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Vice President of Sales

Position Summary
The VP of Sales is responsible for Learning.com’s overall sales strategy and execution, including designing, building and managing the company’s sales organization, sales channels, key sales metrics, processes and sales resource mix. The ultimate measure of the VP of Sales’ success will be profitable revenue growth in existing and new offerings, and the sustainability and scalability of the company’s sales strategies and efforts. As part of the senior executive team, the VP of Sales will work collaboratively with the executive team in development and execution of the company’s overall strategy – specifically to insure revenue goals are met in a profitable, scalable and sustainable manner.

Responsibilities
The Vice President of Sales will be responsible for the following:

• Revenue forecasting, planning, and quota development to meet the company’s overall business goals
• Owning and directing the development of sales strategies, phased implementation plans, and metrics for aggressive expansion into a broader set of distribution channels and sales roles including resellers, e-commerce
• Developing measurable, repeatable and scalable sales management processes to monitor sales progress, allow for early problem identification and mitigation, develop and communicate accurate forecasts, minimize channel conflict, and, in general, maximize overall business performance of sales resources and partnerships
• Organizing, structuring, developing and staffing a sales organization which can scale effectively as the company grows
• Recruiting, hiring, training, motivating and supervising field and inside sales personnel
• Mentoring and coaching the sales team for continued growth in sales and customer management skills, teamwork, product knowledge and industry expertise
• Providing timely, prioritized and actionable feedback from customers, and on market and competitive trends to other functional areas to ensure product offerings meet current and future customer needs
• Designing, managing, developing, modifying and communicating variable and incentive pay strategies including commission plans that promote repeatable, profitable sales growth
• Collaborating with marketing to ensure that sales and marketing strategies are synergistic and coordinated from lead generation processes to marketing communications, and that the sales team and sales partners consistently communicate the appropriate messages and are meeting targeted goals

Supervisory Responsibilities
The Vice President of Sales has direct management responsibilities for sales territory managers, inside sales representatives, sales program manager, field sales manager, and sales partners such as resellers and solution aggregators. In addition, the VP of Sales should posses the skill set and experience for sales organizational design and recruitment to support initiatives such as e-commerce, consumer market development, international sales, and solution sales from third party providers. In addition, the VP of Sales has direct management responsibility and accountability for all budgets associated with the sales functions.

Qualifications
The successful candidate will have 7+ years of experience in senior sales management and in developing and executing strategy. In particular, it is important that the candidate be a proven leader in integrating multiple channels – field, telesales, partners, ecommerce, etc. S/he will have successfully grown at least one sales operation in a complex environment that included multiple distribution channels (including ecommerce) and multiple product offerings. S/he will have experience in K12 educational sales (publishing or technology) and/or sales management.

In addition, the following characteristics will be important and highly desired:

• Experience with Internet-delivered products and services (ASP/SaaS model)
• Experience in late-stage start-up companies
• Familiarity with NetSuite, particularly for sales management.

Minimum requirements to qualify for this position include:

• 7+ years sales management experience in a growing organization, with a track record of achieving and exceeding revenue targets
• Experience in sales strategy formation and top level strategic execution
• Success in building processes for managing multi-channel sales teams, including inside, outside, e-commerce and partner sales
• Strong negotiating skills and equally strong listening skills
• Highly computer literate and uses sales database tracking software to manage the sales function.
• Proven leadership skills, specifically in developing and mentoring sales personnel.

Travel
Ability to travel up to 50 percent of time (assuming residence in Portland OR), including travel lasting one week or more.

Physical Demands
Position involves walking, talking, hearing, using hands to handle, feel or operate objects, tools, or controls, and reaching with hands and arms. Vision abilities required by this job include close vision of laptop displays, personal digital appliances, and small font reading of printed materials.

To apply for this position, please send cover letter and resume to jobs@learning.com.