionate about helping to grow future leaders by giving them accountability and opportunities for growth.

Qualifications

• Strong leadership, planning, execution, budget management, people management and coaching skills.

• Negotiation of complex business matters at senior levels.

• Strong communication skills, able to establish credibility/trust and build relationships with influential partners and customers in different business sectors.

• Building effective working relationships internally with leaders of key departments including Finance, Legal, HR, Services, Sales, and Operations.

• Understanding sales methodologies and booking processes across the various routes to markets.

• Knowledge of Deltek products and software pricing practices would be beneficial, but not a requirement.

• Strategic Ability: plan ahead, anticipate future trends and implications, broad knowledge of region (partners and end-users), deep knowledge of Deltek products and roadmaps, able to create actionable and effective plans.

• Sales Team Management: build and manage effective partner sales/management teams with skills aligned to the Global RTM strategies and requirements. Determine and select appropriate resources, provide guidance/direction and performance feedback (formal and informal), prioritize resources to provide exceptional support to partners.

• Create an environment based on aligned goals, process, accountability, integrity, respect and a sense of urgency.

• Partner Management: use formal and informal methods to obtain regular assessments of Deltek's performance with partners to ensure products and programs are meeting or exceeding partner expectations.

• End-user Relations: use formal and informal methods to obtain regular assessments of Deltek partner performance with the Deltek customer is meeting or exceeding customer expectations.

• Decision-Making: Apply experience, discipline and judgement to ensure mutually beneficial decisions are being made for partners, end-users, Deltek and employees. Consult as appropriate with areas of expertise within Deltek leadership to ensure decisions for region are aligned with Global RTM and Corporate goals, core values and strategies.

• Conflict Management: manage escalated conflicts, read situations quickly, handle tough disagreements and settle disputes quickly, equitably and objectively, finding common ground and obtaining cooperation with minimum disruption.

• Bachelor's degree or global equivalent preferably in a business or IT related field, or equivalent experience.

• Global business travel of approximately 25 percent yearly is expected for this position.

Travel Requirements

20%

EEO Statement

Deltek, Inc. is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

E-Verify Statement

Deltek, Inc., utilizes the E-Verify program with every potential new hire. This makes it possible for us to make certain that every employee who works for Deltek is eligible to work in the United States. To learn more about E-Verify you can call 1-800-255-7688 or visit their website by clicking the logo below. E-Verify is a registered trademark of the United States Department of Homeland Security.

Applicant Privacy Notice

Deltek is committed to the protection and promotion of your privacy. In connection with your application for employment with us at Deltek, it is necessary for us to collect, store and use information about you ("Personal Data") to administer and evaluate your application. We are the "controller" of the Personal Data you provide us and will process any such Personal Data in accordance with applicable law and the statements contained in this . Additionally, we have not sold and do not sell Personal Data you provide to us through the job application process.